Latest / The Dept. w/ Omar El-Takrori / The New Way Monetize Your Content Online (Masterclass) | The Dept. #110

Transcript

The New Way Monetize Your Content Online (Masterclass) | The Dept. #110 · The Dept. w/ Omar El-Takrori

0:00
[SPEAKER_02]: If you're trying to make money online, whether it's with your content on YouTube or social media, or you just see other people out there that it just looks like they're making all this money.
0:08
[SPEAKER_02]: The reality is, it's not selling a course, it's not selling a community, it's not selling a product, it's actually selling a sales presentation.
0:17
[SPEAKER_02]: We're gonna be breaking this down, and I'm so excited to have back on the podcast for third, X, time, three, X, with Marcus Y, Rosier.
0:25
[SPEAKER_00]: And number three, I feel like Jordan, what is it?
0:28
[SPEAKER_02]: Three Pete, bro.
0:30
[SPEAKER_02]: No, literally, every podcast we have done so far, the two, but this is going to cook, has done really well.
0:37
[SPEAKER_02]: And I think people appreciate our synergy for maybe obvious, but not so obvious reasons.
0:43
[SPEAKER_02]: I appreciate you as a friend, as a golf partner.
0:45
[SPEAKER_02]: Now, so, uh, don't bring it up.
0:50
[SPEAKER_02]: You are going to leave this episode with an asset that is going to make you money faster.
0:55
[SPEAKER_02]: You know, before we get into your framework on crafting this sales presentation, other people would call this a webinar.
1:03
[SPEAKER_02]: People would call it signature presentation and introductory event, a virtual event, a master class.
1:09
[SPEAKER_02]: These are all industry lingo.
1:11
[SPEAKER_02]: But I want people to know that
1:15
[SPEAKER_02]: if you could put a signature presentation or this master class you put together, which needs, there's an art and science to it, which will get into it, it will help increase whatever you want to sell.
1:26
[SPEAKER_00]: Yeah.
1:27
[SPEAKER_02]: We were just at the golf course with a friend from high school.
1:29
[SPEAKER_02]: He's been in the real estate industry for, I think like, and he were close.
1:35
[SPEAKER_02]: He's coming up on 10 years.
1:36
[SPEAKER_02]: And he's telling me, he was telling me, I like, dude, yeah, I've been cold calling.
1:40
[SPEAKER_02]: And I'm like, dude, stop cold calling.
1:43
[SPEAKER_02]: start doing zoom calls.
1:45
[SPEAKER_02]: These presentations were now you're just letting people you're educating and you're framing in people's minds the possibility of what it looks like to potentially work together.
1:53
[SPEAKER_02]: Yeah.
1:54
[SPEAKER_02]: And it could it literally this removes the grind.
1:57
[SPEAKER_02]: If you don't mind, if you feel comfortable, can you share how much money you've made doing this?
2:03
[SPEAKER_00]: Yeah, so I'm from round the way, so I won't say exact numbers but I'll just say in the month of December we take off and we've we've made millions, you know, I've nothing pays me more than speaking, so I explained to explain to people whether it is sales presentations we do for ourselves, partnerships what we do with other people, so we do one of two things, we can come in to the people who told you now,
2:26
[SPEAKER_00]: and we're able to do a presentation that assists you in generating sales.
2:31
[SPEAKER_00]: Then the third thing we do is something called film sessions, where we can take your footage much like watching a sport and break down, not just what you said, but there is something that I call the brain by now button.
2:43
[SPEAKER_00]: that explains what makes a person finally make a decision to tell their wife and the other room.
2:48
[SPEAKER_00]: Hey, baby, bring my credit card.
2:51
[SPEAKER_00]: So millions from that not including the amount of money that we've made for our partners.
2:55
[SPEAKER_00]: So this year we've had we average for every person that we worked with an additional $250,000 to a million we've made.
3:02
[SPEAKER_00]: We've helped make our partners.
3:04
[SPEAKER_02]: Yeah, all with what we're going to be talking about.
3:06
[SPEAKER_00]: Absolutely.
3:07
[SPEAKER_02]: Yeah.
3:08
[SPEAKER_02]: And I would imagine if it was this maybe we're in the same lane into this regard.
3:11
[SPEAKER_02]: The reason why you probably went down this path originally is because you probably created something that no one bought.
3:16
[SPEAKER_03]: Yeah.
3:17
[SPEAKER_02]: I mean, I have that story in 2021 or 2020, where I put together a course, shot it, filmed it, and released it, and not a single soul bought it.
3:28
[SPEAKER_02]: And I had 10,000 followers on Instagram.
3:30
[SPEAKER_02]: I was killing on Think Media, no one bought.
3:34
[SPEAKER_02]: And that led me down the path of like,
3:37
[SPEAKER_02]: There's something I'm missing and most people are missing something because people are listening this.
3:42
[SPEAKER_02]: You're probably thinking about a course putting together or thinking about a program or something or even if you literally do service based agency work or you're in real estate, this still applies.
3:52
[SPEAKER_00]: Yeah, because here's what happens, man, digs the, you're already hearing an internal presentation in your head when you come up with an idea.
4:01
[SPEAKER_00]: You're projecting the end result of what you see it looked like.
4:04
[SPEAKER_00]: It's like a person going to college, you picture the degree.
4:07
[SPEAKER_00]: And people come and celebrate you when you graduate.
4:09
[SPEAKER_00]: But guess what they ask you, hey, where are you going to be working at?
4:12
[SPEAKER_00]: And you're kicking the can down the road.
4:15
[SPEAKER_00]: You're not thinking about the job.
4:17
[SPEAKER_00]: So it's the same with ideas.
4:19
[SPEAKER_00]: There are steps.
4:20
[SPEAKER_00]: So when you get an idea and say, hey, I want to release a course.
4:23
[SPEAKER_00]: I want to do a coaching program, a membership, a podcast, a T-shirt brand.
4:28
[SPEAKER_00]: So any idea you have in your head that can help people or make you money.
4:32
[SPEAKER_00]: The first thought is not, the presentation's last, but first thought typically is, okay, how do I take this idea and package it?
4:40
[SPEAKER_00]: So, am I packaging this in a form of where a person can consume it on their own, where his detail or in it, will this be a visual experience, will it be interactive, will a person be able to ask me questions, you know, it's so many, then it's positioning, because if you package something and you haven't positioned yourself, I know I want it, but I gotta decide I don't want it from you.
5:01
[SPEAKER_00]: This is why presentations work so fast because it speeds up the process where you can take a person with unaware of you.
5:08
[SPEAKER_00]: Now they're aware of you, they're aware of their problem, they're aware that what you have is a solution, they're aware of the process, they're aware of your positioning, now the third thing you're thinking is price.
5:18
[SPEAKER_00]: Well, the price is anchored if you position it correctly, right?
5:22
[SPEAKER_00]: So it's all these things that leave people stuck like, hey, I'm just going to talk about this thing.
5:27
[SPEAKER_00]: I'm going to tell my story and we can talk of about mistakes people make and how to approach or pre-intere.
5:33
[SPEAKER_00]: What they're doing the first 15 minutes that anchors people sign and go up, showing up, staying to the, like, a several factors.
5:40
[SPEAKER_02]: Oh, my goodness.
5:41
[SPEAKER_02]: I want to get in all of them.
5:43
[SPEAKER_02]: I do love that.
5:44
[SPEAKER_02]: I will be the first to say, even as someone who loves
5:48
[SPEAKER_02]: that a zoom call.
5:51
[SPEAKER_02]: can accelerate trust so much faster than a YouTube video could ever.
5:56
[SPEAKER_00]: Yeah.
5:57
[SPEAKER_02]: And that's just because of the frame of mine people are in when they're on a Zoom call.
6:01
[SPEAKER_02]: Or a president, or we could call it, you know, maybe it's a prerecorded presentation, because Russell Brunson will mention, he'll say the perfect webinar.
6:10
[SPEAKER_02]: If you like perfect the presentation, you may not have to deliver it live, but most people aren't there.
6:15
[SPEAKER_02]: So let's, yeah, let's start with,
6:18
[SPEAKER_02]: Yes, okay, people are so that they're like, all right, I'm going to put together my signature presentation, this sales presentation.
6:25
[SPEAKER_02]: Do you start with the title?
6:27
[SPEAKER_00]: Yes, so the way I tell people always start with, I call a big bowl promise.
6:31
[SPEAKER_00]: When, so if I say, that's good.
6:34
[SPEAKER_00]: A big bowl promise is something that you are making a promise to complete strangers.
6:39
[SPEAKER_00]: And you have to be social or your process that any person that takes you up on your promise you can fulfill that.
6:44
[SPEAKER_00]: Right?
6:44
[SPEAKER_00]: So if I say, I'm going to promise you that I can, and I'll go slow, pick you up from this location, drop you off at this location.
6:52
[SPEAKER_00]: I'm going to promise you that I can help you take your ideas and turn it into a podcast.
6:57
[SPEAKER_00]: That's the big bowl promise.
6:59
[SPEAKER_00]: It's not you saying I'm going to help you monetize it.
7:01
[SPEAKER_00]: It's not you saying that I'm going to help you go viral.
7:03
[SPEAKER_00]: You're simply saying I'm picking you up from you don't have a podcast dropping you all fat.
7:07
[SPEAKER_00]: You have a podcast.
7:08
[SPEAKER_00]: That's a big bow promise.
7:10
[SPEAKER_00]: We'll show you how to create your own signature presentation that allows you to work once a week for 90 minutes and be able to fill your coaching program.
7:19
[SPEAKER_00]: That's the big ball promise.
7:21
[SPEAKER_00]: That's the starting point.
7:22
[SPEAKER_00]: Because that's going to tell you what you should be including in your marketing.
7:26
[SPEAKER_00]: How do you get people in the room because you should be talking about?
7:30
[SPEAKER_00]: How do you go about fulfilling your promise?
7:33
[SPEAKER_00]: You should be talking about the pickup location and I'll go slow and drop off location.
7:38
[SPEAKER_00]: So this is where it'll sound like, if you recently ran a webinar, but you realized that 80% of the people that sign up didn't show up, that situation.
7:47
[SPEAKER_00]: I'm going to show you how to create a presentation that before the presentation and your content, how you can do what we call micro presentations to get more people to sign up.
7:57
[SPEAKER_00]: see what I'm saying all of that is a part of the promise because the big ball promise is going to tell you what to add in the content, what to do in the email, what to do in the text, you said I'm saying so that would be the starting point I would tell a person what is the promise you can make to complete strangers and know you can fill it.
8:12
[SPEAKER_00]: So after that big ball promise would be you thinking about
8:16
[SPEAKER_00]: What, what, think about the biggest problem that a person would face?
8:20
[SPEAKER_00]: I always think people, especially now, we're in a trust recession.
8:24
[SPEAKER_00]: So if trust is low, you should pose the questions that a person would have in their head that would make them skeptical.
8:31
[SPEAKER_00]: So you're probably thinking, is there still enough space in time for people to actually attend a webinar or a sales presentation?
8:38
[SPEAKER_00]: Are people still buying courses?
8:40
[SPEAKER_00]: People still buying programs?
8:42
[SPEAKER_00]: Now you address it.
8:42
[SPEAKER_03]: Yeah.
8:44
[SPEAKER_00]: Yeah.
8:45
[SPEAKER_00]: So like those will be two anchors immediately you think through because that's going to shape that presentation for you.
8:51
[SPEAKER_01]: Hey department fan question for you based on you listening to this podcast you probably are either looking to grow your personal brand this year.
8:59
[SPEAKER_01]: build your audience online and just stop chasing business and start to have business chasing you.
9:03
[SPEAKER_01]: If that's you, I want to invite you to the content to cash challenge.
9:08
[SPEAKER_01]: This is a five-day coaching experience, a live coaching experience with myself that's done all on Zoom and you get access to a private community and it really is unlike any other experience that I offer.
9:19
[SPEAKER_01]: By the end of the challenge, you'll have unreal clarity on what you're supposed to do online and you'll have the insight on how you can make an extra six or even seven figures.
9:28
[SPEAKER_01]: Yes, I said seven figures in your business this year.
9:31
[SPEAKER_01]: And if any of those things sound great to you, I want you to join the next content to cast challenge.
9:36
[SPEAKER_01]: Scan the QR code if you're watching on a television.
9:38
[SPEAKER_01]: or click the link in the description.
9:40
[SPEAKER_01]: Once you go through it, go ahead and upgrade to VIP because you'll get an extra hour of bonus VIP Q&A with me every single day of the challenge.
9:48
[SPEAKER_01]: And so, looking forward to seeing you there.
9:50
[SPEAKER_01]: Let's get back into the combo.
9:51
[SPEAKER_02]: Let's can we use Thomas as the example we were golfing with him?
9:54
[SPEAKER_02]: Yep.
9:54
[SPEAKER_02]: You're saying he's just doing one on one cold calling.
9:57
[SPEAKER_02]: I told him he should put together something.
10:00
[SPEAKER_02]: What would you advise him from like from point A to point B that he's letting people know?
10:04
[SPEAKER_00]: Yeah.
10:05
[SPEAKER_00]: So I will tell him it immediately.
10:07
[SPEAKER_00]: It is a real estate agent.
10:08
[SPEAKER_00]: Yeah, he's been doing it for 10 years.
10:10
[SPEAKER_00]: I will tell him I will go back to hey bro, what questions do you hate answer?
10:15
[SPEAKER_00]: What question do you love answer?
10:17
[SPEAKER_00]: Man, I don't want to work people who don't have a clue about real estate that I have to convince.
10:20
[SPEAKER_00]: Immediately, that's not your pick-up location.
10:23
[SPEAKER_02]: That's good.
10:24
[SPEAKER_00]: You have to eliminate that if not, and you're hit, you too broad to be clear in the presentation.
10:28
[SPEAKER_03]: Yep.
10:28
[SPEAKER_00]: You're going to talk history.
10:30
[SPEAKER_00]: You're going to talk about a whole lot of things that your primary person that's going to buy is going to get bored and long off.
10:35
[SPEAKER_00]: Yep.
10:36
[SPEAKER_00]: So I would start them there.
10:37
[SPEAKER_02]: So if he's like, I don't want to deal with first-time home buyers, then you're not making a first-time home buyer thing.
10:42
[SPEAKER_00]: Immediately, he was, he would speak to.
10:46
[SPEAKER_00]: I've been in real estate for 10 years and I think the fastest path is X, and I will give him a framework, fill in at X.
10:53
[SPEAKER_00]: Now this is not for people who want to Y.
10:57
[SPEAKER_00]: And here is why, now he anchors himself, Europe, this is the promise.
11:01
[SPEAKER_00]: Here is why.
11:02
[SPEAKER_00]: I believe if you go that path, it requires, and it's the reason they can do it.
11:06
[SPEAKER_00]: Too much capital, too much education, too much lag time.
11:09
[SPEAKER_00]: You're going to do real estate part time, but you're going to need full time revenue.
11:13
[SPEAKER_00]: See how it shapes.
11:15
[SPEAKER_00]: It's going to shape for him the moment he figured out who he doesn't want, it shapes the language, it shapes the promise of if we took this for a Thomas or if we took this for any person, just like how you're interviewing me or we have an conversation, they have to interview themselves and say, hey, what questions do I not want to answer?
11:33
[SPEAKER_00]: Because I've got to clearly tell that and I've got to in my head get so crystal clear, much like
11:39
[SPEAKER_00]: This is the best example I can give.
11:41
[SPEAKER_00]: If you're typing something in on GPS in your car, you need two destinations.
11:46
[SPEAKER_00]: You need where you're currently located and you need to end destination and then it maps the middle.
11:50
[SPEAKER_00]: That is how a presentation is mapped out.
11:52
[SPEAKER_00]: It is where are you currently?
11:54
[SPEAKER_00]: Where are people currently?
11:55
[SPEAKER_00]: And where are you taking them?
11:56
[SPEAKER_00]: So, as you have that, now you're saying, okay, what path, if he's saying, I'm going to show a person how to acquire the first five properties, what is the first win you can create for them, and that's what you start talking about.
12:09
[SPEAKER_00]: Hey, the first thing we're going to do is show you how to find off market property.
12:12
[SPEAKER_02]: He helps genuine home owners, like he sells homes.
12:16
[SPEAKER_00]: Got you.
12:17
[SPEAKER_00]: Yeah.
12:17
[SPEAKER_00]: Got you.
12:18
[SPEAKER_00]: So I think I would think about what our homeowner is looking for.
12:21
[SPEAKER_00]: Are they looking to decide when they should sell?
12:24
[SPEAKER_00]: Yes.
12:24
[SPEAKER_00]: Are they looking to say, okay, when is the time to cash out on my on the equity of it?
12:28
[SPEAKER_00]: Yes.
12:29
[SPEAKER_00]: Hey, how do I roll this into?
12:31
[SPEAKER_00]: So you start thinking of those things.
12:33
[SPEAKER_02]: No, that's so good.
12:34
[SPEAKER_00]: So I just think that way, like any person with his real estate, whether it is content, whether it is digital products, content creation, ads, et cetera.
12:44
[SPEAKER_00]: What works the best is a person taking a specific situation that they faced and talking about that.
12:51
[SPEAKER_00]: If you're saying, hey, we were 100 episodes in and I realized there was a pivot we had to make.
12:58
[SPEAKER_00]: that that's a starting point like that makes content clearer when you don't talk about it when you don't talk in these broad strokes right doesn't make sense 100 like when you dial into something like now if we're saying hey there are five things you should do in any sales presentation.
13:14
[SPEAKER_00]: The audience now knows that Mark has five specific things that has to be done.
13:19
[SPEAKER_00]: Here is why there's five of them.
13:21
[SPEAKER_00]: Each five makes up a personality type of how a person buys and your clothes, right, or the amount of money you make drops based on each of them.
13:30
[SPEAKER_00]: First, so every one of these are specific questions.
13:33
[SPEAKER_00]: Now we're inside of the frame of the promise that I'm gonna answer the five parts of a perfect presentation and how you can do them.
13:42
[SPEAKER_00]: I hope that answers your question.
13:43
[SPEAKER_02]: Yeah, no, it's fire.
13:44
[SPEAKER_02]: And you can't do this.
13:46
[SPEAKER_02]: No one could do this unless you actually put a date on the calendar that you know you're going to start promoting that presentation.
13:54
[SPEAKER_02]: I just, I think sometimes you could, we could listen or watch a podcast like this and just absorb absorb.
13:59
[SPEAKER_02]: I just want people to know like,
14:02
[SPEAKER_02]: Once you have that idea for your presentation, just pick a date on the calendar, create a call.
14:08
[SPEAKER_02]: You know, my friend Neil, he found it, but it's been around forever, it's called Luma.com, LUMA.com, and it has automated everything.
14:18
[SPEAKER_02]: I think most people, because what I use to say is create the call on Zoom, then just promote the sign-up link and then you can then get on people's calendars and stuff, but you can't really text from Zoom, you can't send emails from Zoom, you have to like,
14:32
[SPEAKER_02]: move things around and literally.
14:34
[SPEAKER_00]: How do you spell that?
14:35
[SPEAKER_02]: L-U-M-A.com.
14:37
[SPEAKER_02]: And do it auto-risk texts, auto emails.
14:42
[SPEAKER_02]: And so we talked about a Marcus mentioned just a few minutes ago about like getting people to show up.
14:48
[SPEAKER_03]: Yeah.
14:48
[SPEAKER_02]: Because like, you can have this fire presentation.
14:51
[SPEAKER_02]: And because it's not properly packaged or positioned, you have no one that signs up.
14:57
[SPEAKER_02]: You can get people to sign up because it's properly packaged in position, but because your follow-up game is weak, no one shows up.
15:03
[SPEAKER_00]: Yeah.
15:04
[SPEAKER_02]: And then the third lever is people who show up that stay on at the time of the offer transition.
15:12
[SPEAKER_00]: Absolutely.
15:13
[SPEAKER_02]: And then you have conversion.
15:14
[SPEAKER_02]: there's like those four levers that you can like, you know, fix.
15:17
[SPEAKER_02]: But I just, I mean, that's literally, I think if you're doing your first sales presentation, like look into Luma.com, I'm not sponsored by that, but it just literally does it for you.
15:26
[SPEAKER_01]: You made me write it down.
15:27
[SPEAKER_01]: Yeah.
15:28
[SPEAKER_01]: The number one question I usually get asked by people like you is Omar.
15:31
[SPEAKER_01]: How the heck does your videos look and sounds so dang crispy?
15:35
[SPEAKER_01]: Well, the reality is it's the equipment I use and you'd be surprised how inexpensive it could actually be.
15:41
[SPEAKER_01]: So I've compiled all my gear and I've updated the list and I wanna give it to you.
15:45
[SPEAKER_01]: So if you're listening or watching this, just hit the description box below and I'll send you my gear guide for every budget.
15:51
[SPEAKER_01]: Now let's get back into the conversation.
15:52
[SPEAKER_00]: Can I share this because I want to make sure the way my brain works is I am very there are visual learners, kind of steady learners.
15:59
[SPEAKER_00]: I'm I'm a sequential learner, right?
16:02
[SPEAKER_00]: So someone's probably listening like, okay, I get this, but like, we were talking about what's the starting point, that person who how do you make it out of your head?
16:10
[SPEAKER_00]: and into the zone room, so pre-event, oh, I want to do that, right?
16:14
[SPEAKER_00]: You had an inspiring moment, you saw, you said in a room, and now you want to do it.
16:18
[SPEAKER_00]: I'll break it down in steps, so they have this.
16:21
[SPEAKER_00]: Number one, pick a promise.
16:23
[SPEAKER_00]: What are you promising people in exchange for their time, attention, their money?
16:28
[SPEAKER_00]: Once you pick that promise, if someone's like, how do I pick a promise?
16:31
[SPEAKER_00]: You connect a promise to a problem.
16:33
[SPEAKER_00]: Person has two pain, the promise would be I'll show you how to identify what's either what's causing the two pain or he'll the two pain.
16:40
[SPEAKER_00]: How do you know the difference based on your skill?
16:42
[SPEAKER_03]: Yeah.
16:43
[SPEAKER_00]: Oh, yeah.
16:43
[SPEAKER_00]: Either going to make me problem aware or you're going to fix the problem or you're going to do both.
16:48
[SPEAKER_00]: You have to be very skilled at what you do if you're new.
16:51
[SPEAKER_00]: You're probably just going to make people aware that they have a problem, you're probably not going to be fixing it.
16:55
[SPEAKER_00]: Yes.
16:56
[SPEAKER_00]: So, you pick a problem.
16:58
[SPEAKER_00]: I mean, you pick a promise, then number two, you pick a pick up location and drop off location.
17:03
[SPEAKER_00]: So that will be there's there a step to pick up location.
17:07
[SPEAKER_00]: I'm gonna pick them up from don't know they have a problem I'm gonna drop them off at Knowing what their problem is knowing the steps on how to fix it and offering them to work with me to fix it.
17:18
[SPEAKER_00]: That's your that's your steps Okay, right?
17:20
[SPEAKER_00]: So pick up here drop off here pick up from 600 credit score drop off at 700 credit score pick up from
17:27
[SPEAKER_00]: don't know what to create in terms of content to creating three content buckets and create a content calendar.
17:34
[SPEAKER_00]: See, I was very clear.
17:35
[SPEAKER_02]: So good.
17:35
[SPEAKER_02]: Yeah, what's funny is what you're highlighting because what people think they're doing a presentation on is the stuff they're giving in the presentation.
17:46
[SPEAKER_02]: Yeah.
17:46
[SPEAKER_02]: So my brother asked me just recently, he's like, hey, I want to make a call on sermon prep essentials.
17:57
[SPEAKER_02]: That was it.
17:58
[SPEAKER_02]: That's not like promise or problem.
18:01
[SPEAKER_00]: Yeah.
18:02
[SPEAKER_02]: It's just is.
18:03
[SPEAKER_00]: Yeah.
18:04
[SPEAKER_02]: It's like, that's what you're giving in your presentation.
18:07
[SPEAKER_02]: But what's the problem with sermons right now or the pain points?
18:12
[SPEAKER_02]: And that's always trying to have him unpack, you know?
18:14
[SPEAKER_00]: And if he did it that way, it would only trigger people who are further along on the journey.
18:22
[SPEAKER_02]: Yes.
18:22
[SPEAKER_00]: Right?
18:23
[SPEAKER_00]: Who are overwhelmed already doing it in a rush?
18:27
[SPEAKER_00]: They would want essentials, but he would have to tie a frame I called this evening.
18:31
[SPEAKER_00]: Summer prep essentials for people who are
18:34
[SPEAKER_00]: behind schedule or a 10-a-rip speakers, now that person would know I do travel a lot, I need to cut down on my prep time.
18:42
[SPEAKER_03]: Yeah.
18:42
[SPEAKER_00]: So he, some of our professionals for people who are a 10-a-rip ministers, I prep every Wednesday for one hour to create a whole series.
18:50
[SPEAKER_00]: Now that person, boom, need that.
18:52
[SPEAKER_00]: Yeah.
18:52
[SPEAKER_00]: But if you're, it's just, if you're new.
18:57
[SPEAKER_00]: Okay, you guys see these messaging pivots.
18:59
[SPEAKER_00]: It's like showing people man something as small as what I just share with that like what you mentioned with your brother People think that that's not a needle move.
19:07
[SPEAKER_00]: That is that is a decimal shift in terms of three figure four figure five figures.
19:11
[SPEAKER_00]: I'll tell you what I mean We may one shift on a particular person's webinar and it's drastic number one lower their ad calls because we fixed it on the front end
19:19
[SPEAKER_00]: So you got a she got a hot much higher quality of people and she realized a small pivot in the beginning of the end and increased her clothes rate and how many people stayed on so deep most of these things how you anchor in position things matters all whole It's a game of inches like for real it matters a whole lot yeah the one I I processed through chat and I was like here here's something to consider I was it was unlock your unique voice and deliver sermons that resonate every single time
19:49
[SPEAKER_02]: And that would have been a subtitle, but I think that's what people want.
19:56
[SPEAKER_02]: The people want to be confident in their sermons, because people are usually nervous before they get up there, they feel like the feeling of being proud at the end of giving a sermon.
20:11
[SPEAKER_02]: because I think the Sherman Prep for Michael is, people don't think that's the thing that needs to be fixed.
20:18
[SPEAKER_02]: They think the stage time needs to be fixed.
20:20
[SPEAKER_00]: Yeah.
20:21
[SPEAKER_02]: But anyway, okay, so you promise problem, pick up location.
20:25
[SPEAKER_00]: Yeah, so pick a promise, which underneath as a problem number two pick a pick up location number three you pick a process meaning what is the process that I'm going to use to fulfill the promise I made and to get a person from pick up to drop off so is it going to be three steps five steps is it check list is it a quick right is it mistakes is it.
20:49
[SPEAKER_00]: You know, what would prevent me from getting there?
20:52
[SPEAKER_00]: Is there traffic on that?
20:53
[SPEAKER_00]: So I know if I'm telling somebody a sales presentation, what is going to prevent a person from being able to do it?
20:59
[SPEAKER_00]: Well, it's getting people in the room.
21:03
[SPEAKER_00]: Yeah.
21:03
[SPEAKER_00]: Right.
21:03
[SPEAKER_00]: It's also getting them clear.
21:05
[SPEAKER_00]: So you're going to need those things.
21:07
[SPEAKER_00]: Yeah.
21:08
[SPEAKER_00]: So that's picking a process.
21:10
[SPEAKER_00]: Number four, after you pick that process, you're going to pick a price point.
21:16
[SPEAKER_00]: the price point is going to be based on how fast you're going to move them through that process and how big that problem of that promises.
21:24
[SPEAKER_00]: So what I would typically explain to a person, if you're if I'm looking in saying that I'm going to show you how to create the perfect sales presentation.
21:32
[SPEAKER_02]: Are you talking about the price point of the presentation or are you talking about the price point of the offer?
21:36
[SPEAKER_00]: Yes, at the end of the presentation.
21:38
[SPEAKER_00]: Yes.
21:38
[SPEAKER_00]: Price point of the offer.
21:39
[SPEAKER_00]: So if you're picking a price point, here's here's my typical rule of
21:44
[SPEAKER_00]: Are you selling information?
21:47
[SPEAKER_00]: If you're selling information in the information agent in the AI is the lowest price point is information.
21:54
[SPEAKER_02]: Yes.
21:55
[SPEAKER_00]: All right.
21:56
[SPEAKER_00]: So that it immediately tells you you're probably used to be about $100,000.
22:01
[SPEAKER_00]: Now you like $500.
22:02
[SPEAKER_00]: you know, you somewhere in that range.
22:04
[SPEAKER_00]: If you're selling implementation where you're showing somebody how to take what they know and get a result from it, okay, now the price just went up.
22:12
[SPEAKER_00]: Yeah.
22:13
[SPEAKER_00]: All right.
22:13
[SPEAKER_00]: If you're selling a system, if you're selling a skill, so you've got to figure out which of these things selling information, strategy, implementation, skill, that's going to tell you price point.
22:23
[SPEAKER_00]: So a thousand or less if it's information, implementation, a thousand or more.
22:27
[SPEAKER_00]: If you're selling skill, three thousand or more.
22:30
[SPEAKER_02]: That's really good.
22:30
[SPEAKER_00]: Right.
22:31
[SPEAKER_00]: So this tells you where you land with these things and you can also sell community.
22:37
[SPEAKER_00]: Omar says, Hey, I'm doing something special.
22:40
[SPEAKER_00]: I'm going to take the people that I've had the privilege of interviewing and I'm going to have them do a master class want some of and then we're going to do this big family reunion once a year.
22:51
[SPEAKER_00]: I'd pay you for access to the people you have access to that I don't know.
22:55
[SPEAKER_02]: Yeah, that's good.
22:56
[SPEAKER_00]: So that would be that those steps and then the last part of this is once you've picked a price point, that last part of this is a person wants to continue to work with you from the place of the result and the success, not just the entry point.
23:15
[SPEAKER_00]: So, at that point, you're looking and saying, okay, once this is done, what is the patent, so I call it pick a path, meaning, once I've arrived at my destination, what is the path after that?
23:28
[SPEAKER_00]: I should be made aware of it and it should be available to me, and some people will say, no, some people will circle back, but they should always be aware of the fact, if I fix your sales presentation at some point, I'm going to have to, I'm going to have to help you,
23:41
[SPEAKER_00]: be able to scale beyond just that one that one sales vehicle.
23:45
[SPEAKER_00]: So if you don't just webinars, at some point you're going to scale beyond a webinar.
23:51
[SPEAKER_00]: So if we say the next logical path is virtual and in person events.
23:54
[SPEAKER_00]: If we say the next logical path is scaling with ads.
23:58
[SPEAKER_00]: If we say the next path is hiring teams.
24:00
[SPEAKER_00]: There's always a path beyond that.
24:03
[SPEAKER_02]: I want to make sure that people listening are watching.
24:05
[SPEAKER_02]: Like this is your next step off of your organic content.
24:09
[SPEAKER_02]: Yep.
24:10
[SPEAKER_02]: This could be your link in your bio, the links in the description, the link in the show notes.
24:16
[SPEAKER_02]: But you can also not but and you could also promote this thing via paid ads.
24:22
[SPEAKER_02]: Yeah.
24:22
[SPEAKER_02]: And...
24:23
[SPEAKER_02]: I found it to be so rewarding if you put out consistent content and you're not getting the engagement you like, what you're actually doing is you're buying down your ad spend or your cost per lead, which is the cost per person that signs up for your signature presentation or your web class.
24:42
[SPEAKER_02]: What have been some like killer ads that worked for you recently?
24:46
[SPEAKER_02]: Just come some few that kind of mind.
24:48
[SPEAKER_00]: It's weird.
24:49
[SPEAKER_00]: I'm about to run this and back.
24:50
[SPEAKER_00]: So I got a funny one that I've ever saw that movie with Marlin Wayne's.
24:54
[SPEAKER_00]: Don't be a men is something something something about Drake.
24:57
[SPEAKER_00]: I can't remember the long tail.
24:59
[SPEAKER_00]: And he's doing a spoof of a movie called Minnesota Society, where he's with you say about my mama.
25:07
[SPEAKER_00]: I walk past those visual cameras here and I walk past it.
25:11
[SPEAKER_00]: If you and I say, I'll turn around.
25:13
[SPEAKER_00]: If you're not making money online, your mom is a problem.
25:17
[SPEAKER_00]: That's the hook.
25:18
[SPEAKER_00]: And wait, wait, wait.
25:19
[SPEAKER_00]: Not your mom.
25:20
[SPEAKER_00]: It's your messaging.
25:21
[SPEAKER_00]: It's your offer.
25:22
[SPEAKER_00]: It's your marketing.
25:23
[SPEAKER_00]: and I want to help you fix it.
25:25
[SPEAKER_00]: So, that works well because it visually pulls the man as a statement that shocks them.
25:31
[SPEAKER_00]: It goes and it quickly tells them what is solution.
25:34
[SPEAKER_00]: It's these three things.
25:35
[SPEAKER_00]: Okay.
25:36
[SPEAKER_00]: But I want to help you fix it and then I define them like a prescription.
25:39
[SPEAKER_00]: You're messaging.
25:41
[SPEAKER_00]: That your message is the connection between what you mean and what the person hears, sees, and understands.
25:49
[SPEAKER_00]: So you want to show you how to create a message to market match.
25:53
[SPEAKER_00]: You're offered as a promise you make to people in exchange for their money.
25:56
[SPEAKER_00]: In simple terms, how can a person feel comfortable pying from you and sharing you with other people?
26:02
[SPEAKER_00]: All right, so you say I would just break it down, that worked well because it positions exactly what we want to do, it keeps their attention and the whole video's like 38 seconds.
26:10
[SPEAKER_00]: And I work really hard to be a fish and with it.
26:13
[SPEAKER_00]: That's good.
26:14
[SPEAKER_00]: Second one that worked really well is addressing the fact that I'm running out of it.
26:18
[SPEAKER_00]: So that's good.
26:19
[SPEAKER_00]: I did want to say it makes no sense I had to pay money for you to see this.
26:26
[SPEAKER_00]: Yeah.
26:27
[SPEAKER_00]: But how else would you know about bone?
26:30
[SPEAKER_00]: So if I were putting it into a frame where the first one is more so it's shock.
26:37
[SPEAKER_00]: It goes from shock into a clear description or a clear description of what exactly I'm going to do.
26:44
[SPEAKER_00]: Well yeah, prescription of what I'm going to do this all the second one is more so addressing the elephant in the room since I'm stopping their
26:55
[SPEAKER_00]: Man, I had to pay money for you to see this.
26:58
[SPEAKER_00]: But how else would you know about Tom change?
27:01
[SPEAKER_00]: This, this, and this, so you can that.
27:04
[SPEAKER_00]: That's the framework I use.
27:05
[SPEAKER_00]: How else would you know about this problem one?
27:08
[SPEAKER_00]: This problem two, so you can that success.
27:11
[SPEAKER_00]: And the third ad I would say is situational ads.
27:15
[SPEAKER_00]: Meaning, if you just did this, you need this situation.
27:24
[SPEAKER_00]: What's, then you probably didn't recognize that, or you probably noticed that.
27:30
[SPEAKER_00]: If you've been posting content for any amount of time, you probably noticed that the algorithm it hates all of us.
27:37
[SPEAKER_00]: Let's people to see in your content.
27:39
[SPEAKER_00]: Let's people to show up on live.
27:40
[SPEAKER_00]: Show up rates are down, open rates on emails are low, and ad costs are high.
27:44
[SPEAKER_00]: So the only person getting paid is Facebook and Instagram.
27:47
[SPEAKER_00]: That's the answer.
27:48
[SPEAKER_00]: That's very situational.
27:50
[SPEAKER_00]: Now, guess what the listeners wait for?
27:55
[SPEAKER_00]: Here is one thing that we've been doing to fix it.
27:57
[SPEAKER_00]: That's the prescription.
27:58
[SPEAKER_00]: So it's if you've noticed something you noticed in the space, now in U.S. the authority, prescribed, prescribed it for them, and invite them to get the full prescription in the web class.
28:09
[SPEAKER_00]: That's situational.
28:11
[SPEAKER_00]: If you have you ever noticed that awkward moment when you finish teaching in a web class, it's like, okay, how do I transition to ask for money?
28:19
[SPEAKER_00]: Yeah.
28:19
[SPEAKER_00]: We call that the week spot.
28:21
[SPEAKER_00]: It's the week as part of a presentation and you probably notice that the web class vital signs drop.
28:26
[SPEAKER_00]: That just means a amount of people in the room.
28:27
[SPEAKER_00]: See, that's the ad.
28:29
[SPEAKER_00]: Because I'm talking specifically to the nervousness you feel of how do I get out of the teaching into the pitch.
28:36
[SPEAKER_00]: And everyone knows what it's like to go into the pitch and people along off.
28:39
[SPEAKER_00]: See what I prescribed?
28:40
[SPEAKER_00]: I call it the vital signs.
28:42
[SPEAKER_00]: I want to show you how to increase the vital signs where everyone that is on to the presentation, how do you make the pitch a part of the presentation with a stay on, stay to the end actually by it's an easy fix.
28:53
[SPEAKER_00]: We call it the weak spot and there's five steps in it.
28:55
[SPEAKER_00]: I want to share with you.
28:57
[SPEAKER_00]: Well, I only get 30 seconds that you're attention.
28:59
[SPEAKER_00]: So I've got to invite you to that.
29:01
[SPEAKER_02]: see how it's it's a natural conversation i think i think your master is number one i'm i'm literally like is he real playing with me right now i think actually i'm responding but it's because you use the word you i think sometimes
29:17
[SPEAKER_02]: I'm doing it right now.
29:19
[SPEAKER_02]: Sometimes people will say the biggest mistake people make or like if your is fine but like you know business owners usually keep messing this up.
29:30
[SPEAKER_02]: It's like no use literally the word you and it also takes in knowing the person that you're actually supposed to help.
29:37
[SPEAKER_00]: This is part of what we share, teach, show, with entrepreneurial speaker.
29:43
[SPEAKER_00]: So we explain, you have to think about how is the person consuming the thing, so you think about their user experience.
29:50
[SPEAKER_00]: So I said, imagine a person's out-editor.
29:55
[SPEAKER_00]: That's one scenario, persons at church, persons in the waiting room, persons at a traffic light.
30:00
[SPEAKER_00]: How are they consuming it, tells you how to create it?
30:03
[SPEAKER_00]: So if you're not having a watch party with your content, who is y'all, it is one person on their private cellular device that is interacting alone.
30:16
[SPEAKER_00]: So how can you have a conversation, not content, a conversation with a person?
30:23
[SPEAKER_00]: And that's why if you notice my tonality when I was doing that piece, how it looks that it's all the things I would do if you and I was talking.
30:30
[SPEAKER_00]: Yeah.
30:32
[SPEAKER_00]: It's intentionally certain times stumbling over words because it's more native than natural and not reediting it because it makes it more conversational.
30:40
[SPEAKER_00]: So we call that comfort content.
30:43
[SPEAKER_00]: Comfort content, it is content that intentionally is not polished, that addresses certain things that, so if I'm using that up thinking that a person is going to be scrolling on their phone by themselves.
30:57
[SPEAKER_00]: They have text messages coming in, they're looking at still, oh man, oh that's dope.
31:02
[SPEAKER_00]: They're scrotin', so this is how I pitch it.
31:03
[SPEAKER_00]: I'm scrolling through Instagram, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man, oh man
31:16
[SPEAKER_00]: If I don't think about that, I'm going to act as if the person is just excited about it.
31:22
[SPEAKER_00]: So here's the frame.
31:24
[SPEAKER_00]: It's like going to the mall and the person tries to stop you to put all on your beard or clean your shoes.
31:29
[SPEAKER_00]: They are blocking the experience you went there for.
31:33
[SPEAKER_00]: You're not there for the shoe cleaner, you're not there for the beard person, although it has been official.
31:38
[SPEAKER_00]: You're a vendor booth that is blocking what they're there for.
31:41
[SPEAKER_00]: That's what we are when we run ads in the middle of a user platform that isn't there for us.
31:46
[SPEAKER_00]: And if you don't understand that, you have a sense of entrepreneurial entitlement that assumes because you spent money on ads that people should consume and be happy about it.
31:57
[SPEAKER_00]: So there has to be a approach to say, I earned the right to be paid by my ability to meet the
32:05
[SPEAKER_00]: Can I think about them?
32:07
[SPEAKER_00]: Can I understand them?
32:08
[SPEAKER_00]: Can I think on the other end of what would it take to get my money?
32:11
[SPEAKER_00]: What would it take to get my attention?
32:12
[SPEAKER_00]: Because truthfully, my attention is more valuable than my money.
32:15
[SPEAKER_00]: Attention is so expensive.
32:17
[SPEAKER_00]: You spend millions of dollars for a 30 second slot during the Super Bowl.
32:22
[SPEAKER_00]: Alright, so it's, if I'm thinking of that situationally, I don't approach videos and say people ask me all the time.
32:30
[SPEAKER_00]: Why doesn't that work?
32:31
[SPEAKER_00]: Because I don't know who those people are.
32:33
[SPEAKER_00]: If you say business owners, you've got to ask yourself, is that the best self I identify?
32:39
[SPEAKER_00]: Cause that's really what it's called.
32:40
[SPEAKER_00]: It's called a self I identify.
32:42
[SPEAKER_00]: Is it a business?
32:43
[SPEAKER_00]: What do I identify more with?
32:45
[SPEAKER_00]: A problem I face of frustration that I feel an emotional situation or my title.
32:50
[SPEAKER_00]: That tells me everything.
32:51
[SPEAKER_00]: Do I walk around with my mind saying, I'm a business owner.
32:55
[SPEAKER_02]: Maybe, but you all start walking around knowing you are a you.
32:58
[SPEAKER_00]: 100%.
32:59
[SPEAKER_00]: So it's a you and a you to this and bringing definition to it and wording and what is that called and why?
33:08
[SPEAKER_02]: In people's minds, they think if they just say you and they talk specific, if they talk in specificities that they're losing out when really you're actually driving at home.
33:20
[SPEAKER_00]: Now people are people are nosy.
33:21
[SPEAKER_00]: So if you even if you didn't add and said,
33:25
[SPEAKER_00]: don't tell anybody.
33:27
[SPEAKER_00]: This is only for people who make six figures.
33:29
[SPEAKER_00]: If you don't make six figures grow off, everybody that makes six figures is going to keep watching.
33:34
[SPEAKER_00]: I've noticed that the hardest thing is to hold the attention of people who don't want to make one money.
33:39
[SPEAKER_00]: So you can keep scrolling.
33:41
[SPEAKER_00]: That's a hook.
33:43
[SPEAKER_00]: So it's really reverse psychology, which even one of the things we teach in a web class, how you get people to stay to the end, is that same anchoring thing?
33:56
[SPEAKER_00]: Yep.
33:57
[SPEAKER_00]: I talked a lot about that.
33:58
[SPEAKER_02]: That's really good.
33:59
[SPEAKER_02]: Okay, so we talked about kind of how to title and frame your presentation, how to market it, where to host it?
34:09
[SPEAKER_02]: Yeah.
34:10
[SPEAKER_02]: you mentioned about like some of the biggest mistakes.
34:12
[SPEAKER_02]: Now like the actual presentation itself.
34:14
[SPEAKER_02]: Yeah.
34:15
[SPEAKER_02]: Well, like, well, can you just suggest as I was like a coach, like people would say, I'm not showing up if, if one person signs up.
34:23
[SPEAKER_00]: Yeah.
34:23
[SPEAKER_02]: Why should you show up to a event if you're the one person is going to show up?
34:28
[SPEAKER_00]: My rule is whether one or one million do it the same.
34:32
[SPEAKER_00]: Here's why.
34:34
[SPEAKER_00]: I think that you don't qualify for me.
34:37
[SPEAKER_00]: And the people, unless you have so to yourself, like for me, when I started, I was speaking to me.
34:45
[SPEAKER_00]: And I had to convince me.
34:46
[SPEAKER_00]: And I think it also helps you.
34:48
[SPEAKER_00]: That one to one gives you a lot more objections, allows you to opportunity to see can you hold that person tension.
34:53
[SPEAKER_00]: It actually does more for you than a larger group.
34:55
[SPEAKER_00]: where you can't clearly assess and my whole near attention, where it is on and out, so I watch the person's eyes on it.
35:01
[SPEAKER_00]: So I think it actually assists and helps you a whole lot more is really ego.
35:07
[SPEAKER_00]: You're thinking you earned something that you didn't, and ultimately, if only one person showed up, you might have a great presentation, but something else is broke, so it's a false signal for instance.
35:19
[SPEAKER_00]: So to that point, that false signal, it's like if your car keeps
35:25
[SPEAKER_00]: Something's wrong.
35:26
[SPEAKER_00]: You're not just going to keep driving in a sun dead.
35:29
[SPEAKER_00]: Well, it'll fix itself.
35:30
[SPEAKER_00]: And I think sometimes with business owners, there's something broken in the marketing, something broken in positioning, there's something wrong in the sales process.
35:37
[SPEAKER_00]: It could be that the offer is a flat.
35:39
[SPEAKER_00]: I got a client who had a slam dunk offer, but she would really try to sell it to people who were starting, but the people who really need little people who wanted to save on taxes, who had the money.
35:49
[SPEAKER_00]: So, she will realize, hey, so she's able to pay it from a $3,000 off until a $30,000 off her, and it was easier to sale.
35:57
[SPEAKER_02]: That's crazy.
35:58
[SPEAKER_00]: Right.
35:58
[SPEAKER_00]: So, it's just, yeah, it was a little bit.
36:00
[SPEAKER_02]: Yeah, so, you said, you know, there's some stuff that people should do in the first 15 minutes if they're presentation, what should those things be?
36:08
[SPEAKER_00]: So, biggest mistakes that people make is starting, well, let's start with the rule.
36:12
[SPEAKER_00]: Rule number one as soon as you start speaking, you're selling.
36:16
[SPEAKER_00]: I'm not talking about we're going to get started in a few minutes at wrong.
36:19
[SPEAKER_00]: It's only a few of us and I'm about to go, all right, asking what city and state they're from.
36:24
[SPEAKER_00]: That's not an anchor that will assist you in sales.
36:27
[SPEAKER_00]: You're actually wasting people's time.
36:28
[SPEAKER_00]: So why why would I need to know what city and state?
36:32
[SPEAKER_00]: Hey, tell me what's in his tail.
36:34
[SPEAKER_00]: Okay, California in the building.
36:36
[SPEAKER_02]: Don't get bro.
36:36
[SPEAKER_02]: I be doing this bro.
36:37
[SPEAKER_02]: All right, you're helping me.
36:38
[SPEAKER_02]: Sadie, I know we have only so much time.
36:43
[SPEAKER_02]: The words we use matter the most.
36:44
[SPEAKER_02]: Yeah.
36:45
[SPEAKER_02]: And the first thing you say matters.
36:47
[SPEAKER_02]: 100%.
36:48
[SPEAKER_00]: So the reason I tell people don't do cities, they say to someone, as soon as you start speaking, you are selling and no waste at words.
36:56
[SPEAKER_00]: So you are training people who are in the room to not pay attention in the first few moments, because everyone's not going to interact when people are coming and they don't feel like they miss something.
37:08
[SPEAKER_00]: There should be a feeling from the moment you begin that the people who are logging in late feel as if they miss something.
37:15
[SPEAKER_00]: So you are intentionally triggering, and the first 15 minutes, you are selling the belief that they need in order to buy.
37:22
[SPEAKER_00]: So if you believe that the belief that they need an order to buy is that your content can make you millions.
37:29
[SPEAKER_00]: What's our family?
37:29
[SPEAKER_00]: Can we do something really quick to everybody that's in here just drop in the chat?
37:33
[SPEAKER_00]: Because you go here this all night.
37:34
[SPEAKER_00]: My content can make me what?
37:36
[SPEAKER_00]: Millions.
37:37
[SPEAKER_00]: You now have a call and response which is your anchor throughout your entire presentation.
37:42
[SPEAKER_00]: So when you're transitioning from thought to thought throughout, that is your emotional call and response that allows you to create emotional momentum.
37:49
[SPEAKER_00]: If you go in the weeds and go logical,
37:51
[SPEAKER_00]: you're going to have to pull me out of logical brain into emotion and that's your anchor when you're starting.
37:56
[SPEAKER_00]: So imagine logging in five minutes late and the chat has all this in there.
38:01
[SPEAKER_00]: My content makes me miss.
38:03
[SPEAKER_00]: Sorry guys, I just logged in.
38:04
[SPEAKER_00]: What did I miss?
38:05
[SPEAKER_02]: That's so good.
38:06
[SPEAKER_02]: So this is good for life too.
38:10
[SPEAKER_00]: You sell the belief in the first 15, 15 minutes.
38:14
[SPEAKER_00]: So that looks different for everyone.
38:17
[SPEAKER_00]: I don't typically tell people to drop a one or a two.
38:20
[SPEAKER_00]: Here's why there's no self-identifiers around that.
38:22
[SPEAKER_00]: So the only reason they should drop a number is that that number identifies with an identity.
38:28
[SPEAKER_00]: Drop a one, if your goal is to get to, and I'll talk about that in a second.
38:33
[SPEAKER_00]: Drop a one, if your goal is to get to your first 10,000, and the next 30 days.
38:37
[SPEAKER_00]: Drop a two if you're at 10,000, looking to get the 50,000, drop a three if you're looking to get the six figures.
38:43
[SPEAKER_00]: All right, anybody above six figures, I want you to do something crazy for me.
38:48
[SPEAKER_00]: I want you to not drop a number at all, numbers, not your problem.
38:51
[SPEAKER_00]: Now, human human connection is conversation.
38:55
[SPEAKER_00]: So throughout this, I need everybody to remember their number.
38:58
[SPEAKER_00]: Let's practice really quick.
38:59
[SPEAKER_00]: When my ones, you now have a few things.
39:02
[SPEAKER_00]: You have the belief you began with and you have segmentation.
39:05
[SPEAKER_00]: Why do you need that?
39:06
[SPEAKER_00]: Because if nobody in that room drops anything other than the two, you now can point your content to two specific people.
39:13
[SPEAKER_00]: See what you have in the first 15 minutes, you have a belief that becomes your column response and emotional anchor.
39:18
[SPEAKER_00]: And you have self-identifiers that tells you who's in the room.
39:22
[SPEAKER_00]: So if I'm talking, I can say, now I'm going to share this really quick.
39:25
[SPEAKER_00]: This part right here is for my ones.
39:26
[SPEAKER_00]: Two is I'm going to come to you in one second.
39:28
[SPEAKER_00]: Y'all be patient.
39:30
[SPEAKER_00]: Yes.
39:31
[SPEAKER_02]: Can I break it a little bit?
39:33
[SPEAKER_02]: Let's say I got five people or three people on my call.
39:36
[SPEAKER_02]: Yep.
39:37
[SPEAKER_02]: Like, is it weird to talk like that with three people on the call?
39:40
[SPEAKER_00]: No.
39:41
[SPEAKER_00]: No.
39:42
[SPEAKER_00]: Here's why it still isn't.
39:45
[SPEAKER_00]: I probably would divide it into two things.
39:48
[SPEAKER_00]: I still need a self-identifier because without that I can't sell.
39:52
[SPEAKER_00]: I still need a belief.
39:53
[SPEAKER_00]: What I probably would do is change it immediately and say, hey, I want to do something really special.
39:59
[SPEAKER_00]: How many of y'all this is your first time being on a web class or anything like this?
40:03
[SPEAKER_00]: Can we make this feel like we're just sitting around a dinner table?
40:06
[SPEAKER_00]: I want everybody to unmute really quick.
40:08
[SPEAKER_00]: You still are breaking the belief and breaking whatever they're used to that now creates the room.
40:14
[SPEAKER_00]: So you have to set the temperature of the room that feels like something other than that.
40:19
[SPEAKER_00]: Clear as well.
40:20
[SPEAKER_00]: You're probably the fifth person they heard on a zone this week.
40:24
[SPEAKER_00]: How do I end a moment?
40:29
[SPEAKER_00]: Yeah, they're dating you and everybody else to figure out who should they and business the highest form of commitment and a dating relationship is marriage.
40:38
[SPEAKER_00]: High form of commitment or intimacy and a business relationship is a person giving you their money.
40:43
[SPEAKER_00]: So how, if I'm on this date with this person, what needs to be in place for them to feel comfortable and to create the environment that makes them say, yes, to give you their hand in business.
40:53
[SPEAKER_00]: Great.
40:54
[SPEAKER_00]: So 100% sell the belief, the way you think about this, what does a person have to believe in order to make a decision about from you?
41:02
[SPEAKER_00]: And those, for 15 minutes, if you have nothing in there to do with it, this is before teaching.
41:07
[SPEAKER_00]: So why we don't even start with,
41:10
[SPEAKER_00]: We don't even start with story unless the story is tied into a problem that you overcame, right?
41:18
[SPEAKER_00]: So it becomes, and I'll even talk about how to do the story.
41:21
[SPEAKER_00]: So that's what we doing in the first 15, that's selling the belief, getting them to self-identify.
41:27
[SPEAKER_00]: So you know exactly who's in the room, and you'll keep doing self-identifiers throughout as people are logging in.
41:32
[SPEAKER_00]: Yeah, that's good.
41:32
[SPEAKER_00]: There should be something they're dropping in the chat.
41:34
[SPEAKER_00]: If you have a system or somebody that works with you,
41:37
[SPEAKER_00]: I would suggest creating even if you don't use pile points a slide if you're just logging in comment blank something they comment that chat should have words in in the first few minutes.
41:48
[SPEAKER_00]: As soon as people come in that becomes your call and response anchor.
41:51
[SPEAKER_02]: Yeah, I found an underrated.
41:53
[SPEAKER_02]: digital real estate that's not underutilized and underrated underutilized is like even just a countdown.
42:01
[SPEAKER_02]: I give a countdown that maybe ends a minute after the web class is supposed to start, but that 60 seconds visually.
42:09
[SPEAKER_02]: Yeah.
42:09
[SPEAKER_02]: Even the the the music choice we use like it sets the tone.
42:13
[SPEAKER_02]: I think I think what we're talking about is creating our good culture.
42:17
[SPEAKER_02]: Yeah.
42:18
[SPEAKER_02]: For the teaching.
42:19
[SPEAKER_00]: Yeah, we call a set in temperature and that temperature
42:25
[SPEAKER_00]: No matter who you are, the hardest, the most turbulence, how you that were, the most turbulence is two spots of a web class or a sales presentation.
42:36
[SPEAKER_00]: It's the first three minutes when they're just starting because you're trying to get comfortable and it's the transition from teaching to presentation of the offer.
42:44
[SPEAKER_00]: So you should already know what you're going to say in those first few minutes, so you're not stumbling a bump in other words.
42:48
[SPEAKER_00]: So you ought to come in hot, that's setting the temp, what temperature do you need, not the
42:54
[SPEAKER_00]: So if you know you are, I may conversational communicator.
42:59
[SPEAKER_00]: I am not a stare at myself.
43:01
[SPEAKER_00]: So I know that about myself.
43:02
[SPEAKER_00]: So I have to set a temperature that lets you know right away.
43:06
[SPEAKER_00]: You have to talk back to me.
43:07
[SPEAKER_00]: I have to set a temperature where you can't be in any room with me with a black screen.
43:12
[SPEAKER_00]: If you're in a zone with me on a black screen, my team is trained to send you three messages and remove you from it.
43:24
[SPEAKER_00]: Yeah, because you want the information and in order for me to give it to you in the best possible place, I got to make sure the temperature is set for that.
43:33
[SPEAKER_00]: So I'm very clear on that.
43:34
[SPEAKER_00]: So that's that's some of the first 15 minutes.
43:38
[SPEAKER_00]: If you're transitioning, you're not teaching it.
43:40
[SPEAKER_00]: You're selling belief.
43:41
[SPEAKER_00]: So parts of the way you sell to belief, I don't think they're traditional storytelling a little about me works.
43:48
[SPEAKER_00]: I think you find the vital signs drop a little bit when people zone out.
43:53
[SPEAKER_00]: So I think you wrap the story into more of a brand story which sounds like the set of a little about me inspiring moment.
44:01
[SPEAKER_00]: It's the moment that you saw something that inspired you to now do what you're doing now.
44:07
[SPEAKER_00]: So it's, and I didn't think I would do it as I'm sitting in the back of a church in the video room and I'm myself just watching them like, man, I wonder why
44:18
[SPEAKER_00]: You're bringing them into that here's why because one of the questions on a person's head and the first few men as the sales of belief is are you like me?
44:26
[SPEAKER_00]: Yes That builds no that's gonna build trust.
44:30
[SPEAKER_02]: That's gonna be a like that makes the teaching segment stick It's good So yeah my version of that is like I'll do You know, what are your content goals this year to throw it in the chat no wrong answers love it and people are like
44:44
[SPEAKER_02]: 100,000 subscribers, you know, 100K and revenue, launching Micah, like they're all that stuff.
44:50
[SPEAKER_02]: And then I follow up question is, why, like, why do you want those subscribers?
44:54
[SPEAKER_02]: Why do you want those leads?
44:55
[SPEAKER_02]: Why do you want to build your business?
44:57
[SPEAKER_02]: And then I go into a photo with my family.
44:59
[SPEAKER_02]: And like, here's my why.
45:00
[SPEAKER_02]: Love it.
45:01
[SPEAKER_02]: And then just kind of like, you know, I'm a family man, you know, I love my providing, it's why I work hard.
45:05
[SPEAKER_02]: And that's my way of doing that.
45:07
[SPEAKER_02]: Just, you know, I love it.
45:08
[SPEAKER_02]: Anyway, I can steal it, steal it if you want it.
45:11
[SPEAKER_02]: I love it.
45:12
[SPEAKER_02]: Okay, 15 minutes, now we're, what, now we're, are you big on like doing that whole like as for permission upfront like, hey, yeah, let's make a deal or if I do my part 100% so my, I tell every person I work with don't lot don't steal.
45:29
[SPEAKER_00]: there should be ethical selling.
45:30
[SPEAKER_00]: Here's why one of the only reasons I'm still in the coaching space is one of my goals is to bring integrity back to the coaching space.
45:39
[SPEAKER_00]: So on the other end of every transaction is someone's mother, someone's brother, someone's sister, someone's aunt.
45:45
[SPEAKER_00]: So as you're a selling, if your intention is off, how would you feel if someone else at the same time is selling to your mom that way?
45:52
[SPEAKER_00]: So the reason that you have to approach it, and it shouldn't just be tactic, it should be genuine, where you're telling them the reason you're doing this.
46:02
[SPEAKER_00]: So we give a script for this for our clients.
46:06
[SPEAKER_00]: You're your big three.
46:08
[SPEAKER_00]: So mine is, is it okay if I tell you, why would someone like me who has four businesses, multiple employees, and all four businesses generate seven figures a year?
46:22
[SPEAKER_00]: Wait, we got a leased address this.
46:23
[SPEAKER_00]: Yeah, am I just feeling drop it?
46:26
[SPEAKER_00]: Okay.
46:26
[SPEAKER_00]: Well, I already have an adult scholarship where we give away $1,000 a month.
46:30
[SPEAKER_00]: In the month of December, we give away $4,000 a $1,000 a week.
46:34
[SPEAKER_00]: So it can't just be philanthropy.
46:37
[SPEAKER_00]: There are three reasons I'm doing this.
46:38
[SPEAKER_00]: I want you guys to write it down.
46:39
[SPEAKER_00]: Hold me accountable to this.
46:40
[SPEAKER_00]: Before we're done, I want you to make sure I do all three.
46:43
[SPEAKER_00]: Is that okay with everybody?
46:46
[SPEAKER_00]: You're not responding, yes?
46:47
[SPEAKER_00]: No.
46:48
[SPEAKER_00]: I'm training you to temperature as I'm not asking any generic questions.
46:52
[SPEAKER_00]: Number one, I wanna show you what I'm doing to actually make money in my business.
46:58
[SPEAKER_00]: Have you ever noticed that people teach you and tell you everything except what they do to make money?
47:03
[SPEAKER_00]: Is it okay if I share that with you what I'm doing to make money in my business?
47:07
[SPEAKER_00]: Drop yes in the chest.
47:08
[SPEAKER_00]: Okay.
47:08
[SPEAKER_00]: Number two, to show you what I'm doing for my clients, I go right into a client store.
47:15
[SPEAKER_00]: So client one, which is normally the avatar based on the segmentation they gave me earlier.
47:20
[SPEAKER_00]: client one who was not a coach.
47:23
[SPEAKER_00]: She's an attorney who was adding on.
47:26
[SPEAKER_00]: She realized people were asking her questions for services.
47:28
[SPEAKER_00]: She didn't provide in her practice anymore.
47:30
[SPEAKER_00]: So she said, well, what if I created some way to serve that group of people, but I can only do it once a month?
47:36
[SPEAKER_00]: She's not a full-time coach.
47:37
[SPEAKER_00]: She's an attorney.
47:38
[SPEAKER_00]: We created for her.
47:39
[SPEAKER_00]: She does a web class once a month on a Saturday.
47:43
[SPEAKER_00]: She enrolls people at $5,000 all the way hers is she didn't wasn't comfortable selling she does a web class to an application to speak with her on an application to speak where it's a small group.
47:54
[SPEAKER_00]: So on currently, you know how you can set the number and say 10 people can register, et cetera.
47:58
[SPEAKER_00]: It's a group enrollment call on the back end of the web.
48:01
[SPEAKER_02]: So her is very seamless sign of 5K offer off of a web
48:04
[SPEAKER_00]: So she does well-class, teach you on it and to you sign up to go through the program for to explain what it is and on there she's L.G.
48:12
[SPEAKER_00]: and that's it.
48:13
[SPEAKER_00]: This is a, she does one hour and then the other one is about 30 to 45 minutes.
48:18
[SPEAKER_00]: So that's an hour and 45 minutes once a month, her first one, she says she signed seven people up at 35,000 sheep and one and right under 90 days, she crossed six figures as something she's doing on the side.
48:30
[SPEAKER_00]: So this is for people who some of you, how many of you, you
48:34
[SPEAKER_00]: and your mind you cringe thinking about coaches.
48:36
[SPEAKER_00]: Like, ah, look, see what's happening.
48:40
[SPEAKER_00]: It's the person who says, I'm this, I'm not that.
48:44
[SPEAKER_00]: So, what number two, what we're doing for our clients, is that number three, if I'm going to show you what I'm doing in my business and make money, what I'm doing for my clients, is it fair for me to extend an opportunity to help you do the thing I'm doing for myself and doing for my clients, now I anchor it into reason and logic.
49:06
[SPEAKER_00]: could you imagine going to a restaurant that all they let you do is taste test the food and they won't sell it to you because they say we don't want you to think we want your money.
49:14
[SPEAKER_00]: That'll be weird.
49:15
[SPEAKER_02]: That's really good.
49:15
[SPEAKER_00]: Wouldn't it be weird?
49:17
[SPEAKER_00]: Really?
49:17
[SPEAKER_00]: Oh my god this shrimp is good.
49:19
[SPEAKER_00]: Can I have some more unfortunately we only do taste test?
49:22
[SPEAKER_00]: Wouldn't it be wrong when I've been in business of 15 years and I've helped thousands at this point be able to generate revenue.
49:30
[SPEAKER_00]: Wouldn't it be wrong to not make that available for those of you who want it?
49:34
[SPEAKER_00]: So can y'all hold me accountable to those three?
49:38
[SPEAKER_00]: That's how it went.
49:38
[SPEAKER_02]: Crazy.
49:39
[SPEAKER_02]: And then the barriers broke in.
49:41
[SPEAKER_02]: And in the world of sales, it's you're you're getting yeses.
49:46
[SPEAKER_02]: Like,
49:47
[SPEAKER_02]: And but it's it's our job to draw those yeses out from people.
49:51
[SPEAKER_02]: I think about shopping high end when you go into a high end store.
49:55
[SPEAKER_02]: You're just browsing.
49:56
[SPEAKER_02]: Yeah, but they don't ask you.
49:57
[SPEAKER_02]: Are you looking for something in particular?
49:59
[SPEAKER_02]: Because if you go to HNN, they ask you that.
50:01
[SPEAKER_00]: Yeah.
50:01
[SPEAKER_02]: And because the answer is no every time.
50:04
[SPEAKER_02]: Like literally you're getting a no out of somebody who's walking into a space.
50:08
[SPEAKER_02]: They ask you, would you like some water or sparkling water or still water?
50:13
[SPEAKER_03]: Yeah.
50:14
[SPEAKER_02]: And I'll take us sparkling.
50:15
[SPEAKER_02]: They just got a yes from you.
50:16
[SPEAKER_02]: Yeah.
50:18
[SPEAKER_02]: And I'm just learning that even in the online space.
50:20
[SPEAKER_02]: It's still the psychology of it still matters.
50:23
[SPEAKER_00]: So 100.
50:25
[SPEAKER_00]: That and for me, this is just might not match everybody.
50:29
[SPEAKER_00]: I pray before I do these things, here's what.
50:33
[SPEAKER_00]: I am using a gift and my prayer similar.
50:35
[SPEAKER_00]: God, I'm about to use a gift you gave me to serve your most prized possession, your people.
50:42
[SPEAKER_00]: I cannot take a gift that I've been given and you're using it as God to help me steal.
50:49
[SPEAKER_00]: There has to be a level of emotional connection, not just to the outcome.
50:56
[SPEAKER_00]: Like, it has to be that I genuinely care.
50:58
[SPEAKER_00]: How do I show off for these people?
50:59
[SPEAKER_00]: So when I'm saying that part of it, it's true.
51:03
[SPEAKER_00]: Yeah.
51:03
[SPEAKER_00]: It frees me.
51:04
[SPEAKER_00]: It takes away nervousness for me.
51:06
[SPEAKER_00]: It takes away, hey, here's my real intention.
51:09
[SPEAKER_00]: I'm going to tell you what I'm doing in my business.
51:11
[SPEAKER_00]: It's true.
51:11
[SPEAKER_00]: Like right now, we give our clients a script for everything.
51:15
[SPEAKER_00]: So if they're doing a challenge, they get a script of what to do the emails, everything.
51:20
[SPEAKER_00]: They're doing a web class.
51:21
[SPEAKER_00]: It is an entire cheat sheet, and then we customize it, and then we do scale labs, which is where you can take any section of the web class and scale lab as you practice section one.
51:32
[SPEAKER_00]: You practice transition to your clothes.
51:33
[SPEAKER_00]: You practice pitching.
51:35
[SPEAKER_03]: So, yeah.
51:35
[SPEAKER_00]: Film sessions where we watch you do it.
51:37
[SPEAKER_00]: I will do co-working sessions, co-working sessions, you and a group of people are working through those things and we play a game called Take My Money, where the Rome can say, bro, that's all I'm clear, I would love.
51:49
[SPEAKER_00]: That's the best, the reason I'm doing it, you're trying to get nervous system.
51:52
[SPEAKER_00]: If you're nervous system is thrown off, you get nervous, and it shits down, neuro-pathways, you know, chemicals, aerotonin, dopamine, oxygen, so if it shits it down and cortisol increases, you can't think clearly you wonder why you stumbled over your words, having dull segments and even having to sell in the belief in the story and what you're going to say.
52:12
[SPEAKER_00]: stops and trains the nervous system and allows you to opportunity because in your head some people here know before even as for yes and the whole time you know you sell it and you think man, okay, yeah, no, be Be honest with people truth that leaves the heart reaches the heart like so that segment if Don correctly some people are gonna copy that word for word and it might not land here's why it's gonna be so disingenuous
52:39
[SPEAKER_00]: Whatever is genuine for you, that's what you place there in that transition and if you do it correctly, you can go right into, I think your origin or brand story, but that story should have segments of the way that I tell people to tell it.
52:58
[SPEAKER_00]: inspire a moment go gap so what was inspired moment to got you started what was the goal you had in mind but what was the gap that kept you from it so and I remember seeing like this is the true story remember being in San Diego, California I don't say names on here but there were people it was my first time seeing somebody making a million from stage they did a tour during the summer in person event and they made a million dollars per tour stop just ads
53:28
[SPEAKER_00]: So it was Billy a building out your whole coaching business situation for you, but VAs did it, so they only worked from June to about August and from September on to the following year, they didn't work, they didn't do anything.
53:42
[SPEAKER_00]: I was like, what are they buying again?
53:45
[SPEAKER_00]: And I'm watching it, I'm like, okay, they ended up asking me to speak.
53:50
[SPEAKER_00]: And I noticed something.
53:52
[SPEAKER_00]: They let me open and speak and enclose.
53:54
[SPEAKER_00]: And whenever I would do it, I didn't realize I was doing a pre-pitch and a repitch.
53:58
[SPEAKER_00]: They would come up with some people to a wrong.
53:59
[SPEAKER_00]: They told me if I ever got really good at this, I would make a whole lot of money.
54:03
[SPEAKER_00]: The only issue was I had nothing to sell.
54:05
[SPEAKER_00]: And I'm like, well, I don't know what I'm doing.
54:07
[SPEAKER_00]: I naturally had a gift that I didn't know at a package.
54:10
[SPEAKER_00]: I had a $20 book, so I didn't know what to sell.
54:12
[SPEAKER_00]: Who to sell it to?
54:13
[SPEAKER_00]: How to sell it?
54:14
[SPEAKER_00]: How to launch it?
54:14
[SPEAKER_00]: I had all these quotes that we were doing.
54:16
[SPEAKER_00]: inspiring moment, my goal.
54:19
[SPEAKER_00]: I would love to do that and make money, my gap.
54:21
[SPEAKER_00]: Listen to the questions.
54:22
[SPEAKER_00]: I didn't know what to say or who to sell it to.
54:24
[SPEAKER_00]: How to sell it?
54:24
[SPEAKER_00]: That's probably going to be what I'm going to be doing the teaching.
54:27
[SPEAKER_00]: I just inserted the questions that they have that I'm going to answer when I transition the teach.
54:32
[SPEAKER_02]: Fire.
54:33
[SPEAKER_00]: Yeah.
54:33
[SPEAKER_02]: So good.
54:34
[SPEAKER_02]: So then you're just getting to those points.
54:39
[SPEAKER_02]: Let's just
54:43
[SPEAKER_00]: Is there just, could you break down like, uh, your process or framework for just everything, the G. Yeah, just, if you're teaching, I think you're, uh, I know some people say three secrets or three strategies, it should answer three questions, why you, why it, meaning the method you use and why now.
55:05
[SPEAKER_00]: So why you, this anchors,
55:08
[SPEAKER_00]: Some say, how you learned it, how you earned it, mistakes you made, what you did wrong, what you did right, what you would do different.
55:15
[SPEAKER_00]: That's why you, right?
55:16
[SPEAKER_00]: It's why do you care about help me start a podcast?
55:19
[SPEAKER_00]: Why do you care that I create content?
55:20
[SPEAKER_00]: Omar, why do you care that we start a YouTube?
55:22
[SPEAKER_00]: Why do you care about brand?
55:23
[SPEAKER_00]: Why do you care about me?
55:25
[SPEAKER_00]: So why you?
55:26
[SPEAKER_00]: This is normally, this introduces your method.
55:29
[SPEAKER_00]: How do you see the world through the glasses you see them?
55:32
[SPEAKER_00]: I believe that everything in your life and your business get better when you get better at words.
55:35
[SPEAKER_00]: I believe that.
55:36
[SPEAKER_00]: I believe that you can't sell a course forever.
55:38
[SPEAKER_00]: You can speak until the day you die.
55:40
[SPEAKER_00]: I believe that speaking is the greatest creation so much so that God could have made Jesus do any industry.
55:47
[SPEAKER_00]: But when he got rid of the saved the world, he made him a speaker.
55:50
[SPEAKER_00]: Because speaking is a spiritual transfer.
55:53
[SPEAKER_00]: It's how you transfer energy, belief, ideas, transformation, at the end of every war, somebody sits down and talks.
56:00
[SPEAKER_00]: And there is no life change without a communication change.
56:04
[SPEAKER_00]: That's my core belief.
56:05
[SPEAKER_00]: Now we have an anchor statement.
56:08
[SPEAKER_00]: It when done correctly in business, nothing scales a business nor grows a brand faster than speaking.
56:14
[SPEAKER_00]: I can get on one podcast, have a 45 minute conversation, and thousands of people that didn't know me would know me, like me trust me, follow me and possibly buy from me in 45 minutes.
56:25
[SPEAKER_00]: I can get on a stage, let's use invest fist, I spoke in front of 25,000 people.
56:30
[SPEAKER_00]: We got 13,000 leads.
56:32
[SPEAKER_00]: If 10% of those people bought from me, and I have a $10,000 offer, that would mean I made six figures from a 15 minute presentation.
56:41
[SPEAKER_00]: If you start speaking and you're not even good, your entry level speaking fee, you're getting paid to come talk about what you do for business to solicit leads, clients, customers, and trusts.
56:52
[SPEAKER_00]: That's why you, right?
56:54
[SPEAKER_00]: It's explaining my core belief about communication and speaking, nothing helps people, nothing helps people like speaking of the hurts people like speaking, nothing hurts a business worse than speaking, right?
57:07
[SPEAKER_00]: So you see how we're in the core of what I believe about this thing.
57:11
[SPEAKER_00]: Now, how many of you believe?
57:13
[SPEAKER_00]: If I were invite you to speak on my podcast, you would say yes.
57:18
[SPEAKER_00]: Why?
57:18
[SPEAKER_00]: Do you just want to be on a podcast?
57:19
[SPEAKER_00]: Or do you want to be on a podcast for the purpose of growing your brand, growing your abilities and growing your revenue?
57:25
[SPEAKER_00]: Over the next few minutes, I want to break down for you how to speak to grow your brand, how to speak to grow your business, and how to speak to grow your bank account.
57:33
[SPEAKER_00]: Now, this is not motivational speaking.
57:36
[SPEAKER_00]: This is not TED talks.
57:37
[SPEAKER_00]: This is not public speaking.
57:39
[SPEAKER_00]: This is specifically for business owners and entrepreneurs who are going to use speaking as a brand growth and a business scaling system.
57:47
[SPEAKER_00]: Are y'all here for that?
57:49
[SPEAKER_00]: You see, we're in.
57:51
[SPEAKER_00]: It's so good.
57:52
[SPEAKER_00]: And it's not worth a word.
57:54
[SPEAKER_00]: I just thought, like, it's core thoughts, core beliefs.
57:58
[SPEAKER_00]: So the teach whatever you want, but answer the questions.
58:02
[SPEAKER_00]: The best teaching or guitar teaches the answers.
58:04
[SPEAKER_00]: Questions, I believe that's why whenever Jesus taught a principle, he led with question, then went with story, right?
58:10
[SPEAKER_00]: So it's, why you teach whatever you want, but it should answer that.
58:14
[SPEAKER_00]: Why it, the method that you have.
58:16
[SPEAKER_00]: right?
58:17
[SPEAKER_00]: Yep.
58:18
[SPEAKER_00]: And then why now?
58:20
[SPEAKER_00]: So if you're saying, hey, why now?
58:24
[SPEAKER_00]: I can show people anything you're going to do in the online space is nothing more than speaking assets.
58:31
[SPEAKER_00]: The content you create is micro speeches.
58:35
[SPEAKER_00]: The ad that you run is a 60 second or less micro speech.
58:38
[SPEAKER_00]: The page they go to website
58:45
[SPEAKER_00]: The presentation they come to is a presentation and then when they sign up for your coaching program is weekly presentations.
58:51
[SPEAKER_00]: And the person believes that they should improve as they should emits the algorithm, but they never fix the one thing that changes everything, speaking.
58:58
[SPEAKER_02]: Jay, that was better.
59:02
[SPEAKER_02]: So they were like, in low-air class right now.
59:06
[SPEAKER_00]: But that's explaining why it is the thing you can do forever.
59:11
[SPEAKER_00]: We met at a conference, or at an event where you were doing what speaking, majority of my relationships have came from something that I was invited to talk about the thing I do for business.
59:23
[SPEAKER_00]: As a duck, like just imagine, bro, getting paid to come on people's podcast or their shell to talk about the thing you do for business that generates you more business.
59:33
[SPEAKER_02]: It's crazy.
59:34
[SPEAKER_00]: I wouldn't do anything else.
59:35
[SPEAKER_02]: Yeah.
59:37
[SPEAKER_02]: Now people are sold on the idea of speaking and QR code on screen.
59:40
[SPEAKER_00]: And they know it's not motivational speaking, it's not TED talks, it's not known.
59:45
[SPEAKER_00]: I entrepreneur speaker was birth because I saw nothing that taught speaking from the vantage point of for business owners.
59:53
[SPEAKER_00]: It was always, oh, public speaking, stage fright.
59:56
[SPEAKER_00]: It was that it was no psychology of sales.
59:58
[SPEAKER_00]: There was no neuro marketing.
1:00:01
[SPEAKER_00]: There was no sales psychology stories that sales.
1:00:05
[SPEAKER_00]: So we give, we give our clients what we call a story fridge.
1:00:09
[SPEAKER_00]: It's 20 stories and it tells you when to use them and why.
1:00:12
[SPEAKER_00]: So if you're telling the story of Apple, here's what this does to a person when they hear this.
1:00:18
[SPEAKER_00]: Here's the four ways you tell a story, person, place, person, place, principle perspective.
1:00:25
[SPEAKER_00]: Yeah.
1:00:26
[SPEAKER_00]: Because that's how the human brain remembers it.
1:00:28
[SPEAKER_00]: Oh, Mar, you remember when was that Neil House?
1:00:30
[SPEAKER_00]: Me and you and Neil is the person in the place.
1:00:34
[SPEAKER_00]: Now you're waiting to hear what was the thing?
1:00:37
[SPEAKER_00]: What what about it?
1:00:39
[SPEAKER_00]: Yeah.
1:00:39
[SPEAKER_00]: The principal or the prevailing pilot remember, and then you flip it to see if a person's perspective was shifted by it.
1:00:47
[SPEAKER_02]: Yeah.
1:00:47
[SPEAKER_02]: Something I found with the like, uh, you said, why you?
1:00:51
[SPEAKER_00]: Yeah.
1:00:52
[SPEAKER_02]: We're like, why you happens even when you share someone else's story.
1:00:57
[SPEAKER_00]: Yeah.
1:00:58
[SPEAKER_02]: Because that someone else is them represented.
1:01:00
[SPEAKER_02]: 100%.
1:01:01
[SPEAKER_02]: I want people to know that, like, uh, you know, when you address the person, you could address the person by addressing someone else.
1:01:07
[SPEAKER_00]: That represents other people one one hunt and that works better because sales resistance as low You know when if you're referencing you you Even frying word for that like we teach I you we them right so Some aspect of something about this client is he was Dean right he was in doing real estate for 40 for two years 20 years By the yeah, and then was the next word
1:01:35
[SPEAKER_00]: So you have you have a notice, so you have you have a notice how you have a felt.
1:01:40
[SPEAKER_00]: So now you're going to sense a relanguage.
1:01:42
[SPEAKER_00]: Have you ever noticed you take them to a moment in their life.
1:01:45
[SPEAKER_00]: So now they're mentally interacting.
1:01:48
[SPEAKER_00]: Have you ever noticed like, who remembers when everyone did his one restaurant, because TGI Friday is they bring the thing out and it's like this sizzling stuff on a skillet.
1:01:56
[SPEAKER_00]: They're going back to a moment of their life in nostalgia.
1:02:00
[SPEAKER_02]: Yep.
1:02:01
[SPEAKER_00]: They're waiting on the principle of this thing.
1:02:04
[SPEAKER_00]: that.
1:02:04
[SPEAKER_00]: So once you dealt with that aspect of the you, now it's we.
1:02:09
[SPEAKER_00]: What is the connection between you and I this universal truth?
1:02:12
[SPEAKER_00]: There's human, human interaction and connection that now connects our heart and you can't argue with that truth.
1:02:19
[SPEAKER_00]: down on you got an aspect of there's always going to be a villain that's them over there.
1:02:25
[SPEAKER_00]: That group of people who believes this have you ever noticed that there is a group of people who always feels like helping someone means taking from you or this isn't it's have you ever noticed that people enjoy leaving you lost.
1:02:40
[SPEAKER_00]: or I teach my clients, how to make sure that you've never lose money with coaching, if any time you ask a specific question, a person turns into a motivational speaker, it's because they don't want to help you.
1:02:53
[SPEAKER_00]: So have you ever noticed that you'll ask a question like, hey, how do I increase my views on my YouTube?
1:02:57
[SPEAKER_00]: And a person will say, hey, just gotta keep showing up.
1:03:00
[SPEAKER_00]: That's part of the answer, but what if I'm showing up in my getting views?
1:03:03
[SPEAKER_03]: Yeah.
1:03:04
[SPEAKER_00]: See, I'm determined to never leave you guys that way.
1:03:11
[SPEAKER_00]: You deserve better than that than someone to just give you a checklist of things to do without a strategy of how to do it.
1:03:16
[SPEAKER_00]: So is it okay if we say, okay, all right, so it's okay if we, we're gonna make sure that everybody say this isn't that, we're not them.
1:03:27
[SPEAKER_00]: That's gonna have you here for 90 minutes just hearing about me and not having anything that you can do.
1:03:31
[SPEAKER_00]: Boom.
1:03:32
[SPEAKER_02]: Yeah.
1:03:33
[SPEAKER_00]: And it's a loop.
1:03:34
[SPEAKER_02]: Yeah, and I think people, you clicked on this podcast because of the way we package it, but you're like, shoot me, and I got to get better at talking.
1:03:42
[SPEAKER_02]: I got to start building out these stories.
1:03:44
[SPEAKER_02]: I got to start documenting my client wins.
1:03:48
[SPEAKER_02]: And yes, the answer is yes to all these things.
1:03:52
[SPEAKER_02]: There is something we say a lot of times, like one of the biggest reasons why
1:03:57
[SPEAKER_02]: people don't stick around is because we're overteaching on these things.
1:04:02
[SPEAKER_02]: Yes.
1:04:02
[SPEAKER_02]: You overteach and like let me define that.
1:04:05
[SPEAKER_02]: Overteaching is not you know giving it all away because and I'm and I'm not even saying gatekeep.
1:04:13
[SPEAKER_02]: Yeah.
1:04:13
[SPEAKER_02]: That's what's funny.
1:04:14
[SPEAKER_02]: It's like people think, well, I don't want to gatekeep.
1:04:16
[SPEAKER_02]: I want to yeah, don't gatekeep.
1:04:18
[SPEAKER_02]: But if you understand the human nature for learning, is that when you start getting into the weeds of things, because you're overtaking and some people say over-delivering, it opens up a can of worms that actually leaves them more messed up than before they even ever came.
1:04:35
[SPEAKER_00]: Yeah.
1:04:36
[SPEAKER_02]: So how do you self identify that?
1:04:38
[SPEAKER_02]: I'm like, you know, I am overtaking and how do you scale it back?
1:04:42
[SPEAKER_00]: Well, I'll say first and foremost, for some people, that's a nervous response.
1:04:46
[SPEAKER_00]: Whenever they get nervous, they think the solution to nervousness is just, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah, blah
1:05:10
[SPEAKER_00]: Why is another one two minutes?
1:05:12
[SPEAKER_00]: He said because I said all I need to say When you approach a teaching point, they don't all have to have three points five points What do you need to say in order to get your point across?
1:05:24
[SPEAKER_00]: What stories do you need to say that supports it?
1:05:27
[SPEAKER_00]: So a framework.
1:05:28
[SPEAKER_00]: I only teach a framework
1:05:31
[SPEAKER_00]: I think what works well, statement.
1:05:34
[SPEAKER_00]: What is a statement that anchors the overall thought?
1:05:37
[SPEAKER_00]: So I call it a shareable statement.
1:05:39
[SPEAKER_00]: Clear communication comes from a clear mind and a confused mind always rambles.
1:05:43
[SPEAKER_00]: I'm going to say again, clear communication comes from a clear and I'm going to slow down mind and a confused mind always rambles.
1:05:50
[SPEAKER_00]: Everybody write this in the check.
1:05:50
[SPEAKER_00]: Clear communication comes from a clear what mind and a confused mind always what rambles.
1:05:56
[SPEAKER_00]: Just like that, you know the lyrics to the song, that's the anchor and statement.
1:06:00
[SPEAKER_00]: Now, I have the statement, what is the system?
1:06:04
[SPEAKER_00]: So, I want to show you how to get clear in your mind system.
1:06:09
[SPEAKER_00]: So, from statement, which anchors the whole thing to the system, how to get clear in your mind.
1:06:16
[SPEAKER_00]: From the system, here's the steps.
1:06:19
[SPEAKER_00]: Here are the steps to get clear in your mind and from the steps.
1:06:22
[SPEAKER_00]: Here's the social proof of what this looks like.
1:06:25
[SPEAKER_00]: Here's what Dawn looks like.
1:06:27
[SPEAKER_00]: Someone else, me, you.
1:06:29
[SPEAKER_00]: Here's what this looks like.
1:06:31
[SPEAKER_00]: And then from those steps, there should be a shareable loop meaning that a person is able to give you some level of feedback from that, or excuse me, our success picture, I'm sorry.
1:06:41
[SPEAKER_00]: That last part is the success picture.
1:06:42
[SPEAKER_00]: So,
1:06:43
[SPEAKER_00]: Why should you have this?
1:06:44
[SPEAKER_00]: Can everybody see how this can help you?
1:06:47
[SPEAKER_00]: What does this do for me?
1:06:48
[SPEAKER_00]: So, statement, click a indicates you come from a clear mind and confuse mind always rambles.
1:06:52
[SPEAKER_00]: So, I want to show you the system of how to get clear in your mind.
1:06:56
[SPEAKER_00]: Steps, what are the steps to get in clear?
1:06:59
[SPEAKER_00]: And I'll walk them through that.
1:07:01
[SPEAKER_00]: One of the steps of getting clear is to fail your fridge, which is a concept we teach.
1:07:06
[SPEAKER_00]: If you've noticed we've been on here for, I don't know how long now.
1:07:09
[SPEAKER_00]: There are no arms, no arms, no pauses, and every question you ask me, I can lean on a framework and walk you step by step.
1:07:15
[SPEAKER_00]: I'm pulling it out of my fridge.
1:07:17
[SPEAKER_00]: These are categories from web classes, to speaking, speaking, the sale, to mistakes.
1:07:23
[SPEAKER_02]: Who is the person that showed you that or told or like, you were like, oh, dude, I need to like create my arsenal of frameworks.
1:07:31
[SPEAKER_02]: You're like everything changed for me when I started.
1:07:34
[SPEAKER_02]: It's crazy how it does that.
1:07:35
[SPEAKER_00]: I don't remember a person.
1:07:37
[SPEAKER_00]: I think burnout and failure forced it.
1:07:42
[SPEAKER_00]: I was fortunate that I had 25, a lot of 2015 when my first book came out.
1:07:48
[SPEAKER_00]: So about 2016, I spoke a whole lot, like multiple country spoke.
1:07:53
[SPEAKER_00]: Then I had a year that I spoke 200, sometimes in a year.
1:07:57
[SPEAKER_00]: This year, we just crossed 208, right?
1:08:00
[SPEAKER_00]: So,
1:08:02
[SPEAKER_00]: I was doing churches, schools, eight hour presentations which just happened.
1:08:07
[SPEAKER_00]: I was in Orlando recently, I did a Friday evening, three hour, that Saturday, I spoke for someone's challenge.
1:08:17
[SPEAKER_00]: I spoke after that and I'm in the hotel doing two of these then I went and did a four hour and then at night I did a Q&A and then at Sunday I did a two Sunday services.
1:08:25
[SPEAKER_00]: As soon as I got on the plane Friday I had to already be prepared for all of them.
1:08:30
[SPEAKER_00]: Because I wouldn't have had time to prepare that feeling you're free it, that's knowing what those things are so story should be that way.
1:08:38
[SPEAKER_00]: So you categorize them.
1:08:40
[SPEAKER_00]: If you want to call it feeling you're free it's because in your fridge of Omar's hungry or thirsty, I have to be able to go in and select what is needed to fulfill the need of the person because the most important thing in the speech is the audience's attention.
1:08:56
[SPEAKER_00]: if you talk beneath me, you bore me, if you talk beyond me, you lose me.
1:09:01
[SPEAKER_00]: And over teaching is as damaging as under teaching here's why.
1:09:07
[SPEAKER_00]: I, if you love, love, love, love, love, steak or lamb or fish, and I overfeed you, it's gonna make you sick even if you have food you enjoy.
1:09:17
[SPEAKER_00]: And the same way the digestive system cannot be overfed, when you feed people words and information, you feed their belief system.
1:09:24
[SPEAKER_00]: So you're actually, man, why would they execute?
1:09:26
[SPEAKER_00]: You're paralyzing them.
1:09:29
[SPEAKER_00]: So, you're actually paralyzing people and your conversion rate show up with the person saying, and this is how you know your overteachings, some things to look for.
1:09:38
[SPEAKER_00]: If while you're teaching a person, it starts asking you, will there be a replay of this?
1:09:42
[SPEAKER_00]: You're overteaching.
1:09:44
[SPEAKER_00]: You're not even done.
1:09:45
[SPEAKER_00]: You 20 minutes into your presentation, they're already asking about sitting with the information.
1:09:49
[SPEAKER_00]: What do they really need?
1:09:50
[SPEAKER_00]: It's not the information they need you.
1:09:52
[SPEAKER_00]: But you've positioned the information as the most important thing, which means your conversion rate's not going to be lower.
1:09:58
[SPEAKER_00]: So the moment you see that in the chat, you should address, how many of you all, okay, I see if you people say on replay replay, what do you, what do you feel like you need from the replay?
1:10:07
[SPEAKER_00]: Before I go into the address that because that's an objection that's gonna show up at the end of your web class.
1:10:12
[SPEAKER_00]: Do not pass, go, don't collect $200.
1:10:14
[SPEAKER_00]: Paul's right there and you, you immediately know that the person thinks that they need more information not you.
1:10:21
[SPEAKER_00]: That's gonna show up as a personality type that represent a group of people.
1:10:25
[SPEAKER_02]: all right, now we're transitioning into the invitation or the offer.
1:10:32
[SPEAKER_00]: So big mistake that people do is they go straight from teaching and they say, is it a transition and they say introducing and there's a slide and it shows offer?
1:10:44
[SPEAKER_00]: That's not a pitch, that's presentation of the offer.
1:10:47
[SPEAKER_00]: If you can feel this presentation of the offer with the pitch, you don't have the elements of the
1:10:56
[SPEAKER_00]: So, presentation of the offer is that transition from teaching into telling them what you have for them.
1:11:03
[SPEAKER_00]: And offer is not a program or product a service.
1:11:06
[SPEAKER_00]: We teach our clients, I'll call them my coaching cousins.
1:11:09
[SPEAKER_00]: You don't sell time, you don't sell products programs or services.
1:11:13
[SPEAKER_00]: You sell solutions to problems and sister questions.
1:11:16
[SPEAKER_00]: So the transition is I told it's a recap and a short synopsis and it should be calling response.
1:11:26
[SPEAKER_00]: A lot of people drop off normally if you watch, I've watched hundreds and that's part of like up, which was $25,000 or more just to watch people stuff and make tweaks because it's a business asset.
1:11:38
[SPEAKER_00]: right and you'll be shocked at how many free days I watch and the tone changes and people know it that's when they log off.
1:11:45
[SPEAKER_00]: They you go from being high energy interactive to now it turns into a lecture and it becomes non-interactive so you force interaction in the transition.
1:11:54
[SPEAKER_00]: Remember when when earlier I gave up you go back to your promise.
1:11:58
[SPEAKER_00]: Remember early when I promised you that I would do this, this, this, this, this, this, this.
1:12:01
[SPEAKER_00]: Did I keep my promise?
1:12:02
[SPEAKER_00]: Yes.
1:12:04
[SPEAKER_00]: you're creating emotional mental, that's yes one.
1:12:07
[SPEAKER_00]: Remember when I was teaching you in secret number one, short synopsis statement, how to get clear in your mind.
1:12:14
[SPEAKER_00]: Remember how I broke down, how do you speak and to grow your business, and we taught you two types of speeches?
1:12:19
[SPEAKER_00]: Can everybody say how that was beneficial?
1:12:22
[SPEAKER_00]: Then remember we went into speaking to grow your bank account and we talked about the three ways to generate revenue from speaking.
1:12:30
[SPEAKER_00]: Now, now that you got, yes, yes, yes, yes, emotional mental.
1:12:34
[SPEAKER_00]: The only problem now, before introduction of the offering you tell the name for the name is an important, you have to go presentation of the problem.
1:12:44
[SPEAKER_00]: what is the problem that you know that you're all for solves?
1:12:48
[SPEAKER_00]: Does that make sense?
1:12:49
[SPEAKER_00]: Presentation of the problem.
1:12:51
[SPEAKER_00]: So I was able to do this, this, this, this, this, but the only problem that I find that people have even after learning from me during this time is this.
1:13:00
[SPEAKER_00]: Listen, it should be a list and it should be on a slide.
1:13:04
[SPEAKER_00]: They normally are asking, this, this, this, this.
1:13:07
[SPEAKER_00]: I'm going to be out dropping it, which question do you have?
1:13:09
[SPEAKER_00]: Notice how you're in the presentation, it's totally different and it's interactive.
1:13:12
[SPEAKER_00]: They're telling you their problems and you're also showing them that they need more than the web class.
1:13:18
[SPEAKER_00]: That's why you do it that way.
1:13:20
[SPEAKER_00]: So you place that there.
1:13:22
[SPEAKER_00]: As soon as you go from that, this is the only problem.
1:13:26
[SPEAKER_00]: Now you go into presentation of the problems.
1:13:29
[SPEAKER_00]: My issue is I'm looking for, here's what you're looking for, I'm looking for people that I can walk you through your answers to those problems.
1:13:37
[SPEAKER_00]: to how to know exactly what exactly what you should be selling and who you should sell it to.
1:13:43
[SPEAKER_00]: Right now some of you are stuck selling something for $3,000.
1:13:45
[SPEAKER_00]: And you don't want to stop selling it, but you realize now, how do you transition to $10,000 and not abandon the people that you're with?
1:13:53
[SPEAKER_00]: How do you hire coaches?
1:13:54
[SPEAKER_00]: How do you bring on teams and systems?
1:13:57
[SPEAKER_00]: Some of you have been doing well classes and you're like, man, I want to do challenges.
1:14:00
[SPEAKER_00]: I want to get booked to speak on more stages.
1:14:02
[SPEAKER_00]: Because you're wanting not even the money from it.
1:14:09
[SPEAKER_00]: I'm looking for people who I can partner with to help you do this, this, this, this, this, this, this, this, this, this, this, so you don't have that problem, is it okay if I show you something that we created for you that looks now you're, you know, and it's more details five steps of it, but that's, that's a transition, it's a motion moment and it's interactive, it's conversational, it's not introducing entrepreneur speaker.
1:14:32
[SPEAKER_00]: It is a 12 week accelerator where we, yeah.
1:14:36
[SPEAKER_00]: Log off, log off, log off, log off, log off, log off, log off.
1:14:40
[SPEAKER_00]: All right.
1:14:40
[SPEAKER_00]: So that's part of that transition.
1:14:42
[SPEAKER_00]: It steps to it.
1:14:44
[SPEAKER_00]: Once that's done effectively, now the way that you do, I know Russell calls it an offer set, the way that I believe that a stack should be done.
1:14:53
[SPEAKER_00]: It should be done and a frame where the name is not important.
1:14:58
[SPEAKER_00]: everything that you promised them it should be in of this so you can that frame.
1:15:03
[SPEAKER_00]: So if you say, so you're going, you don't say you're going to get access to weekly coaching calls and biguous who are going to be there?
1:15:10
[SPEAKER_00]: What am I going to learn there?
1:15:13
[SPEAKER_00]: So here's what you're gonna do.
1:15:15
[SPEAKER_00]: Every one of you I know want to get your YouTube up and running, or let me just use on Spongebob speaker.
1:15:20
[SPEAKER_00]: Every one of you are gonna host this year, a master class, a summit, a challenge, a webinar, something of that nature.
1:15:29
[SPEAKER_00]: So here's what we're going to do.
1:15:30
[SPEAKER_00]: We want to make sure that you know the four elements that you would need for that number one you would need speaking.
1:15:36
[SPEAKER_00]: Now what we say speaking this is the art of how how does a person learn how to communicate in a way not what you say but what the audience needs to hear.
1:15:45
[SPEAKER_00]: So we're going to give you a framework for that story telling I go through speaking story telling subconscious selling and selling.
1:15:52
[SPEAKER_00]: Now, the way we're going to do this, guys, you're going to get access to, let me just ask you this.
1:15:57
[SPEAKER_00]: How many of you would love access to everything you can possibly buy in the coaching space for one price?
1:16:03
[SPEAKER_00]: Imagine if you can get digital products, courses, down for you services, mastermind all in one.
1:16:08
[SPEAKER_00]: So you're gonna get access to our speaker hub.
1:16:11
[SPEAKER_00]: That's the this.
1:16:12
[SPEAKER_00]: The speaker hub allows you to take things like what you're learning now.
1:16:16
[SPEAKER_00]: Imagine how I was teaching a secret one, how to speak to grow your brand.
1:16:20
[SPEAKER_00]: Imagine having a portrait you can just spend as much time if you want it with that.
1:16:24
[SPEAKER_00]: As well as click a link, and you can watch me do the thing that you heard me teach.
1:16:28
[SPEAKER_00]: Would that help you all?
1:16:29
[SPEAKER_00]: And this, so you can that, will that help you do you need this?
1:16:33
[SPEAKER_00]: Yes.
1:16:35
[SPEAKER_00]: Second, you'll have.
1:16:37
[SPEAKER_00]: Copile, film sessions, then you, so we break it down, speaker hub, this, this, this, this, this, this, this.
1:16:42
[SPEAKER_00]: Boom, that's part one.
1:16:45
[SPEAKER_00]: And you're walking through your offer this way.
1:16:46
[SPEAKER_00]: This, so you can that, this, so you can that question.
1:16:49
[SPEAKER_00]: This, so you can that, this, so you can that question.
1:16:52
[SPEAKER_00]: If you, if you say Facebook group,
1:16:54
[SPEAKER_00]: So you can what?
1:16:57
[SPEAKER_02]: I got you by school community.
1:16:59
[SPEAKER_00]: So you can write anything you mentioned to me.
1:17:02
[SPEAKER_00]: You have to tell me, week we call it framing the value.
1:17:07
[SPEAKER_00]: If you don't frame the value, I don't know it's valuable.
1:17:10
[SPEAKER_00]: So if you say, I don't call anything PDF.
1:17:14
[SPEAKER_00]: So you're going to get PDF's workbooks.
1:17:18
[SPEAKER_00]: You're throwing out something that lessons and lowers the value.
1:17:21
[SPEAKER_00]: So it's not PDF's, it's not workbooks.
1:17:25
[SPEAKER_00]: Some of you, I'm going to be all watching me tonight and the whole reason you're here is not to learn information.
1:17:30
[SPEAKER_00]: You want to see how I pitch my offer.
1:17:31
[SPEAKER_00]: Be honest, who's there here?
1:17:33
[SPEAKER_00]: What if I literally, those of you who are gonna decide to work with a future patient?
1:17:37
[SPEAKER_00]: Those of you who are gonna work with us in the next few minutes we make that available, you know I'm a lot of it.
1:17:41
[SPEAKER_00]: See what we just did.
1:17:42
[SPEAKER_00]: Those of you who are gonna decide to work with us, I'm gonna take this exact session.
1:17:47
[SPEAKER_00]: I'm gonna break down everything I did step by step and I'll pause the video.
1:17:51
[SPEAKER_00]: We call those film sessions and let you ask questions.
1:17:53
[SPEAKER_00]: We actually do that.
1:17:54
[SPEAKER_00]: Who would love a film session where, let's just say the first 15 minutes.
1:17:58
[SPEAKER_00]: If my team edits it, we play two minutes of it.
1:18:01
[SPEAKER_00]: I explained what I did, why I did it, gave you a script, and you filled in yours and we built it in real time.
1:18:08
[SPEAKER_00]: Then you get what our coaching do, our coworker session, so we build yours out and you can test it.
1:18:12
[SPEAKER_00]: Would that help anybody?
1:18:14
[SPEAKER_00]: Who has something to sell in here $4,000 more?
1:18:17
[SPEAKER_00]: couple people, 2,000, 2,500.
1:18:19
[SPEAKER_00]: What's your offer?
1:18:20
[SPEAKER_00]: 3,000?
1:18:20
[SPEAKER_00]: So if we created this for you and tested it with you, how many people would you need?
1:18:26
[SPEAKER_00]: If we got you 10 people, what is it?
1:18:27
[SPEAKER_00]: 10 times?
1:18:28
[SPEAKER_00]: 3 to 30,000?
1:18:30
[SPEAKER_00]: Would you pay me 15,000 to help you make 30,000 in your first webinar?
1:18:34
[SPEAKER_00]: You get to keep it forever?
1:18:36
[SPEAKER_00]: That's a price anchor.
1:18:37
[SPEAKER_02]: It's fire.
1:18:38
[SPEAKER_00]: Yeah, it's stuff like that.
1:18:40
[SPEAKER_00]: But the
1:18:44
[SPEAKER_00]: I literally create for every one of my clients a custom script for their stuff.
1:18:50
[SPEAKER_00]: Yeah, so that's the transition and then there's five types of pitches.
1:18:55
[SPEAKER_00]: You have some people just on what you talk and what you're selling they're gonna buy.
1:19:00
[SPEAKER_00]: You're also gonna have an emotional pitch.
1:19:03
[SPEAKER_00]: These are people who are in their heart, they have been burned before they bought before.
1:19:08
[SPEAKER_00]: Somebody promised them before.
1:19:09
[SPEAKER_00]: They're right now making payments because they got funded.
1:19:12
[SPEAKER_00]: They did funding.
1:19:13
[SPEAKER_00]: The emotional pitch has to deal with what was life like for me before I came and met you.
1:19:19
[SPEAKER_00]: Man, I want this.
1:19:21
[SPEAKER_00]: Man, I need this butt.
1:19:24
[SPEAKER_00]: So you have an emotional pitch and you have a logical pitch.
1:19:28
[SPEAKER_00]: People who are saying,
1:19:30
[SPEAKER_00]: How is this different from will this work for me if?
1:19:34
[SPEAKER_00]: Those are the two questions that they're asking.
1:19:37
[SPEAKER_00]: They're thinking systematically.
1:19:39
[SPEAKER_00]: Okay, I get it, but let be large groups of people you have to deal with the logic surrounding this thing and angry.
1:19:46
[SPEAKER_00]: So you haven't.
1:19:47
[SPEAKER_00]: After you do the emotional pitch, drop link, get people a chance to buy.
1:19:51
[SPEAKER_00]: When you do logical pitch, you explain very clearly what it is you're doing and you should go visual and share the actual offer page
1:20:01
[SPEAKER_00]: It's like what?
1:20:02
[SPEAKER_00]: So let me show you really quick.
1:20:03
[SPEAKER_00]: The logical person is a typically a visual learner and they want you to send them something in writing.
1:20:09
[SPEAKER_00]: So you want we call it walking you to the cash register.
1:20:12
[SPEAKER_00]: Now about now some people already bought the second emotional pitch group of people bought and you gave them a call to action.
1:20:19
[SPEAKER_00]: The logical person bought now you pause right after logical.
1:20:23
[SPEAKER_00]: because some of them are going to buy some aren't and you celebrate those who are already bought and this is going to actually elevate some of those people that are that which is going to lead to the form which is the own defense pitch.
1:20:33
[SPEAKER_00]: Okay, we want to celebrate, let's see, team, tell me who the first person was, bring that person.
1:20:38
[SPEAKER_00]: and now those who are on the fence, all of their objects is answered to the people who bought through the first three pitches.
1:20:45
[SPEAKER_00]: Now there's seven different pitches and we give, you'd notice for me, I'm frank with you.
1:20:50
[SPEAKER_00]: The average person only does one pitch.
1:20:53
[SPEAKER_00]: This is why our clients and myself, our clothes rates are so high.
1:20:57
[SPEAKER_00]: because it's so many ways we're addressing the reasons people are buying.
1:21:01
[SPEAKER_00]: Yep.
1:21:01
[SPEAKER_00]: Yeah.
1:21:02
[SPEAKER_02]: No, though, if you are.
1:21:03
[SPEAKER_02]: So good.
1:21:04
[SPEAKER_02]: Okay.
1:21:05
[SPEAKER_02]: I keep thinking about the person that got like four people on.
1:21:08
[SPEAKER_02]: And no one's buying in those moments.
1:21:11
[SPEAKER_00]: They're going to feel very comfortable.
1:21:13
[SPEAKER_00]: Uncomfortable.
1:21:14
[SPEAKER_02]: Uncomfortable.
1:21:14
[SPEAKER_02]: Yeah.
1:21:15
[SPEAKER_02]: Yeah.
1:21:16
[SPEAKER_02]: I think what I want you to speak to is like, what happens if no one buys in those moments.
1:21:22
[SPEAKER_00]: So there's a couple ways depending on person's personality.
1:21:25
[SPEAKER_00]: And I believe in what something we just wrote out, I call it personality-based pitching.
1:21:33
[SPEAKER_00]: I'm comfortable having hard conversations and saying certain things because,
1:21:39
[SPEAKER_00]: I think history, time, my motive, skill, and I don't need the money on the end of it has helped me, but if you're new and you need it is very different.
1:21:50
[SPEAKER_00]: So in that moment, depending on the person's personality, if you're a lot more, if you're not assertive, you're not that you're kind of more according, you're feeling like I don't want to feel like I'm trying to sell them.
1:22:03
[SPEAKER_00]: It is okay to just ask, hey guys, I noticed that many of you haven't moved for yet, are there some questions you all have?
1:22:10
[SPEAKER_00]: So you call it pinned down.
1:22:12
[SPEAKER_00]: Here's how you do the pinned down.
1:22:14
[SPEAKER_00]: You wanna lock in the reason they didn't to was it process or price?
1:22:21
[SPEAKER_00]: Hey, did you guys have any questions surrounding the process of what it is that you will get working with me?
1:22:26
[SPEAKER_00]: Or did you guys have some questions surrounding the price?
1:22:29
[SPEAKER_00]: Lock it down to them too.
1:22:31
[SPEAKER_00]: people are going to tell you.
1:22:32
[SPEAKER_00]: On this actually the process, okay, we'll be walking you back through that.
1:22:35
[SPEAKER_00]: Circle the block and go back through it.
1:22:38
[SPEAKER_00]: If it's price, okay, what questions wasn't surrounded in the price?
1:22:41
[SPEAKER_00]: I want to open it up for some questions to be able to answer those for you.
1:22:44
[SPEAKER_00]: That's how you do it.
1:22:45
[SPEAKER_00]: The moment you don't see sales, ask a question, open it up and sit right there.
1:22:51
[SPEAKER_00]: Lock it and don't say, do you guys have any questions way too broad?
1:22:55
[SPEAKER_00]: Lock and pin it down to a price or process?
1:22:58
[SPEAKER_02]: Yeah, that's good.
1:22:59
[SPEAKER_02]: Yeah, when I did the web class last week, there was a girl who came on and she was just like,
1:23:03
[SPEAKER_02]: You know, I'm mostly consistently, I just don't see how this is gonna help me.
1:23:10
[SPEAKER_02]: And in the end of my mind, I'm like, how do you not see that?
1:23:13
[SPEAKER_02]: The first thing I think of is, you don't think this and everything I just said is actually gonna help you.
1:23:18
[SPEAKER_02]: That's the first thing that comes up.
1:23:19
[SPEAKER_02]: But I'm like, well, why do you think that?
1:23:24
[SPEAKER_02]: But she's just like, I know people are just, you know, their verbal processors, and really it really could be,
1:23:30
[SPEAKER_02]: I think that's part of mine.
1:23:31
[SPEAKER_02]: My biggest thing is like, I don't know if this will work for me.
1:23:34
[SPEAKER_00]: Yeah.
1:23:34
[SPEAKER_02]: And I need to probably like backtrack some things on that.
1:23:37
[SPEAKER_00]: That's a story too.
1:23:38
[SPEAKER_00]: So, I'm sorry.
1:23:39
[SPEAKER_00]: Yeah.
1:23:40
[SPEAKER_00]: So, this is so late.
1:23:44
[SPEAKER_00]: This is like, I don't know how people blindly do this stuff.
1:23:47
[SPEAKER_00]: Right, so that is a category of a type of objection.
1:23:52
[SPEAKER_00]: So, the same way if with a car issue via a convertible, these are categories of cars.
1:23:58
[SPEAKER_00]: That's an ego objection.
1:24:00
[SPEAKER_00]: An ego objection is where a person's ego projects.
1:24:04
[SPEAKER_00]: Now, they just set and learn from you for 90 minutes.
1:24:08
[SPEAKER_00]: But they're saying that the thing that is next doesn't work for them, but they just finish listening to the thing.
1:24:14
[SPEAKER_00]: They register for the thing.
1:24:17
[SPEAKER_00]: So part of that transition or a type of way that you deal with ego objection is by rationale or logical reasoning, right?
1:24:29
[SPEAKER_00]: So if you say,
1:24:29
[SPEAKER_00]: Um, I've got a very good question.
1:24:33
[SPEAKER_00]: Um, do you remember what you saw when you decided to sign up for this?
1:24:37
[SPEAKER_00]: You take them visually.
1:24:39
[SPEAKER_00]: You might have saw a content or an ad or you're watching a YouTube.
1:24:41
[SPEAKER_00]: Take them back to what life was like before they signed up.
1:24:44
[SPEAKER_00]: and you walked them through all the steps they had to take to be in the room with you.
1:24:48
[SPEAKER_00]: So remember, you might've solved my YouTube and you clicked on a link.
1:24:52
[SPEAKER_00]: From there, you went to the page, you gave me your name, your email, your phone number.
1:24:57
[SPEAKER_00]: You received an email from us, you clicked that link, and you were probably thinking, man, I can't wait to learn blank.
1:25:02
[SPEAKER_00]: What was that thing?
1:25:04
[SPEAKER_00]: That it immediately tells me everything, I say what I just, I walk you through the steps of what you thought before you came into this room.
1:25:13
[SPEAKER_00]: Now sometimes if you don't ask the question, you can fill in the blanks and it's a list of things they wanted.
1:25:18
[SPEAKER_00]: You wanted this, this, this, and this, which one was it for you all?
1:25:21
[SPEAKER_00]: And they're gonna tell you in the chat.
1:25:22
[SPEAKER_03]: Yep.
1:25:23
[SPEAKER_00]: Now the only thing that would stop you from moving forward is really money.
1:25:27
[SPEAKER_00]: Be honest with me, guys.
1:25:29
[SPEAKER_00]: If I said, I want to coach you guys for the next six weeks for free, how many of y'all would say yes?
1:25:33
[SPEAKER_00]: So let's have that conversation surrounding, do we believe this worth it?
1:25:37
[SPEAKER_00]: Now here's what I believe.
1:25:39
[SPEAKER_00]: I believe it is unfair for me to work for free to answer questions that you're gonna charge people for that answer.
1:25:48
[SPEAKER_00]: So yeah.
1:25:48
[SPEAKER_00]: So those are some way the ego objection is a person who always believes, oh, that's good for them.
1:25:58
[SPEAKER_00]: So they'll say, well, I'm already, so when it comes to speaking, I'm already a good speaker.
1:26:03
[SPEAKER_00]: Or when it comes to people who preach as they'll say, oh, I speak all the time.
1:26:07
[SPEAKER_00]: You talk about a subject that we all know.
1:26:09
[SPEAKER_00]: You're not taking something abstract that is that no one knows is unfamiliar and you're also.
1:26:15
[SPEAKER_00]: not asking people to make a decision to pull out their credit card and pay you for something.
1:26:20
[SPEAKER_00]: What's the money for with coaching and course that they're paying you for your thoughts, right?
1:26:24
[SPEAKER_00]: So that is a very different thing because you have to use words now to paint a picture to build emotional connection for their debate because think about you got a belief conversion on emotional conversion, a trust conversion and a financial conversion.
1:26:45
[SPEAKER_00]: The difference between talking, communication, and the skill of what we're talking about right now, it's like, I give the example of shooting pool.
1:26:54
[SPEAKER_00]: If you cannot aim and call your shot and say, I'm going to use this word, it's going to touch.
1:27:00
[SPEAKER_00]: This emotion is going to help a person see this and do that.
1:27:03
[SPEAKER_00]: At this point, you're just filling the end space.
1:27:06
[SPEAKER_00]: You cannot get better at speaking without help.
1:27:09
[SPEAKER_00]: I don't know how easy you can.
1:27:14
[SPEAKER_02]: Dude, so good, like, I think if somebody's still on if you're still listening or watching, let us know in the comments or DM one of us.
1:27:24
[SPEAKER_02]: This is literally changing my life.
1:27:26
[SPEAKER_02]: I asked you how much has these presentations help you make.
1:27:29
[SPEAKER_02]: You said, well, you said, yeah, yeah, yeah, yeah.
1:27:33
[SPEAKER_02]: For me, I'll just be very upfront, like, off of my one presentation.
1:27:40
[SPEAKER_02]: that leads into a $200 offer with a with a $200 up sell, so something that's like $397 or $197.
1:27:47
[SPEAKER_02]: Dude, it's been well over $350.
1:27:49
[SPEAKER_02]: Okay, but then the people that go after that multiple millions, so like I'm in the same boat, it's been multiple millions.
1:27:57
[SPEAKER_00]: And just just think about this is going to go you by we've been sitting all here for about an hour.
1:28:04
[SPEAKER_02]: This is an hour 30.
1:28:04
[SPEAKER_02]: Yeah.
1:28:06
[SPEAKER_00]: a video went out to my email list early today because I told my team out so it should have been like six o'clock seven o'clock.
1:28:13
[SPEAKER_00]: So yeah, so it's four twenty five here seven twenty five home.
1:28:18
[SPEAKER_00]: 15 thousand dollars from a presentation while we're sitting here.
1:28:23
[SPEAKER_00]: What are we doing?
1:28:24
[SPEAKER_00]: Yeah, yeah, and it's it's not about money, right?
1:28:28
[SPEAKER_00]: It is.
1:28:30
[SPEAKER_00]: If you have the ability to remove something off your perlis or someone else's, you have to.
1:28:38
[SPEAKER_00]: Like what we're doing now, I don't think we would freely give this away.
1:28:43
[SPEAKER_00]: We wouldn't if we had not figured out some of these things like, I want, I said this to you.
1:28:48
[SPEAKER_00]: I said my go for 26 is to give everything away.
1:28:53
[SPEAKER_00]: Because I want, I feel like I have not reap the love I want to reap it.
1:28:57
[SPEAKER_00]: So the principle is true.
1:28:58
[SPEAKER_00]: I want to sow everything I am and everything I know and trust God to give me more information.
1:29:04
[SPEAKER_00]: Any framework I have, I want to give away.
1:29:07
[SPEAKER_00]: Because I believe that God has more ideas, more concepts.
1:29:10
[SPEAKER_00]: And I have no ideal scarcity, scarcity is an insult to an all-sufficient God.
1:29:17
[SPEAKER_02]: Bro, you're the man.
1:29:18
[SPEAKER_02]: Plug, entrepreneur, speak real quick.
1:29:21
[SPEAKER_00]: Man, entrepreneur speaker.
1:29:23
[SPEAKER_02]: As you've been playing it all this time, very strategically and massively, but if you don't know that, that's good.
1:29:29
[SPEAKER_00]: I can't help but talk about this, my baby, man.
1:29:31
[SPEAKER_00]: Like this change in my life.
1:29:33
[SPEAKER_00]: Entrepreneur speakers, the first of its kind, it is for entrepreneurs and business owners who want to use speaking for the purpose of growing their brand, visibility.
1:29:44
[SPEAKER_00]: They want to grow their business and they want to generate more revenue.
1:29:47
[SPEAKER_00]: So we teach you four aspects of speaking.
1:29:50
[SPEAKER_00]: how to speak from stage, speaking without notes, storytelling, subconscious selling, and selling.
1:29:55
[SPEAKER_00]: So very specifically, we believe everything in your life and your business gets better, but you get better at words, and nothing grows your business fast in this speaking.
1:30:04
[SPEAKER_02]: Let's go.
1:30:04
[SPEAKER_02]: Check out the link in the description.
1:30:06
[SPEAKER_02]: Love you, bro.
1:30:07
[SPEAKER_00]: Man, you already know.
1:30:08
[SPEAKER_02]: Let's go.