Lisa Sasevich | The Art of Selling Without Being Salesy

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A woman who figured it out. She's not a medical professor.
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Years ago she came to me and she had figured
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out how to live disease free. She had MS, she
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had multiple sclerosis, and she lived symptom free for twenty
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three years at that time. Probably she's gone on for
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another decade. We haven't talked in a while. But when
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she systematized that and put it into a structure and
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named it, she was able to start taking clients in
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at five thousand dollars a pop, twelve at a time,
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lead them through ninety day program. You do that four
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times a year. You're at a quarter million dollar business
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with you one assistant and a call a week. So
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that's the magic of the Nail youre Offer program. And
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before we finish, we'll offer you all a Nail You're
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Offer blueprints so you can kind of see what you're
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stacking against this and get started on the path.
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Welcome to the Radical Responsibility Podcast. I'm doctor Fleet Maul,
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and I'm excited to guide you on a journey of
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authentic transformation. In each episode, I'll bring you insights from
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leading experts to explore trauma recovery, mindfulness practices, pause psychology,
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and innovative breakthroughs in health, wellness, and life optimization. This
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is a space for real conversations that inspire meaningful change,
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helping you find alignment with the person you are always
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meant to be. Let's get started. What if transformation isn't
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just about thinking differently but feeling differently. Science shows us
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that true change happens when we align not just our minds,
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but also the neural networks in our hearts and guts.
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This heart mind connection is the key to deeper healing, resilience,
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and expanded awareness. That's why I created the Heart Mind
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All Access, membership and community, a space designed to help
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you rewire your nervous system, cultivate heart intelligence, and live
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with greater clarity and purpose. With over one thousand hours
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of transformational teachings specifically curated to meet your needs, You'll
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learn from world renowned medical teachers, neuroscientists, and experts in neuroplasticity,
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all sharing powerful tools to help you shift your mindset
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and heartset, regulate your emotions, and unlock your full potential.
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You'll also gain unlimited access to every summit and course
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we've ever produced, a Treasure Trouble Wisdom worth over ten
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thousand dollars in growing, plus live gatherings and an inspiring
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global community to support your journey. If you're ready to
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step into a more heart centered, connected and conscious life,
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I invite you to join us. Clip the link to
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learn more and start your journey today. What is selling
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could feel like a sacred act of service rather than
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something we pushed through. In this week's conversation, I connect
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with Lisa Sasinvage, an extraordinary entrepreneur, mother, and the renowned
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queen of sales conversion. Lisa's journey from corporate life to
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building a multimillion dollar business while raising two children is
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nothing short of inspiring. We'll explore what it truly means
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to sell from a place of integrity. Lisa shares how
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she transformed her mindset around sales by replacing pressure with presents,
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and how you can too. From crafting your resistible offers
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to mastering high ticket conversations without ever feeling salesy. Lisa
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walks us to her most powerful strategies. This is a
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conversation for every entrepreneur who knows they're here to make
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a difference and is ready to receive the abundance that
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comes from offering real transformation, miam is Doctor Flee. Mall
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your co hosts for the session, and I'm thrilled to
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be here today with Lisa Sasavich.
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Welcome, Lisa, thank you so much.
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I was sharing with Lisa with you before we got
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started here that I first did one of your online
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trainings some ten years ago or so, and I was
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a solopreneur, primarily a solopreneur, a consultant, but also a
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meditation teacher and workshop seminar leader, and the idea of
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selling in public and selling from the state was just
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like terrifying to me. And I did your training, and
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you know, I'd watch Tony Robbins do it, I've been
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to the trainings, I'd seen people do it, couldn't imagine
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myself doing it. But I did your training, and then
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I had a training coming up with someminar I was leading,
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called Radical Possibility, and I got it all set up,
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had a programmed offer, I had the back table, had
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my team back there to take orders, and at the
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right moment, I pivoted and I did it. It was successful,
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and it blew me away, and I was amazed, and
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I was so grateful, And you know, I've been selling
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ever since and enthusiastically, So thank you so much for that.
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Ah well, thank you. It's you know, I'm always moved
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when I find out that people that I respect and admire,
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like yourself, were my students a decade ago. And sometimes
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I don't even know because it was an online digital course,
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and you know, there's definitely been times where we had
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a thousand or more people learning or speak to Cell
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method or nail your Offer method, so I didn't get
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to meet every person. And sometimes I'm in a situation
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like this and I find out like what you're telling
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me right now, and I just think my life purpose
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feels so fulfilled. And I know that's what you know,
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part of what you help people figure out, and it
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does feel so good to do that work, and it
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does feel so good to know that what you were
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made for is out there making a difference for other people.
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So thank you. If we ended right now, I'm like,
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I'm on cloud nine.
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That's great. And you know, we do. We finally figure
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out that it really is all about adding value to
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people's lives. And when we get the confirmation that we
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are adding values to people's lives, we develop all the
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more confidence that to be in the flow of what
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we're doing, and it's not about selling people things they
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don't need. It's really about bringing value to people. And
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when we do that and have that mindset, it flows
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and works. But you were one of my early mentors
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and figuring that out. So again, thank you, Thank you
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so much. So, you know, we always like to start
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our interviews so a little bit of your origin story.
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And I know it's almost not fair to really ask
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you to encapsulate that in a couple of minutes, and
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we have a lot to cover today, but I wonder
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if you would start. You know, we described your journey
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in your bio a little bit. You were in corporate America,
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you learned a lot, you were very successful, you learned
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sales at that level, and then you decided to lead
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that world and start your own business. And while you
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were raising jew toddlers, created a business from home that
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has really developed tremendous success for you and impacted so
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many lives like my own. So I wonder if you
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could talk about a little more about that journey, maybe
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any of the optacles or the hiccups or the pitfalls
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along the way.
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Yeah, thank you for asking. I mean, like for all
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of us. There's lots of pieces to my journey. In fact,
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I was honored to write a book for hay House
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a couple of years ago, right in the middle of
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the pandemic. It released called Mint for More, And we
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talk about the Mint for More moment, that time when
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all of your different education comes together, be it your
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formal education, your school of hard knocks, you know, just
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all the things you know make us uniquely who we are.
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And I think the piece of my origin story that's
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most relevant, especially in the intersection of your work and mine,
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is that my mom passed away when I was young.
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I was nineteen years old, just finishing up college Diego State.
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It happened pretty fast. It was cancer and was less
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than a year from diagnosis to the end, so there
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wasn't a lot of prep time, and she was a
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single mom. And I think I went on a quest
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for parenting really when I look back on it to
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where was I going to get my guidance now? And
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I found personal development, you know, And so I was
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really a child of personal development from nineteen years old,
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which is a long long time ago. Now, thank God
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for these filters on zoom, But you know, I found
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some different personal development organizations that really impacted my life,
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and whenever I would find one that I liked, I
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wanted to tell everybody about it. I mean, I just
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couldn't believe the things that I was hearing about possibility.
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I became a real child of what is possible for
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myself and I wanted for the people around me. And
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so I was one of those people that would share
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enthusiastically and bring lots of people to whatever organization it
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was that I was learning from, and it would take
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so much work to get my brother or my father,
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you know, would fly in, you know, people at that
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I worked with, for them to come to these introductions
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and learn about these personal development seminars that were just
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expanding my world so fast. And then when we would
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get there, unfortunately, this diamond that you know, I loved
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the work, unfortunately, when they led the introductions, it would
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turn into something that would make the people I brought
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feel pressured like they needed to register right now for
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these courses, and you know, it felt very pushy and salesy,
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which was not really right reference of having done the
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actual work there. So what I found is this personal pain,
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this disconnect between you know, this amazing work that was
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life changing, versus the process they were using to try
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to get people to sign up.
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Absolutely, I'm been thinking of some of the early days
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of that'st and other changes. Now the personal wather, there's
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this whole focus on enrollment and it could get intense
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and yes.
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And that was definitely, you know, the Landmark Forum one
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of the biggest contributors to all things I consider awesome
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about myself, but also the place where I sperience to
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that kind of a rub and so wanting to have
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my own people register, wanting to make a difference in
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a bigger way what I was seeing, not knowing that
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there was like multi billion dollar of industry that are
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also trying to register people from introductions and seminars and
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you know, whether they're in the legal field or direct sales, right,
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And like all of our companies, we if we're doing
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webinars or we're speaking from stage and we want to
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move people from interested to invested, we kind of need
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a way to do it. And so it wasn't feeling
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real good to me there. And I got into the
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introduction leader's program and I just started playing with you know,
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if I only get one shot to talk to this person,
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and I want to make a difference. What are the
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markers that I have to hit, you know, what are
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the things that I need to include so that person
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feels And have come to give it a name now,
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tension versus pressure, and you know, the distinction being that
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the tension would be something rising inside them that I
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need to make this change. I want to make this
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change versus pressure, which comes from like feeling like someone
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else is pushing you to do something, and so kind
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of not knowing that it would lead to this beautiful,
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you know, fifteen year career of teaching people how to
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do this, I just started toying with it, and then
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eventually I left corporate and I went to work for
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a small seminar company that was teaching relationship work, teaching
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women how to understand and appreciate themselves and how to
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understand and appreciate men. And that's six years with that company.
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Not only did we grow from about a couple hundred
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thousand in sales to over million in sales while I
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was there, but I got to practice the things that
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I had figured out and they worked, and so suddenly
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there I was just in a little bubble of this
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small seminar company leading these internets, and for me, I
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have seventy or eighty percent of the women that would
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come to our introductions would register for our courses. I
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would go back to my hotel room, whatever city I
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was traveling to, you know, spread the word, and I
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would be devastated about the twenty or thirty percent that
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didn't register, right, And then I'd go back to work
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and obsessed with like, what could I have said different?
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How could I have structured a different What else could
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I do? And when I eventually shared those numbers on
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a group mastermind call that I had enrolled in, the
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other people on the call, this was the first time
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I said it out loud to anyone, were like, you're
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closing eighty percent of a room. Like I didn't know
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how extraordinary that was until I sort of leaked it
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out to other people. And then it just happened, and
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I became really an entrepreneurial Cinderella story. We hit the
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ink five hundred, actually very quickly, number one sixty nine,
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which was, you know, incredible. I was a mom with
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two toddlers in tow and my then husband going through
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through medical school to become a surgeon like I was
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only doing this just to keep us afloat until he graduated.
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So it alway was beyond my own wildest dreams. And
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once I realized that there were so many organizations out
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there that this could benefit, and that we're already trying
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to use this model both online and webinars and you know,
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master classes and also on stages and events, I really
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started to hone in. Okay, I have some expertise around
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what I'll call leveraged selling, and the definition being when
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we're making our offer to more than one person at
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a time. You know, we teach high ticket one on
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one selling, and we teach you know, online launches, all
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the different formats. My sweet spot is that leveraged selling.
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And I learned that through you know, a pain of
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watching it happen in a yucky way.
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And it's such an important thing to master for those
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of us who want to grow our businesses entrepreneurs, especially
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those of us who are the founder or principle of
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a business, and we will want to sort of expand
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what one person can do. We have to build a team,
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we have to build a company, but also moving from
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one on one sales to what a lot of people
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today call one to many, right, So yeah, it's that
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leverage saling you're talking about. Absolutely. Another thing that struck
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me was your early experience with Landmark, because I found
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a lot of really successful people at some point or
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another connected with something like Landmark. I led a training
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for twenty five years up until the pandemic. We haven't
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done it since, and we couldn't do it during the pandemic.
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It's not something you could do online, but it's kind
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of the Landmark form on steroids, the smaller groups. But
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that context, and the name of my book is Radical Responsibility,
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so that we learned to live a choice, and we
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learned to live to create our own destiny and manifest
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our own destiny. And it's really all about our own
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choices and how we respond to the circumstances of our life.
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And obviously that stud you well in the corporate world,
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but it also stood you well in terms of becoming
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a successful entrepreneur. I wonder if you could talk a
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little bit about that context out helped you succeed along
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your entrepreneurial journey and deal with all the challenge we
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were dealing with as an entrepreneur, as a small business owner,
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as a bounder, as a mother of two young children,
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because it's so easy to let life push us into
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one kind of victim mindset or another and get us
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back on our heels instead of being in that place
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of what can I do right? Living that realm of possibility.
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So I wonder if you could talk a little bit
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about maybe how what you got from the form and
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from your life in general inspired you to have the
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energy to really keep stay in that realm of possibility.
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Yeah. I appreciate the question, and it's not asked to
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me often, so I love the chance to share it here.
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Thank you. So at Landmark I really learned and this
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is really how they would verbalize it way back thirty
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years ago. Then it was to put my past in
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the past and create my future. And they have so
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many amazing tools. I mean, I really still to this
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day think that you know, for the minimal investment and
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three days of your life, that it is such a
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worthy way to spend those days to just transform your thinking.
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And I remember early on when I was, you know,
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doing this, and not a lot of other people I
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knew were, they'd say, well, you're getting brain washed, and
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I thought, well, I mean we wash our underwear, you know,
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like there's a lot goes through that brain, and I
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think it kind of needs to be washed every once
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in a while and get a clean look and a
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clean slate. And the distinction that they offer around that
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we have what really happened. You may remember the circles
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on the board, right, and then there's a story we
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make up about what happened, and that most of us
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are living in that story we made up and not
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really able to just see what happened. And that was
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a huge distinction to just be like, Okay, you know,
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this is what happened. It's not necessarily my story. And
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what story do I want to create? What's the headline
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I want to create for my life? And I think
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even to this day and I talk about this and in
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the Meant for More book, I look at the headline
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that I want in the future, and then I keep
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taking action consistent with having that headline, and that has
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worked out for me pretty well.
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I want to talk to you quite a bit more
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about sales and marketing, but first I'd like to explore
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your journey just a little more. So you started your
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own well, you worked with a company for a smaller
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seminar company for six years, and then that kind of
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evolved in your own work because you kind of developed
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a secret this. You realize your people couldn't imagine you
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were closing seventy percent of the people showing up for
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a seminar of some kind, and so you started evolving
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your own business. And at the same time, you're raising
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two young children. Your husband's in medical school, he's super busy,
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and so you're having to navigate all this and manage
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your time and manage your life. And you know, I
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think a lot of us as entrepreneurs at certain times
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feel overwhelmed and just don't know how to organize the
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whole thing. So what was your secret sauce in terms
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of being able to keep moving forward as an entrepreneur
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while also being a mom and supporting your husband in
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medical school and so forth.
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I think I didn't have a lot of family around
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me either. You know, my mom passed away, my dad
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was in Florida and you know, doing his own life,
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and so any help that I had with my kids
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was literally purchased, you know, was like trusting that there
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was this angel in my life that was going to
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be a good person and have the best intentions for
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me and my kids along the way. And so I
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would say, you know, number one, knowing really prioritizing my priorities,
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my values. So for example, I haven't really done laundry
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or washed a dish since I had my children, because
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it was a choice for me, you know, was I
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going to work and then spend time with them or
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was it going to work and do housework while I
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set them in front of the TV. And because things
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were blowing up for me quickly and I was coming
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into and I didn't grow up with that. I mean,
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I had a single mom who you know, struggled, and
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even giving that to myself and allowing myself to make
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those non conventional choices as a mother with something I
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feel like I continuously had to do and from the
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outside people might criticize and not understand, but I knew
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from the inside that I was making the best choices
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for what I wanted in regards to being close with
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my children, which I'm happy to say they're eighteen and
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twenty one now. They're both launched as of literally just
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months ago. So we are we call ourselves open nesters
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because this has not been an empty nest. All of
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our extra vedroom of bathrooms constantly have visitors and friends
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and entrepreneurial friends coming through San Diego. So we love
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our open nest, and you know, I would go back
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and also say to answer your question. The other thing
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that was a tool that I feel like I could
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share and you know, our listeners here could apply was batching.
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So if I would go to travel to speak or
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for my own events, I would do other things along
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the way. So instead of a three day trip, maybe
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it was a five day trip and I'd also speak
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here and I'd also see a VIP client. Then I'd
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be home for three weeks, you know, or four. So
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I feel like even with my work schedule, I'll batch
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certain kinds of activities. And in factay I would I
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looking at the list of the forty five speakers that
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are here, and I'm a longtime client of both Joe
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Polish with Genius Network for many years, I would go there.
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That was like one of the things I would batch in.
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So I was not only teaching, but I was also learning.
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And then also Dan Sullivan from a strategic coach, and
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I really learned how to batch my time in you know,
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specific ways through those mentors. I'll also say as far
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as batching, I was looking at you at the list here,
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do you know that over ten of the forty five
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speakers have been my VIP clients. So you're going to
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have a lot of reverberation of my teachings when they're
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talking about their irresistible offers. You know, everyone from Jack Canfield,
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JJ Virgin, John asserf Dave Asbury, Natalie Ladwell, you know
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they've all been here out to do VIP work on
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their irresistible offers, the speak to Cell talks, their three
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day events. So and I batch, you know, so I
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might have two three VIP clients in a row and
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really just get the help, put everybody, the kids, get
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them all settled, do that, and then I'm back. And
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then when i'm back, I'm fully back. So that's been
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some of the secrets. And one other thing I do
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want to say that I think I'm a little unique
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because I was not able to find mentorship on this
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when I was looking is that about five years ago
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while we were at you know, millions of dollars in sales,
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thirty percent profit margin, one hundred people plus in our
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big mastermind, like really the company that everybody wanted to
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be like I wound it down. I got the message
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from the upstairs team that I looked and I had
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accomplished the goals personally and financially that I had wanted
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for my entire lifetime, and I, you know, to take
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care of myself, my kids and even a partner of
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my choice if I wanted to at this particular lifestyle
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for the rest of my life. And my kids were
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entering high school and I knew that, you know, there
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was a like a three year window that I would
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really have them right here close. And it was ironic
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because it was ninety days before we went into quarantine,
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and I had put fourteen people on my team with
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all my friend friends companies, and really did a beautiful
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conscious wind down. And I did. I couldn't find anyone
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that what actually just did that, that knew there enough
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and did that that didn't say, Okay, you know, I'm
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a ten million now I want to go to one
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hundred million, which nothing wrong with that, but for my
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particular value set and what I was looking for, I
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kind of made a move that I didn't have a
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lot of. Usually I just find someone who's done it,
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and if it was successful. I hire them and I
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copy their model. So I think that's just another thing,
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and maybe it falls in batching because for five six
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years while I launched the kids, I just semi retired.
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I only saw VIP clients like yourself. And now I've
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put my toe back in the water. I'm certifying people
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on how to be nail your offer coaches, and I'm
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entering people in their offers in group coaching again, mostly
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because my boyfriend's got enough coaching and if I didn't
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get another project, you know, he was worried about how
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much went transferred from the kids to him. So anyway,
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that's a little bit about me and like past, present,
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future and how I run things go.
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It's amazing that you were able to do that, and
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I'm not surprised you couldn't find someone to mentor you
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or model you in that, because it's pretty rare. I
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think that people are willing to do that. But how
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wise on you to preserve that precious time you have
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with your two daughters during those years. And so glad
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you're back, very happy. Back. Kind of wonder where is
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the successful around lately?
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You know, used to rodden Yellen Rippy somewhere.
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So glad you're back. And also, you know, listening to
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your story in the earlier days of that that I
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don't know when his book came out, but you were
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early modeling Dan Martell's buy back your Time approach, right,
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you know, And that's when we really think about a
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lot of us feel you know, the kids is a
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special thing, but there's all kinds of things we do
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because well, you just should do that yourself. You should
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cut your own grass, so you should do this, you
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should do that. And if you really want to focus
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and be successful, we have to put our energy where
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our real talents are and where it's going to have
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the biggest impact, and be willing to bring others in
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to work with and accomplish all kinds of things in
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our business in our personal life to really leverage our time.
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And I think there's some great modeling in that. So
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let's just talk about sales and what sales conversion really means.
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And you know, they really get it, even into the
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energy of it, like what is it really you know,
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what's the process of sales conversion, the psychology of it,
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the energy of it. And as an entrepreneur, how can
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we really Grock that we can learn all kinds of techniques,
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and you know, we can get lots of books, and
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we get frameworks and models and tools, but how do
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we get into the essence of it and really understand it.
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I appreciate the question. You're a great interviewer, by the way.
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You know, Well, first off, just to look at it
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from a pure definition like a statistic, you know, sales conversion.
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When we track it in a company, it's telling us
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of this many people that we talked to or spoke
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in front of, or that we're at our event. You know,
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so this many eyeballs a lot of people call, how
477
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many became clients? Right, So if there were ten people
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in your audience and three became clients, you're a thirty
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percent sales conversion. So that's you know, before getting into
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the energetics. That's just like the flat out business statistic
481
00:24:01.359 --> 00:24:05.000
of it. And also from more of a business statistic side,
482
00:24:05.319 --> 00:24:07.480
if you have ten people in your audience and I
483
00:24:07.480 --> 00:24:10.680
can teach you how to have five of them say
484
00:24:10.759 --> 00:24:13.960
yes and become your client from the same amount of energy,
485
00:24:13.960 --> 00:24:17.400
you still did your ninety minute talk or your webinar, Right,
486
00:24:17.440 --> 00:24:20.400
wouldn't you say that is a worthwhile thing to focus
487
00:24:20.440 --> 00:24:23.680
on because now you're at fifty percent if those clients
488
00:24:23.680 --> 00:24:27.160
are paying ten thousand dollars a piece, right, you went
489
00:24:27.200 --> 00:24:31.240
from thirty thousand to fifty thousand with the same energy outlaid.
490
00:24:31.880 --> 00:24:34.519
The other piece that's so magical is that your client
491
00:24:34.599 --> 00:24:37.960
acquisition cost was the same. You know, the things that
492
00:24:38.079 --> 00:24:42.640
we do fleet you and I to attract clients are
493
00:24:42.680 --> 00:24:46.319
the most time consuming and the most expensive, right, the
494
00:24:46.359 --> 00:24:49.599
most cost consuming things in our business. It's all the
495
00:24:49.640 --> 00:24:52.160
social media we do. It's all these interviews that we're
496
00:24:52.200 --> 00:24:54.160
doing right now, right, It's all these things we do
497
00:24:54.240 --> 00:24:58.160
to serve and attract new clients. So I've always felt
498
00:24:58.200 --> 00:25:01.000
like I grew this up as a busy mommy where
499
00:25:01.000 --> 00:25:04.319
I needed the shortest line between two points, and so
500
00:25:04.400 --> 00:25:07.279
it was coming from that energetic Now we get back
501
00:25:07.279 --> 00:25:10.319
to the energetic side that you know. I think companies
502
00:25:10.359 --> 00:25:13.039
spend a lot of time and money thinking that what
503
00:25:13.079 --> 00:25:15.759
they most need to invest in is growing their list
504
00:25:15.880 --> 00:25:19.240
and new eyeballs right and butts in seats, like they
505
00:25:19.240 --> 00:25:22.839
want more people. And with social media especially now you
506
00:25:22.880 --> 00:25:25.559
know your status is based on how many people are
507
00:25:25.640 --> 00:25:27.319
following you. I want to see who you are and
508
00:25:27.359 --> 00:25:30.519
look at your page, and you know, it's funny. People
509
00:25:30.559 --> 00:25:32.799
actually can't tell who I am and what I've accomplished
510
00:25:32.799 --> 00:25:35.000
because I might have fifty thousand people on Facebook and
511
00:25:35.079 --> 00:25:37.920
ten thousand people on Instagram, and in today's standard, if
512
00:25:37.920 --> 00:25:40.759
you're not at millions, you're not anybody, right if we
513
00:25:40.799 --> 00:25:44.319
look at that. But I focus on sales conversion, so i'm,
514
00:25:44.440 --> 00:25:48.519
you know, one of the most profitable entrepreneurs that I've met,
515
00:25:48.960 --> 00:25:50.960
and I want to, you know, as long as it
516
00:25:51.000 --> 00:25:54.359
is mine to do. I want to serve that client
517
00:25:55.119 --> 00:25:57.559
and serve the people that I've already served. I want
518
00:25:57.559 --> 00:25:59.880
to see how they I can serve them more, either
519
00:26:00.119 --> 00:26:03.119
with my work if it's in my wheelhouse of my expertise,
520
00:26:03.680 --> 00:26:06.559
or by referring them to somebody who it is in
521
00:26:06.559 --> 00:26:09.039
the wheelhouse of what they need. And I monetize that too,
522
00:26:09.279 --> 00:26:14.319
right through affiliate relationships. So energetically, I'm a little bad.
523
00:26:14.359 --> 00:26:17.599
My advice is a little opposite of a lot of
524
00:26:17.759 --> 00:26:21.519
what you hear out there. For example, I think it's
525
00:26:21.599 --> 00:26:25.319
more important to start by focusing on your irresistible offer,
526
00:26:25.880 --> 00:26:29.680
because otherwise any eyeballs that you attract. You know, if
527
00:26:29.680 --> 00:26:32.920
we're not converting them. It's like it's costing us more
528
00:26:33.279 --> 00:26:36.400
to get them right. It's costing every We need, bigger teams,
529
00:26:36.440 --> 00:26:38.400
we need we're taking care of more people, but we're
530
00:26:38.440 --> 00:26:40.920
not converting at a high level, so it's not efficient.
531
00:26:41.519 --> 00:26:44.319
Once you've got your offers nailed down and they're converting,
532
00:26:44.960 --> 00:26:48.960
then sure, you know, ramp up those Facebook ads, run
533
00:26:49.000 --> 00:26:51.880
more webinars, all the things. And then in my new
534
00:26:51.960 --> 00:26:54.680
Nail your Offer Certified Coach program, we're just taking our
535
00:26:54.720 --> 00:26:57.279
first thirty coaches. They're about to get certified, and I'm
536
00:26:57.319 --> 00:27:00.480
about in April to launch the second cohort. It's really
537
00:27:00.559 --> 00:27:03.839
my legacy, that move is to have other people be
538
00:27:03.920 --> 00:27:06.400
able to take my workout and enjoy the fruits of
539
00:27:06.440 --> 00:27:09.079
my labor and their own. But I just taught up
540
00:27:09.079 --> 00:27:11.960
sALS yesterday. There's a piece that they are certified in
541
00:27:12.000 --> 00:27:15.519
and how to train people to craft high ticket upsells.
542
00:27:16.119 --> 00:27:19.079
And that's another one where this everything I just said
543
00:27:19.279 --> 00:27:22.759
is exponentially multiplied because now we're taking a client who
544
00:27:22.839 --> 00:27:25.079
already loves us, they've already paid us, there's no client
545
00:27:25.079 --> 00:27:28.880
acquisition costs, and upsals of course are even more profitable
546
00:27:29.279 --> 00:27:33.279
because generally we're going up with not just intimacy and access,
547
00:27:33.359 --> 00:27:36.200
but also in the ticket of the offer. So we
548
00:27:36.279 --> 00:27:38.880
can you know, start getting into those you know, ten
549
00:27:38.960 --> 00:27:42.160
twenty thirty, one hundred thousand dollars offers depending on your industry.
550
00:27:42.599 --> 00:27:44.839
So I really think sales conversion is not the thing
551
00:27:44.920 --> 00:27:47.359
to do after you've attracted the crowd. I think it's
552
00:27:47.359 --> 00:27:49.960
the thing to nail down first, and then maybe you
553
00:27:49.960 --> 00:27:52.119
don't need this big a crowd, you know, unless it's
554
00:27:52.200 --> 00:27:55.000
just about making a difference for more people, which is
555
00:27:55.039 --> 00:27:56.039
part of the mission too.
556
00:27:56.519 --> 00:27:58.400
I know, a lot of your work in terms of
557
00:27:58.400 --> 00:28:01.000
your own business has been based on what we might
558
00:28:01.039 --> 00:28:05.039
call high ticket offers coaching programs and BIB coaching relationships
559
00:28:05.079 --> 00:28:06.880
and so forth. And then a lot of what you've
560
00:28:06.880 --> 00:28:09.759
been training people to do is how to attract clients
561
00:28:09.799 --> 00:28:13.799
and create sales conversions around high ticket offers. So how
562
00:28:13.799 --> 00:28:16.359
does that work in terms of you know, sometimes we
563
00:28:16.400 --> 00:28:19.480
talk about a value ladder and moving people from leave
564
00:28:19.519 --> 00:28:22.119
magnets and very inexpensive probably up the value letder to
565
00:28:22.119 --> 00:28:24.920
a high ticket offer. And then we also, well, you
566
00:28:24.960 --> 00:28:26.640
know a lot of the people that are insted in
567
00:28:26.640 --> 00:28:29.599
a high ticket offer, they're not interested in that value letder.
568
00:28:29.640 --> 00:28:31.920
They don't want to mess with all that. They just
569
00:28:32.079 --> 00:28:34.200
you know, they want somebody to meet their needs. And
570
00:28:34.240 --> 00:28:36.880
when somebody communicates that they're going to meet their needs,
571
00:28:36.880 --> 00:28:39.599
they're ready to write the check and sign up. How
572
00:28:39.599 --> 00:28:42.599
do you access those folks? How do you find those
573
00:28:42.960 --> 00:28:47.279
decision makers or individuals that have the ability to do
574
00:28:47.279 --> 00:28:50.319
a high ticket offer? So what's the I guess what
575
00:28:50.359 --> 00:28:54.000
I'm pointing to here? Now, what's the relationship between sales
576
00:28:54.039 --> 00:28:57.640
as you excelled at it and taught it and marketing?
577
00:28:58.400 --> 00:29:01.960
So you're in relation to trying to attract that potential
578
00:29:02.039 --> 00:29:04.319
high ticket buyer. For example, I'm.
579
00:29:04.200 --> 00:29:07.400
Getting the right people in the room, getting the right bunnels.
580
00:29:07.920 --> 00:29:10.640
Right, there's a lot of great questions in that question.
581
00:29:10.759 --> 00:29:12.599
I'm trying to tease out which way to go. This
582
00:29:12.680 --> 00:29:15.599
is another place where I'm a little bit contrarian to
583
00:29:16.079 --> 00:29:18.640
what's out there and the advice that's mostly given. So
584
00:29:18.680 --> 00:29:20.559
a lot of times by the time people find us,
585
00:29:20.920 --> 00:29:24.920
we have to correct this. I am an advocate for
586
00:29:25.480 --> 00:29:30.119
having my clients and experts of any kind. Anyone selling
587
00:29:30.160 --> 00:29:33.160
intangibles is really my client base. Right. If you're selling
588
00:29:33.160 --> 00:29:37.359
your services your expertise, you're coaching. So if you're not
589
00:29:37.400 --> 00:29:41.119
shipping a box, you're probably my ideal client, and so
590
00:29:41.920 --> 00:29:45.240
I would prefer to see you start out as the
591
00:29:45.240 --> 00:29:48.960
premierre provider. I would prefer to show you the markers
592
00:29:49.000 --> 00:29:51.920
to hit and how to position and package yourself for
593
00:29:52.119 --> 00:29:57.359
your marketing so that you start out with high ticket sales.
594
00:29:57.920 --> 00:30:01.200
And what that does is a allows us to start
595
00:30:01.200 --> 00:30:04.400
out maybe not going to big group programs, but one
596
00:30:04.440 --> 00:30:07.519
on one, high ticket so that we get immediate cash flow,
597
00:30:07.920 --> 00:30:11.160
We get immediate testimonials from people who actually do the
598
00:30:11.200 --> 00:30:15.000
work because when they pay attention usually and so it
599
00:30:15.160 --> 00:30:19.599
starts us out going to market that Hey I'm Nordstrom,
600
00:30:19.640 --> 00:30:24.319
I'm Bloomingdale's right, versus I think the majority of advites
601
00:30:24.359 --> 00:30:26.880
that's given is like, let's create a lead magnet and
602
00:30:26.920 --> 00:30:29.279
then go to a trip wire and then something low
603
00:30:29.359 --> 00:30:33.119
ticket and you know, now what we're looking at is
604
00:30:33.160 --> 00:30:35.519
the person. If it's successful, they need a big team
605
00:30:35.599 --> 00:30:38.519
because they're serving lots of people. They're serving buyers on
606
00:30:38.559 --> 00:30:41.680
the low end of the commitment and investment spectrum who
607
00:30:41.759 --> 00:30:44.640
generally need more and do less work. I hate to
608
00:30:44.680 --> 00:30:46.720
say it, but this is just what I've seen over
609
00:30:46.720 --> 00:30:50.319
the years. My VIP high level clients like yourself, and
610
00:30:50.519 --> 00:30:53.799
you know, thirty percent of the speakers on this summit,
611
00:30:54.079 --> 00:30:56.720
they're the best clients ever. You know, I could give
612
00:30:56.759 --> 00:30:58.839
them unlimited access to me and they just fall with
613
00:30:58.880 --> 00:31:00.720
what they need and they wanted, and they're out and
614
00:31:00.759 --> 00:31:03.480
they do the work. I would rather the advice that's
615
00:31:03.519 --> 00:31:06.880
currently given across the board is, you know, start out
616
00:31:06.920 --> 00:31:10.599
as Walmart and then you'll show them that you're Nordstrom.
617
00:31:10.920 --> 00:31:12.599
I don't think it really works that way. You know,
618
00:31:12.640 --> 00:31:15.160
you start out at Target and you get known as Target,
619
00:31:15.480 --> 00:31:19.000
your target, right, So I would prefer to see someone
620
00:31:19.039 --> 00:31:22.799
start out high ticket. And I was literally years into
621
00:31:22.839 --> 00:31:25.839
my business before I came up with a low ticket
622
00:31:25.839 --> 00:31:28.960
offer because I had to for you know, a summit
623
00:31:29.079 --> 00:31:31.359
or stage I was on that required something under five
624
00:31:31.400 --> 00:31:34.039
hundred dollars. So I came up with something like it
625
00:31:34.079 --> 00:31:36.720
was like a little piece of my bigger system. But
626
00:31:36.839 --> 00:31:39.799
we were years out there. And when I say high ticket,
627
00:31:39.799 --> 00:31:42.480
by the way, just for definition, in our campus, it's
628
00:31:42.559 --> 00:31:46.160
over two thousand dollars. Offers. Anything over two thousand dollars
629
00:31:46.240 --> 00:31:48.799
we categorize as a high ticket because it requires a
630
00:31:48.839 --> 00:31:52.079
different sales structure for the most part.
631
00:31:52.519 --> 00:31:56.680
You made some really important points there. Because selling low
632
00:31:56.759 --> 00:32:00.319
ticket B two c is takes a big team. It's
633
00:32:00.400 --> 00:32:04.480
very expensive. The profit margins get very squeezed, right, and
634
00:32:04.759 --> 00:32:08.440
you started off that way. I'm thinking of all, you know,
635
00:32:08.480 --> 00:32:12.480
the entrepreneurs and solopreneurs and bootstrapping entrepreneurs out in our audience,
636
00:32:12.519 --> 00:32:15.319
and maybe even some of the aspiring entrepreneurs you know,
637
00:32:15.400 --> 00:32:17.599
and maybe thinking, well, I don't know if I have
638
00:32:18.000 --> 00:32:21.440
confidence to sell a product a two thousand, four thousand,
639
00:32:21.559 --> 00:32:23.799
five thousand, ten thousand, and if somebody did give me
640
00:32:23.839 --> 00:32:26.160
ten thousand dollars because I really deliver so that they
641
00:32:26.200 --> 00:32:29.400
wouldn't feel like they've been taken, right, I mean, how
642
00:32:29.400 --> 00:32:31.640
did you How did you find your way into the
643
00:32:31.640 --> 00:32:34.599
confidence that you could create that much value for people
644
00:32:34.839 --> 00:32:37.279
and be able to communicate that with confidence so they
645
00:32:37.279 --> 00:32:38.519
were willing to sign on with.
646
00:32:38.519 --> 00:32:40.720
You appreciate that, and that is the first place we
647
00:32:40.759 --> 00:32:43.680
start with people. In fact, before we finish our interview.
648
00:32:43.759 --> 00:32:45.880
You know, I have a gift for y'all to get
649
00:32:45.880 --> 00:32:49.279
started with this. So we have a program called Nail
650
00:32:49.359 --> 00:32:52.240
Your Offer, and this is the first place I start.
651
00:32:52.319 --> 00:32:55.079
It didn't matter whether it was like you know, Frank Kern,
652
00:32:55.160 --> 00:32:58.720
one of the original Internet marketers, or John aseraffor Brian
653
00:32:58.759 --> 00:33:02.400
Tracy not going to my door. We start. We started
654
00:33:02.440 --> 00:33:05.599
with all these clients with nail your Offer, even when
655
00:33:05.599 --> 00:33:09.640
they had, you know, developed businesses. And the way you
656
00:33:09.680 --> 00:33:12.720
get the confidence is when you have the clarity. This
657
00:33:12.799 --> 00:33:14.799
is what nail your Offer provides. And it's what I
658
00:33:14.880 --> 00:33:17.079
do whenever I create something new, and you see it
659
00:33:17.119 --> 00:33:19.720
in every one of my programs that I have done.
660
00:33:19.799 --> 00:33:22.640
This process is and by the way, it's based on
661
00:33:22.839 --> 00:33:24.680
a book that many of us already know and love.
662
00:33:24.759 --> 00:33:28.200
So I did not create this thought. Napoleon Hills the
663
00:33:28.240 --> 00:33:30.519
first place that I got this idea through Think and
664
00:33:30.559 --> 00:33:33.279
Grow Rich. And it's the part where he talks about
665
00:33:33.799 --> 00:33:36.720
it's not your quantity of knowledge that will bring you
666
00:33:36.759 --> 00:33:38.960
a great fortune, right, It's not the letters after your
667
00:33:39.000 --> 00:33:40.559
name or how much you know so you can keep
668
00:33:40.599 --> 00:33:43.319
adding those letters and keep getting degrees. It's not necessarily
669
00:33:43.319 --> 00:33:45.680
going to lead to a great fortune. He says. It's
670
00:33:45.839 --> 00:33:50.920
knowledge intelligently organized. So if we believe that, you know,
671
00:33:50.960 --> 00:33:52.839
if we buy that or we want to test that out,
672
00:33:52.880 --> 00:33:54.799
that it's not how much knowledge we have, it's how
673
00:33:54.839 --> 00:33:57.519
we organize our knowledge that will bring us a great fortune.
674
00:33:57.960 --> 00:34:00.720
That means that you listening and watching the right. Now.
675
00:34:01.039 --> 00:34:03.599
If you've got some expertise and you helped yourself with
676
00:34:03.680 --> 00:34:06.279
something that you want to help other people with, right,
677
00:34:06.359 --> 00:34:09.000
if you could organize that knowledge, I call it pick
678
00:34:09.039 --> 00:34:11.679
your own brain. Right, if you could pick your own
679
00:34:11.719 --> 00:34:14.840
brain and then put it into a system and help
680
00:34:15.000 --> 00:34:17.480
other people then walk the steps that you did in
681
00:34:17.519 --> 00:34:21.320
an organized fashion. This is where the confidence comes from
682
00:34:21.760 --> 00:34:24.639
because now you've got a system. You've picked your brain.
683
00:34:24.760 --> 00:34:26.719
So instead of everybody taken you to Starbucks so they
684
00:34:26.760 --> 00:34:28.960
could pick your brain about how you did XYZ, you
685
00:34:29.039 --> 00:34:32.000
do it. And then that is what becomes the content
686
00:34:32.239 --> 00:34:35.960
for your high ticket coaching or program. And you start
687
00:34:36.000 --> 00:34:38.719
to develop confidence because now you've named it. You end
688
00:34:38.800 --> 00:34:41.000
up naming this as a system. This is nail. Your
689
00:34:41.000 --> 00:34:44.280
offer walks you through all this. You clarified the steps
690
00:34:44.280 --> 00:34:48.000
people are going to take, and suddenly this magical thing happens.
691
00:34:48.000 --> 00:34:54.199
Fleet your intangible starts to feel tangible. Suddenly we have,
692
00:34:54.320 --> 00:34:56.920
for example, what you referenced from over ten years ago,
693
00:34:57.039 --> 00:35:00.320
this speak to sell formula. Right, and instead of hey Lisa,
694
00:35:00.360 --> 00:35:02.880
she's this girl that teaches one too many sales like
695
00:35:02.960 --> 00:35:05.719
I have this licensed trademark speak to sell a formula
696
00:35:05.760 --> 00:35:09.400
that's helped now over fifteen thousand people. It feels like
697
00:35:09.440 --> 00:35:12.719
I'm shipping a box, you know, And so I get confidence,
698
00:35:12.960 --> 00:35:16.199
and you get confidence that there's something there that I
699
00:35:16.239 --> 00:35:19.440
can invest in and I'm gonna get returns. And the
700
00:35:19.559 --> 00:35:22.639
other thing that happens is that when I go to
701
00:35:22.719 --> 00:35:26.079
coach it, I'm coaching in a system. So it's not
702
00:35:26.280 --> 00:35:28.119
just Fleet shows up for his coaching call and what
703
00:35:28.119 --> 00:35:29.679
do you goot coming up? And what can we patch
704
00:35:29.719 --> 00:35:31.599
together for you? And let's hope Lisa woke up on
705
00:35:31.599 --> 00:35:33.920
the right side of the bed. No, I'm going to say, Fleet,
706
00:35:34.280 --> 00:35:37.599
today we're going to work on seating. This is how
707
00:35:37.679 --> 00:35:41.119
you create hunger and desire in your audience throughout your
708
00:35:41.159 --> 00:35:44.960
talk without being pushy or nudgy or salesy. And you're like, great,
709
00:35:45.079 --> 00:35:47.639
I want to learn seating, right, And then the next
710
00:35:47.679 --> 00:35:49.000
day you show up and I say, today we're going
711
00:35:49.039 --> 00:35:51.920
to work on positioning. This is how like the first
712
00:35:51.920 --> 00:35:54.719
fifteen minutes of your talk will establish how well you
713
00:35:54.800 --> 00:35:57.320
close in the last fifteen minutes of your talk. So
714
00:35:57.880 --> 00:36:00.679
when you start to organize your knowledge, then you start
715
00:36:00.679 --> 00:36:02.840
to be able to speak about it with confidence, it
716
00:36:02.920 --> 00:36:06.960
becomes a clear, compelling and what we call an irresistible offer.
717
00:36:07.599 --> 00:36:10.320
And so that's how you take someone that you know,
718
00:36:10.400 --> 00:36:14.719
maybe like I've a woman who had figured out she's
719
00:36:14.760 --> 00:36:17.239
not a medical professor. Years ago, she came to me
720
00:36:17.480 --> 00:36:19.920
and she had figured out how to live disease free.
721
00:36:20.000 --> 00:36:22.320
We called it this is she has. She had MS,
722
00:36:22.400 --> 00:36:24.960
she had multiple sclerosis, and she lived symptom free for
723
00:36:25.000 --> 00:36:27.760
twenty three years at that time. Probably she's gone on
724
00:36:27.960 --> 00:36:30.400
for another decade. We haven't talked in a while. But
725
00:36:30.519 --> 00:36:33.400
when she systematized that and put it into a structure
726
00:36:33.480 --> 00:36:36.280
and named it, she was able to start taking clients
727
00:36:36.280 --> 00:36:39.280
in at five thousand dollars a pop, twelve at a time,
728
00:36:39.840 --> 00:36:42.719
lead them through ninety day program. You do that four
729
00:36:42.719 --> 00:36:45.039
times a year. You're at a quarter million dollar business
730
00:36:45.519 --> 00:36:48.840
with you know, one assistant and a call a week.
731
00:36:49.199 --> 00:36:51.880
So that's the magic of the Nail your Offer program.
732
00:36:52.039 --> 00:36:54.159
And before we finish, we'll offer you all a nail
733
00:36:54.199 --> 00:36:56.480
You're Offer blueprints so you can kind of see what
734
00:36:56.599 --> 00:37:00.239
your you know, how you're stacking against this and get
735
00:37:00.239 --> 00:37:03.000
started on the path. But that's the way, you know,
736
00:37:03.079 --> 00:37:05.239
and it's the way I've used in the way I'm
737
00:37:05.239 --> 00:37:07.360
a one trick pony I've continued to help people do
738
00:37:07.440 --> 00:37:08.280
for all these years.
739
00:37:08.559 --> 00:37:11.559
Where you described really the essence of the sort of
740
00:37:11.559 --> 00:37:15.760
the you know, the information or knowledge industry, online education
741
00:37:15.880 --> 00:37:19.079
and so forth. We take some transformation that we've been
742
00:37:19.159 --> 00:37:22.639
through and perhaps guided some others through, and then we
743
00:37:22.719 --> 00:37:25.280
figure out, okay, how do you structure that? What was
744
00:37:25.360 --> 00:37:27.400
the structure? What was what were all the elements that
745
00:37:27.480 --> 00:37:30.519
led to my own transformation? And it's how you package
746
00:37:30.559 --> 00:37:33.800
that into something where it's going to be replicable and
747
00:37:33.800 --> 00:37:36.119
it's going to guide other people to the same result.
748
00:37:36.519 --> 00:37:39.239
And that's actually brilliant, and I think especially for those
749
00:37:39.320 --> 00:37:42.480
of us who are you know, hopefully ideally, I think
750
00:37:42.480 --> 00:37:45.639
it's often the case that we're really trying to replicate
751
00:37:45.800 --> 00:37:50.039
our own transformational journey into an online knowledge product or
752
00:37:50.119 --> 00:37:52.920
some kind of program of service. And if we do that,
753
00:37:53.679 --> 00:37:55.639
you know, the confidence that we have and there worked
754
00:37:55.639 --> 00:37:57.920
for me, it's probably going to work for others, right,
755
00:37:58.280 --> 00:38:00.760
And then we still have to communicate, we still have
756
00:38:00.840 --> 00:38:03.320
to enroll people in it. So talk a little bit
757
00:38:03.320 --> 00:38:05.519
about this idea, the irresistible offer.
758
00:38:05.920 --> 00:38:08.760
Yeah, so there's two distinctions. I like to kind of
759
00:38:08.760 --> 00:38:11.519
get the languaging out. This is definitely my landmark background
760
00:38:11.519 --> 00:38:13.920
talking in distinctions, right, but it helps us kind of
761
00:38:13.960 --> 00:38:16.440
be on the same page and move quickly. So there's
762
00:38:16.639 --> 00:38:19.920
the offer, and then there's the irresistible offer, and I
763
00:38:20.039 --> 00:38:23.519
like to draw a distinction between the two. So the
764
00:38:23.559 --> 00:38:26.599
offer is really the part where we're talking about what
765
00:38:26.880 --> 00:38:29.400
is that outcome or transformation, Like you just mentioned, there's
766
00:38:29.440 --> 00:38:31.639
this transformation that we want in part to the world,
767
00:38:32.239 --> 00:38:35.159
and then there's how we deliver it. So maybe we
768
00:38:35.239 --> 00:38:38.800
do deliver it through a digital course or coaching program
769
00:38:39.079 --> 00:38:43.280
or one on one VIP engagement. So when you put
770
00:38:43.280 --> 00:38:45.480
together the transformation in the way it's delivered, we call
771
00:38:45.559 --> 00:38:48.280
this the offer. Okay, And by the way, this is
772
00:38:48.280 --> 00:38:50.199
all in that Irresistible Offer blueprint, because I know you
773
00:38:50.280 --> 00:38:52.639
might be getting like a handcramp trying to note this
774
00:38:52.719 --> 00:38:53.159
all down.
775
00:38:53.519 --> 00:38:56.440
So, uh, Lincoln's right down below, so everybody can have
776
00:38:56.480 --> 00:38:57.079
access to that.
777
00:38:57.199 --> 00:38:59.119
Yeah, I mean they can note all of these things,
778
00:38:59.119 --> 00:39:00.840
but I'm going to pull out the pieces that are
779
00:39:00.840 --> 00:39:04.760
most important here. So then there's the irresistible offer. The
780
00:39:04.800 --> 00:39:07.199
irresistible offers when we take the offer, So we take
781
00:39:07.280 --> 00:39:10.519
now we've clarified the transformation that we want to provide,
782
00:39:11.039 --> 00:39:13.480
we know how we're providing it, and when we want
783
00:39:13.480 --> 00:39:18.000
to make that offer irresistible, we add a few things
784
00:39:18.039 --> 00:39:21.079
to it. And it's really kind of depending on how
785
00:39:21.119 --> 00:39:24.480
you're selling. But the most common elements to that we
786
00:39:24.599 --> 00:39:27.360
add to an offer to turn it into an irresistible offer,
787
00:39:27.760 --> 00:39:30.920
and the place for y'all to start are called bonuses
788
00:39:31.559 --> 00:39:35.840
and limiters. And bonuses and limiters work in tangent with
789
00:39:35.880 --> 00:39:38.719
each other, and we add them to the offer. And
790
00:39:38.760 --> 00:39:40.840
I like to call the offer the main dish, just
791
00:39:40.880 --> 00:39:43.400
so I have language. Right, So we've got the main dish,
792
00:39:43.679 --> 00:39:46.320
which is the transformation plus how you provide it. Then
793
00:39:46.320 --> 00:39:48.719
we've got the bonuses and the limitters. So those are
794
00:39:48.760 --> 00:39:52.639
the three elements that make up an irresistible offer. Now
795
00:39:52.679 --> 00:39:54.960
there's lots to learn. We talked a lot about the
796
00:39:54.960 --> 00:39:57.760
main dish. The main dish includes your system. You've picked
797
00:39:57.760 --> 00:39:59.920
your brain, what's your formula for success?
798
00:40:00.599 --> 00:40:00.719
Right?
799
00:40:00.760 --> 00:40:03.079
It includes your way you're going to deliver that and
800
00:40:03.119 --> 00:40:05.320
hopefully that not just works for your client, but for
801
00:40:05.400 --> 00:40:08.519
your lifestyle. I care a lot about both parts. So
802
00:40:08.559 --> 00:40:10.599
then we get into bonuses and limiters. And I can
803
00:40:10.679 --> 00:40:12.800
if you likely, I can drop a couple thoughts, a
804
00:40:12.840 --> 00:40:16.159
couple tips on how to think about bonuses and limitters.
805
00:40:16.320 --> 00:40:18.360
Most of us are probably familiar with the idea of
806
00:40:18.360 --> 00:40:20.920
bonuses and in a bonus stack with an opera and
807
00:40:20.960 --> 00:40:23.400
so forth, but talk about limitters to begin with.
808
00:40:23.760 --> 00:40:27.199
Okay, I'll just say on bonuses that you want them
809
00:40:27.239 --> 00:40:30.760
to handle the biggest objections, right, So your bonuses should
810
00:40:31.039 --> 00:40:33.800
pre think why someone wouldn't buy and then make that
811
00:40:33.880 --> 00:40:36.360
a bonus, because that's kind of doing the job for you.
812
00:40:37.000 --> 00:40:38.639
And the other thing I'll say is I'm just a
813
00:40:38.639 --> 00:40:42.119
big advocate for having very few bonuses, not a big stack.
814
00:40:42.719 --> 00:40:44.719
Unless you're in something like a summit or a book
815
00:40:44.760 --> 00:40:47.079
launch like we are here, where lots of speakers are
816
00:40:47.119 --> 00:40:49.119
putting in bonuses, that's a little bit of an exception.
817
00:40:49.519 --> 00:40:52.760
But for the entrepreneur just selling their own product or service,
818
00:40:53.280 --> 00:40:56.639
I'm a fan of just a couple of bonuses one
819
00:40:56.679 --> 00:40:59.199
to three, and what I care most about is that
820
00:40:59.239 --> 00:41:03.079
they're tightly related to the offer. You want to ask yourself,
821
00:41:03.079 --> 00:41:06.360
does this handle an objection? And would this person pay
822
00:41:06.400 --> 00:41:08.960
the whole thing just to get the bonus? Probably all
823
00:41:09.000 --> 00:41:10.719
know that, but I thought i'd just throw that in there.
824
00:41:10.719 --> 00:41:13.320
A couple tips, No really important, thank you, thank you,
825
00:41:13.320 --> 00:41:15.519
Oh you're welcome. You just to some things we don't
826
00:41:15.519 --> 00:41:18.000
think about often but we may have heard before. And
827
00:41:18.079 --> 00:41:21.199
but the limitter prayer your question. You know, the limitter
828
00:41:21.360 --> 00:41:25.679
is really where people fall short because they're afraid at
829
00:41:25.679 --> 00:41:27.960
this point that if they have a limitter, and it's
830
00:41:28.039 --> 00:41:31.480
usually of quantity or time. Those are the two main
831
00:41:31.559 --> 00:41:34.280
limitters you want to play with. They're afraid if they
832
00:41:34.360 --> 00:41:38.199
say at this break only or only on this webinar
833
00:41:38.599 --> 00:41:41.440
with quantity, you know, the first six people or the
834
00:41:41.480 --> 00:41:45.159
first six hundred people people get, or right now on
835
00:41:45.239 --> 00:41:48.360
this call only you know there's a scholarship available if
836
00:41:48.360 --> 00:41:50.719
you decide on this call. That would be like in
837
00:41:50.719 --> 00:41:53.559
a strategy session model. People are afraid to get that
838
00:41:53.599 --> 00:41:57.880
out of their mouth because that is the very piece
839
00:41:57.960 --> 00:41:59.800
that gives us that Oh my god, I'm going to
840
00:41:59.840 --> 00:42:01.519
be that used car sales and I'm going to be
841
00:42:01.519 --> 00:42:04.519
pushy or salesy. It's right at that moment when we're
842
00:42:04.559 --> 00:42:05.880
going to use the limitter absltly.
843
00:42:05.960 --> 00:42:08.679
I mean the whole thing about urgency and scarcity and yeah,
844
00:42:09.079 --> 00:42:11.960
am I manipulating people? And then We've all seen a
845
00:42:11.960 --> 00:42:15.400
lot of marketing and we've felt you know, and part
846
00:42:15.440 --> 00:42:18.400
of the psychology, I mean the limitters, you know, one
847
00:42:18.400 --> 00:42:21.079
way I've often thought about it. I've seen some really
848
00:42:21.119 --> 00:42:23.679
successful selling from the stage, and I know it involves
849
00:42:23.719 --> 00:42:26.239
all these psychological principles and there may be some LA
850
00:42:26.400 --> 00:42:28.880
NLP involved, There may be a lot of things involved,
851
00:42:29.199 --> 00:42:31.599
And if they were selling snake oil, I might have
852
00:42:31.719 --> 00:42:35.079
some issues about it. Right if what we're marketing is
853
00:42:35.079 --> 00:42:37.599
something that's going to really add value to people's lives,
854
00:42:38.119 --> 00:42:41.440
but human psychology being what it is, they probably just
855
00:42:41.559 --> 00:42:45.719
won't step across that line into their next possibility if
856
00:42:45.719 --> 00:42:48.639
we don't create a pathway for them somehow. So I
857
00:42:48.679 --> 00:42:50.400
don't know if that resonates with you. And you may
858
00:42:50.440 --> 00:42:52.559
have a lot more to say about how to use limitters,
859
00:42:52.880 --> 00:42:56.199
how to use scarcity, how to use urgency without being salesy,
860
00:42:56.320 --> 00:42:57.440
without the high pressure.
861
00:42:57.840 --> 00:43:00.239
Well I will give just you know, one big and
862
00:43:00.280 --> 00:43:01.920
I'm going to take it right out of our speak
863
00:43:02.000 --> 00:43:05.280
to self formula. So we have the formula that Fleet
864
00:43:05.400 --> 00:43:08.000
learned that you can use on webinars or stages. And
865
00:43:08.079 --> 00:43:10.360
when you get to the part where you're making the offer,
866
00:43:10.920 --> 00:43:13.960
it's critical to use a limitter. And why is because
867
00:43:14.039 --> 00:43:16.199
if you don't use a limitter one on one from
868
00:43:16.199 --> 00:43:19.599
a stage, from a webinar, it doesn't create that urgency
869
00:43:19.639 --> 00:43:23.360
for someone to buy now. So that tension that is
870
00:43:23.480 --> 00:43:25.880
really what has to be there for someone to part
871
00:43:25.960 --> 00:43:28.599
with their hard earned time, money and energy. Right they're
872
00:43:28.639 --> 00:43:30.920
making a decision that I'm going to give you time,
873
00:43:30.960 --> 00:43:33.800
money and energy in order to invest in this. If
874
00:43:33.840 --> 00:43:36.400
you don't have a limitter, then the natural bent of
875
00:43:36.400 --> 00:43:38.199
the human being is to put it on a sticky
876
00:43:38.360 --> 00:43:41.159
check your website, put it off, ask some friends like
877
00:43:41.199 --> 00:43:43.320
do all the other things except get it right now.
878
00:43:43.599 --> 00:43:46.039
So yes, I agree with Fleet one thousand percent. If
879
00:43:46.079 --> 00:43:48.360
you believe in what you're doing, then you want to
880
00:43:48.360 --> 00:43:50.840
help people jump that broom. So I want to give you,
881
00:43:50.880 --> 00:43:53.480
guys something that you can use right away, straight from
882
00:43:53.480 --> 00:43:57.360
our speak to self formula. It's called Justify. Justify you'll
883
00:43:57.360 --> 00:43:59.360
see it if you have happened to have the formula,
884
00:43:59.440 --> 00:44:03.559
invest in it. So that moment where we're gonna say
885
00:44:03.760 --> 00:44:06.159
at this break only you get one thousand dollars off
886
00:44:06.360 --> 00:44:08.360
or the next six people get a one on one
887
00:44:08.400 --> 00:44:10.880
session with me in addition to the package. Right, or
888
00:44:10.920 --> 00:44:13.440
I only have time in my schedule for twelve strategy
889
00:44:13.480 --> 00:44:16.199
sessions next week. At that moment when you want to
890
00:44:16.199 --> 00:44:18.719
skip that because you're afraid if you'll push your sales EI,
891
00:44:18.719 --> 00:44:22.320
the reason is that you have not pre thought your
892
00:44:22.400 --> 00:44:26.760
authentic justification for why you're doing it. So if you
893
00:44:27.000 --> 00:44:30.599
don't tell people, then they have to make it up.
894
00:44:31.159 --> 00:44:33.320
And what are they going to make up is that
895
00:44:33.440 --> 00:44:36.320
you just want their money. And then that feels terrible
896
00:44:36.360 --> 00:44:38.159
to people like all of you and I and Fleet
897
00:44:38.199 --> 00:44:40.400
because we know that we're here for a bigger purpose.
898
00:44:40.480 --> 00:44:42.880
But you know, can't help it when you're making the offer.
899
00:44:43.039 --> 00:44:45.559
You're the sales guy, even if you're a girl. So
900
00:44:45.760 --> 00:44:51.079
if you prethink the authentic justification of why you're doing
901
00:44:51.079 --> 00:44:54.079
the limitter and you share it, it will help you
902
00:44:55.000 --> 00:44:57.159
get it out of your mouth. And so a couple
903
00:44:57.239 --> 00:45:00.880
quick examples would be, look, I know there's six more
904
00:45:00.920 --> 00:45:05.360
speakers after me in this summit, right so I and
905
00:45:05.519 --> 00:45:08.239
as amazing as what you learned is, so is the
906
00:45:08.280 --> 00:45:10.519
next person going to be amazing? And I want to
907
00:45:10.559 --> 00:45:12.960
make sure this is in your inbox. So for the
908
00:45:13.000 --> 00:45:16.159
next X minutes, you know, if I was making an offer,
909
00:45:16.480 --> 00:45:18.679
you know I'm gonna bribe you. I'm gonna give you
910
00:45:18.719 --> 00:45:20.599
one thousand dollars off. So you if you even know
911
00:45:20.719 --> 00:45:23.960
this is partly for you, use this coupon code, go
912
00:45:24.079 --> 00:45:26.360
right now, and if you do that before I stop talking,
913
00:45:26.440 --> 00:45:29.119
you'll get one thousand dollars off. But you tell them
914
00:45:29.119 --> 00:45:32.480
why or on a strategy session. You know. Look, if
915
00:45:32.519 --> 00:45:34.519
you're ready to go right now fleet and you want
916
00:45:34.519 --> 00:45:37.760
to do some VIP work together, I have a scholarship.
917
00:45:37.800 --> 00:45:39.840
We call it a fast action scholarship. It's only for
918
00:45:39.880 --> 00:45:42.679
people who are ready to take fast action. Basically, what
919
00:45:42.719 --> 00:45:45.519
I'm doing is I'm passing on the savings to you.
920
00:45:46.199 --> 00:45:49.039
Like it's twenty five hundred dollars fast action scholarship. It
921
00:45:49.079 --> 00:45:52.239
means that the next time we're talking, we're coaching. It's
922
00:45:52.280 --> 00:45:55.000
not another call to talk about if we should work together.
923
00:45:55.440 --> 00:45:57.039
So if you're right there and you know this is
924
00:45:57.079 --> 00:45:59.880
gonna happen, let me pass the savings onto you. Let's
925
00:45:59.880 --> 00:46:01.800
go schedule our first coach and Colin, let's do this
926
00:46:01.840 --> 00:46:06.000
thing right. So I'm telling you the truth now. The
927
00:46:06.039 --> 00:46:09.119
thing that will ruin you is if you use inauthentic
928
00:46:09.199 --> 00:46:13.000
limiters like I only have six copies of my ebook, like,
929
00:46:13.119 --> 00:46:16.599
don't do that. You know, you know people are smart.
930
00:46:17.079 --> 00:46:19.639
So if it's authentic and you can express it, then
931
00:46:19.719 --> 00:46:22.440
it keeps the tension. It actually raises the tension, the
932
00:46:22.599 --> 00:46:26.719
internal tension. You're not being pushy, you're just what Landmark
933
00:46:26.800 --> 00:46:30.559
calls committed but not attached, Right. I got that one
934
00:46:30.599 --> 00:46:33.719
from them. You're committed that they make a decision, you're
935
00:46:33.760 --> 00:46:37.039
not attached to what the decision is, right, But you're
936
00:46:37.079 --> 00:46:40.159
making it very irresistible that if they think they're going
937
00:46:40.239 --> 00:46:42.360
to do it tomorrow, why not do it today?
938
00:46:43.119 --> 00:46:46.400
So I think this is something that many entrepreneurs and
939
00:46:46.519 --> 00:46:50.920
many people developing very sales approaches, marketing funnels and so forth.
940
00:46:51.280 --> 00:46:54.880
Forget why should the customer buy now? What's their reason
941
00:46:54.920 --> 00:46:57.400
for buying now? If we don't give people a reason
942
00:46:57.440 --> 00:46:59.679
to buy now, if they're going to wait, and then
943
00:47:00.079 --> 00:47:03.840
you got five million other people wanting to market something before,
944
00:47:03.880 --> 00:47:05.840
they're going to circle back to you, right if they
945
00:47:05.840 --> 00:47:10.320
ever do right, Yeah, absolutely, I think and being able
946
00:47:10.360 --> 00:47:14.519
to authentically justify it quite wonderful. Yeah. You know, there's
947
00:47:14.519 --> 00:47:17.239
a lot of people like yourself to teach marketing, teach sales,
948
00:47:17.280 --> 00:47:21.039
and teach entrepreneurship. And they're basically teaching the other entrepreneurs
949
00:47:21.039 --> 00:47:23.800
and other marketing and other salespeople and the other people
950
00:47:23.920 --> 00:47:26.599
using these sectings to sell other types of services, like
951
00:47:26.639 --> 00:47:30.119
the client you mentioned who was helping other people live
952
00:47:30.400 --> 00:47:33.679
illness free right because she had managed her own symptoms
953
00:47:33.719 --> 00:47:37.039
and become symptoms free. But one thing I've enjoyed with
954
00:47:37.199 --> 00:47:41.719
many teachers of marketing is they're teaching marketing while they're
955
00:47:41.719 --> 00:47:44.360
marketing to me and explaining how they're marketing to me
956
00:47:44.760 --> 00:47:46.679
and selling me at the same time. And I know
957
00:47:46.760 --> 00:47:49.360
what's going on, and I'm still buying in.
958
00:47:49.840 --> 00:47:52.159
That's what's amazing. You might remember. I don't know if
959
00:47:52.159 --> 00:47:54.519
you ever came to our live events, but a couple
960
00:47:54.559 --> 00:47:56.639
of your speakers, like Jim Quickie's to speak at our
961
00:47:56.679 --> 00:47:58.599
live events might cadache so a lot. You know, there's
962
00:47:58.599 --> 00:48:01.119
a lot of love in this whole sum here for me.
963
00:48:01.199 --> 00:48:03.199
Great group of people, an amazing group of people.
964
00:48:03.280 --> 00:48:06.639
It's amazing who you've attracted. It says so much about you. Really,
965
00:48:07.119 --> 00:48:09.000
if we look at the star stud lineup and that
966
00:48:09.039 --> 00:48:11.119
everybody here gets to learn from, I mean that what
967
00:48:11.239 --> 00:48:13.239
you all are getting part of. Let me tell you
968
00:48:13.280 --> 00:48:16.920
if I had what fleet's offering. You know, fifteen years ago,
969
00:48:17.199 --> 00:48:20.679
I could have shaved years, you know, off of my
970
00:48:20.719 --> 00:48:22.239
own journey. So I mean, if you can get your
971
00:48:22.280 --> 00:48:24.119
hands on this at any kind of higher level, I
972
00:48:24.119 --> 00:48:26.840
don't really know what the offers are, but I'm just
973
00:48:26.880 --> 00:48:29.000
telling you I know the lineup. I'd be trained a
974
00:48:29.000 --> 00:48:31.559
lot of these people or they're my mentors, Like this
975
00:48:31.679 --> 00:48:33.559
is the cream of the crop lineup here. I just
976
00:48:33.599 --> 00:48:34.440
want to say.
977
00:48:34.320 --> 00:48:37.599
The thing about selling without feeling sales You've been You've
978
00:48:37.599 --> 00:48:40.159
been touching this in many ways. You talked about the
979
00:48:40.239 --> 00:48:44.280
distinction between tension and pressure, and I know you talked
980
00:48:44.320 --> 00:48:46.559
about it even like if you're doing a webinar or
981
00:48:46.559 --> 00:48:50.119
you're on the idea of seating and so you're building
982
00:48:50.119 --> 00:48:53.119
that hunger. You know, what's the person hunger? Their hunger
983
00:48:53.119 --> 00:48:56.199
for their own possibility, right, You're creating that sense of
984
00:48:56.239 --> 00:48:59.119
possibility for them. So what are some of the other
985
00:48:59.159 --> 00:49:02.920
ways that we can really do that? And I guess
986
00:49:03.199 --> 00:49:05.800
there's two levels about the sales e thing. I mean, one,
987
00:49:06.280 --> 00:49:08.760
we don't want to come across as sales e, right
988
00:49:08.840 --> 00:49:11.239
because that's probably not going to be that effective. It's
989
00:49:11.280 --> 00:49:13.880
going to turn people off. But we also all have
990
00:49:14.000 --> 00:49:17.280
this antipathy to feeling that way ourselves. We don't want
991
00:49:17.320 --> 00:49:20.400
to feel that way ourselves, right, and so, and I
992
00:49:20.400 --> 00:49:22.480
think that holds a lot of us back from becoming
993
00:49:22.559 --> 00:49:26.440
effective salespeople affective marketers, because you know, if we're in business,
994
00:49:26.519 --> 00:49:28.719
I mean, I like what Russell Brunson says, I mean,
995
00:49:29.039 --> 00:49:31.239
if you're not selling, you're not in business. Business is
996
00:49:31.280 --> 00:49:33.360
selling and selling and selling, and you have to master
997
00:49:33.480 --> 00:49:36.039
the art of selling. So I wanted to you could
998
00:49:36.039 --> 00:49:37.960
say a little bit more about how we can really
999
00:49:38.000 --> 00:49:40.199
step into that and step into our game and get
1000
00:49:40.239 --> 00:49:44.119
beyond this fear around being sales e because in some ways,
1001
00:49:44.480 --> 00:49:46.599
if we're full of fear about being sales y, we're
1002
00:49:46.599 --> 00:49:48.960
more likely to come across as sales e in some ways.
1003
00:49:49.519 --> 00:49:51.800
Yeah, you manifest the thing you're freedom, right, it's right
1004
00:49:51.800 --> 00:49:54.360
there in front of you. So you were talking about
1005
00:49:54.400 --> 00:49:57.039
how you have people who teach sales and then we're
1006
00:49:57.039 --> 00:50:00.360
marketing and they're actually marketing to you Wilder selling you
1007
00:50:00.360 --> 00:50:02.719
their course on marketing or you know, for me, I
1008
00:50:02.840 --> 00:50:05.079
like to model seating. I've done it one hundred times
1009
00:50:05.119 --> 00:50:07.639
during this interview because I want to show you what
1010
00:50:07.679 --> 00:50:09.920
I'm talking about and show you what it feels like,
1011
00:50:10.039 --> 00:50:11.920
and hopefully you haven't wanted to run from the room
1012
00:50:11.960 --> 00:50:14.320
with your hair on fire because you're getting so much value.
1013
00:50:14.840 --> 00:50:17.039
And that's really what there is for you to learn.
1014
00:50:17.079 --> 00:50:20.000
And here's the good news. We have to package ourselves
1015
00:50:20.039 --> 00:50:22.480
as sales trainers because that's the result. Right, Like, so
1016
00:50:22.519 --> 00:50:25.400
I get I'm on the sales and marketing day, but
1017
00:50:25.639 --> 00:50:27.719
you know, I think I'm really a sales training company
1018
00:50:27.840 --> 00:50:31.519
smuggling personal development. It's no accident that you know our book,
1019
00:50:31.519 --> 00:50:33.519
our published book. I have a lot of books we've published.
1020
00:50:33.519 --> 00:50:35.639
Our sales came out through Hayhouse, right, because I'm like
1021
00:50:35.719 --> 00:50:38.840
that straddle individual, right, I've grown up in the land
1022
00:50:38.880 --> 00:50:42.960
of possibility. And so the thing you shared about how
1023
00:50:43.000 --> 00:50:45.360
people that teach sales and marketing are actually doing it
1024
00:50:45.400 --> 00:50:48.559
while they're teaching it. That's the thing that I want
1025
00:50:48.639 --> 00:50:52.159
y'all to get is that you don't actually need sales training.
1026
00:50:52.760 --> 00:50:55.880
It's structure, you know. It's really when I tell you,
1027
00:50:55.960 --> 00:50:59.639
what we honestly do is we give you structures to
1028
00:50:59.719 --> 00:51:02.800
plug get into so that you can hit the markers.
1029
00:51:03.280 --> 00:51:06.320
In our campus, it's five different we only have five courses.
1030
00:51:06.320 --> 00:51:08.719
There's nail your offer, and then the four different ways
1031
00:51:08.760 --> 00:51:11.079
to lead to it. It's from stage was speak to sell.
1032
00:51:11.199 --> 00:51:13.800
High ticket selling is one on one event, profit secrets
1033
00:51:13.880 --> 00:51:16.679
is three day events. And webinar launch system is you know,
1034
00:51:16.679 --> 00:51:18.880
for your online launch. And that's all we got, guys.
1035
00:51:19.199 --> 00:51:21.760
If you're selling it intangible, it's one on one, it's
1036
00:51:21.760 --> 00:51:24.480
one to many, it's from an event, or it's online.
1037
00:51:24.679 --> 00:51:26.840
And that's my whole product line. Like that, that's it,
1038
00:51:26.880 --> 00:51:29.360
and we call it the Love your Life sales Machine.
1039
00:51:29.840 --> 00:51:32.280
And you know, when people go through all that, they're
1040
00:51:32.360 --> 00:51:35.039
ready with the structure. That's the point. I want to
1041
00:51:35.079 --> 00:51:38.760
make the structure for any of those situations. And I
1042
00:51:38.880 --> 00:51:41.400
remember after years of selling, I mean I sold millions
1043
00:51:41.400 --> 00:51:44.960
of dollars probably for Pfizer, for Hewlett Packard. I worked
1044
00:51:44.960 --> 00:51:47.800
for big companies, you know, and I just I remember
1045
00:51:47.840 --> 00:51:50.079
when I got to do to go to offer my
1046
00:51:50.159 --> 00:51:52.400
own thing like so many of you were doing. It
1047
00:51:52.440 --> 00:51:55.559
was a whole different thing. I had sweat rings down
1048
00:51:55.559 --> 00:51:57.280
to hear. The first time I spoke, I was wearing
1049
00:51:57.280 --> 00:51:59.199
a silk blouse and I'll never forget, like there was
1050
00:51:59.280 --> 00:52:02.440
no hiding. My hands were visibly shaking. And I had
1051
00:52:02.440 --> 00:52:05.400
sold millions for other companies, and I know many of
1052
00:52:05.440 --> 00:52:07.360
you have experienced to this, who who are doing your
1053
00:52:07.400 --> 00:52:10.280
own thing? What will give you the confidence that Fleet
1054
00:52:10.320 --> 00:52:13.280
talked about and what will give you the ability to
1055
00:52:13.400 --> 00:52:16.039
sell in all these different you know, four formats that
1056
00:52:16.079 --> 00:52:18.199
make up ninety percent of where you'll be asked to
1057
00:52:18.199 --> 00:52:21.039
make your offer. Where you'll want to is the structure.
1058
00:52:21.239 --> 00:52:23.039
And I think it was Landmark. I'm not sure where
1059
00:52:23.079 --> 00:52:27.039
I got it. Structure gives you freedom, I learned early on.
1060
00:52:27.760 --> 00:52:30.159
And it's a little bit counterintuitive because, right we take
1061
00:52:30.199 --> 00:52:32.199
off our pantyhose and our neckties and we say, oh,
1062
00:52:32.280 --> 00:52:35.559
I'm doing my own business. But if we don't consciously
1063
00:52:35.599 --> 00:52:39.400
put in structure, it's a mess, right, we never get anywhere.
1064
00:52:39.719 --> 00:52:43.360
So structure for doing your one on one sales, calls,
1065
00:52:43.679 --> 00:52:46.920
structure for how to nail your offer, structure for bonuses
1066
00:52:46.920 --> 00:52:49.559
and limitters, structure for picking your brain and putting it
1067
00:52:49.559 --> 00:52:52.719
into an organized formula. Structure for speak to sell. The
1068
00:52:52.800 --> 00:52:55.400
course that you know you originally met me from is
1069
00:52:55.480 --> 00:52:57.920
really the name of the game. So if I really say,
1070
00:52:57.920 --> 00:53:00.280
what we do is we give you the structures to
1071
00:52:59.840 --> 00:53:03.199
you just pour your work into. And that's what gives
1072
00:53:03.199 --> 00:53:05.519
you the confidence to get out there. That's what gives
1073
00:53:05.559 --> 00:53:07.559
you the ability to sell high ticket right from the
1074
00:53:07.599 --> 00:53:09.719
get go. And I kind of say, you know, when
1075
00:53:09.760 --> 00:53:12.559
you have the structure, you don't need to sell, you don't.
1076
00:53:12.679 --> 00:53:16.079
You let the structure do the selling, and you what
1077
00:53:16.159 --> 00:53:19.280
I like to call invite pursuit. You don't have to
1078
00:53:19.320 --> 00:53:23.159
pursue business. You can invite pursuit when you hit the
1079
00:53:23.199 --> 00:53:26.599
markers that people need in order to make a decision.
1080
00:53:26.840 --> 00:53:29.519
Absolutely beautiful. And I think structure is everything. And when
1081
00:53:29.559 --> 00:53:31.320
you tune into that, and there are you know, there
1082
00:53:31.360 --> 00:53:34.599
are different structures and different approaches that people teach, but
1083
00:53:34.679 --> 00:53:37.440
once you've tuned into that, and then you're listening to
1084
00:53:37.519 --> 00:53:40.639
people who are successfully selling webinars on a stage, you
1085
00:53:40.679 --> 00:53:43.440
immediately pick up on their structure, right. Once you become
1086
00:53:43.440 --> 00:53:45.639
a student of this, right, and then you know you
1087
00:53:45.679 --> 00:53:47.880
can refine your bear structures because you see the way
1088
00:53:47.920 --> 00:53:50.239
this person. I mean, there's some standard thing that almost
1089
00:53:50.239 --> 00:53:52.639
everybody does kind of universally, but people tweak it a
1090
00:53:52.679 --> 00:53:54.800
little bit of this way. But it's all about structure.
1091
00:53:54.800 --> 00:53:59.559
And when you see, you know, really successful communicators are
1092
00:54:00.239 --> 00:54:03.800
their mind is very organized and their structure their communication
1093
00:54:03.960 --> 00:54:06.760
is really well organized. I mean, that's what makes them
1094
00:54:06.760 --> 00:54:11.119
a great communicator. I've been teaching people to teach meditation
1095
00:54:11.239 --> 00:54:13.920
and the guy of Meditation for the last fifty years,
1096
00:54:14.480 --> 00:54:18.119
and I really I work with scripts and templates and
1097
00:54:18.119 --> 00:54:20.639
structures with them, and they really resist it. And I said, no,
1098
00:54:20.920 --> 00:54:22.719
you got to work with a structure. Get this in
1099
00:54:22.760 --> 00:54:25.639
your bones, and then you'll develop your own style, your
1100
00:54:25.679 --> 00:54:27.400
way of doing it. But you'll have a structure in
1101
00:54:27.440 --> 00:54:29.960
your bones. Because when you listen to people do it,
1102
00:54:30.280 --> 00:54:32.719
we have not gotten that structure in their bones. They're
1103
00:54:32.760 --> 00:54:35.639
all over the place and they're just saying whatever comes
1104
00:54:35.639 --> 00:54:37.639
into their mind that you know, some of it may
1105
00:54:37.679 --> 00:54:40.199
be okay, but it's hard to follow it. It doesn't really
1106
00:54:40.280 --> 00:54:43.159
move people or connect people to the practice. And you
1107
00:54:43.199 --> 00:54:46.320
can always tell when a meditation teacher is really well
1108
00:54:46.400 --> 00:54:49.480
trained because the way they're presenting the practice is really
1109
00:54:49.519 --> 00:54:52.239
well organized in terms of what information does a person
1110
00:54:52.320 --> 00:54:53.960
need now? And then what do they need, and what
1111
00:54:54.000 --> 00:54:55.679
do they need and what do they need? Right? So
1112
00:54:56.039 --> 00:54:58.960
I think structure is everything. And as salespeople in business,
1113
00:54:58.960 --> 00:55:02.400
we're communicators, right, we need to learn to communicate and
1114
00:55:02.440 --> 00:55:05.079
really effective ways, and so I think that's his goal
1115
00:55:05.159 --> 00:55:07.440
what you shared with us, and I really encourage our
1116
00:55:07.440 --> 00:55:10.760
ideas to check out your structures and you're teaching around structures.
1117
00:55:10.800 --> 00:55:14.159
So this has been really illuminating and joyful for me
1118
00:55:14.320 --> 00:55:17.400
because it's come full circle for me to finally connect
1119
00:55:17.400 --> 00:55:20.039
with you personally after all these years. Where can people
1120
00:55:20.119 --> 00:55:22.480
connect with you online? And you mentioned you have a
1121
00:55:22.559 --> 00:55:25.199
free gift that offered that people could learn more and
1122
00:55:25.239 --> 00:55:28.599
then possibly learn more about your work and so forth,
1123
00:55:28.679 --> 00:55:29.719
So where do they go?
1124
00:55:29.880 --> 00:55:31.679
Well, thanks for asking, you know, I do want to
1125
00:55:31.719 --> 00:55:35.119
say that to your point, what happens is we will teach.
1126
00:55:35.199 --> 00:55:37.119
I remember when Brian Tracy put me on the main
1127
00:55:37.119 --> 00:55:39.920
stage for National Speakers Association years ago. It was such
1128
00:55:39.960 --> 00:55:42.800
an honor. I mean wow, I was like a breakdancer
1129
00:55:42.840 --> 00:55:46.360
teaching the Jeoffrey ballet. I was not a trained speaker.
1130
00:55:46.920 --> 00:55:49.079
And the thing that he always talks about is that like,
1131
00:55:49.239 --> 00:55:52.599
while I'm teaching speak to sell, I'm speak to selling.
1132
00:55:53.119 --> 00:55:55.320
So I'm teaching the structure. They can see it, they
1133
00:55:55.400 --> 00:55:57.000
know it, and they still get up and run to
1134
00:55:57.000 --> 00:55:59.119
the back of the room and buy. That's the thing
1135
00:55:59.280 --> 00:56:02.079
because it's respect, it's giving them what they need to
1136
00:56:02.119 --> 00:56:04.239
make a decision. It's the high, in my opinion, the
1137
00:56:04.280 --> 00:56:07.480
highest level of services to study those structures that give
1138
00:56:07.519 --> 00:56:11.159
people what they need for their transformation. So to get started,
1139
00:56:11.599 --> 00:56:16.000
you can go to lisasasavich dot com forward slash fleet,
1140
00:56:16.719 --> 00:56:19.039
so you'll put in fleet's name f L e e T.
1141
00:56:19.280 --> 00:56:23.519
Lisasasovich dot com forward slash fleet. And the best thing
1142
00:56:23.559 --> 00:56:25.960
I can possibly offer you is really it's like an
1143
00:56:26.000 --> 00:56:28.559
audit of your own irresistible offers. We call it the
1144
00:56:28.599 --> 00:56:31.760
Irresistible Offer Blueprint. You'll see the things we talked about,
1145
00:56:31.800 --> 00:56:34.000
you'll see some things we didn't have time to talk about.
1146
00:56:34.559 --> 00:56:36.239
And if you want to take it beyond that, you
1147
00:56:36.280 --> 00:56:39.079
want to just go to lisasasabag dot com. You'll see
1148
00:56:39.119 --> 00:56:41.239
across the top some of the new things I'm doing.
1149
00:56:41.320 --> 00:56:44.280
We're certifying people. So if you want to help other
1150
00:56:44.320 --> 00:56:46.840
companies to nail your offer, you could be a nail
1151
00:56:46.840 --> 00:56:50.199
your offer certified coach. And I've recently started at twice
1152
00:56:50.199 --> 00:56:53.159
a month mentorship where you can come on twice a month,
1153
00:56:53.239 --> 00:56:55.639
bring your calendar, look at what offers you have coming up,
1154
00:56:55.920 --> 00:56:58.599
and get my coaching. And I think that's under mentorship
1155
00:56:58.639 --> 00:57:01.280
across the top line, kind of shop around, see what
1156
00:57:01.280 --> 00:57:03.320
we've got going these days. And of course all the
1157
00:57:03.360 --> 00:57:06.199
programs that I mentioned here, they're all listed under digital
1158
00:57:06.199 --> 00:57:08.639
programs and they're there to help you. If you have
1159
00:57:08.679 --> 00:57:10.880
a talk a launch coming up, you want to create
1160
00:57:10.920 --> 00:57:13.519
a high ticket program, it's all tested. You are not
1161
00:57:13.599 --> 00:57:17.079
my test rats. Fifteen thousand clients and fifty million dollars
1162
00:57:17.079 --> 00:57:19.480
in sales prior to you, so you can count on
1163
00:57:19.519 --> 00:57:20.679
some really great structures.
1164
00:57:21.199 --> 00:57:23.960
Well. I encourage people to take action right now, don't wait.
1165
00:57:23.960 --> 00:57:26.360
Their link right down for the pre offeras right below
1166
00:57:26.400 --> 00:57:28.599
this video. So take action now and make sure you
1167
00:57:28.639 --> 00:57:32.199
follow through because this is gold. And thank you so much, Lisa.
1168
00:57:32.280 --> 00:57:33.639
My pleasure, Thanks for having me.
1169
00:57:34.000 --> 00:57:36.920
Oh it's a pleasure. Thank you so much. Thank you
1170
00:57:37.000 --> 00:57:40.800
for joining me on the Radical Responsibility Podcast. Remember, real
1171
00:57:40.880 --> 00:57:43.400
change happens when we commit to our growth, face our
1172
00:57:43.519 --> 00:57:46.920
challenges with compassion, and stay open to transformation. If you
1173
00:57:47.000 --> 00:57:50.239
found this episode helpful, I encourage you to subscribe and
1174
00:57:50.320 --> 00:57:53.519
help us spread the message of healing and personal empowerment.
1175
00:57:53.599 --> 00:57:56.800
Stay grounded, stay present, and stay true to you. Take
1176
00:57:56.840 --> 00:58:02.840
care almost