# The NEW WAY to Monetize Your Content Online (Masterclass)

https://www.youtube.com/watch?v=HRFZ527j0DE

[00:00] If you're trying to make money online,
[00:02] 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, the reality [music] is it's not selling a course, it's not selling a community, it's not selling a product, it's actually selling [music] a sales presentation.
[00:18] We're going to be breaking this down.
[00:19] And I'm so excited to have back on [music] the podcast for 3x time 3x is Marcus Y. Roier,
[00:25] >> man, num number three.
[00:27] I feel like Jordan back.
[00:29] What is it? Three Pete.
[00:30] Three Pete, bro. [laughter] No, literally every podcast we have done so far, the two, but this is going to cook [laughter] uh has done really well and I think people appreciate our synergy for uh maybe obvious but not so obvious reasons.
[00:44] I appreciate you as a friend, as a golf partner now. [laughter] And so, uh
[00:48] >> don't bring it up.
[00:50] >> Um you are going to leave this episode with an asset that is going to make you money faster.
[00:57] You know, before we get into your framework on crafting this sales presentation, uh other people
[01:02] Sales presentation, uh, other people would call this a webinar.
[01:03] People have called this a webinar.
[01:05] People have called it signature presentation, an introductory event, a virtual event, a master class.
[01:10] These are all industry lingo.
[01:15] But I want people to know that um if you could put a signature presentation or this master class you put together which needs it's there's an art and science to it which we'll get into it.
[01:22] It will help increase whatever you want to sell.
[01:27] Yeah.
[01:28] We were just at the golf course with a friend from high school.
[01:31] He's been in the real estate industry for I think like anywhere close he's coming up on 10 years and he's telling me he was telling me like dude yeah I've been cold calling.
[01:40] And I'm like dude stop cold calling start doing Zoom calls these presentations where 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.
[01:53] Yeah.
[01:56] Um, and it could it literally this removes the grind.
[01:59] If you don't mind, if you feel comfortable, can you share how much money you've made doing this?
[02:03] much money you've made doing this?
[02:03] Yeah.
[02:07] So, I'm I'm from round away, so I won't say exact numbers, but I'll just say um in the month of December, we take off and we've we've made millions.
[02:14] You know, nothing pays me more than speaking.
[02:15] So, I explain to explain to people whether it is sales presentations we do for oursel, partnerships where we do with other people.
[02:22] So we do one of two things.
[02:23] We can come in to the people who told you no and we're able to do a presentation that assists you in generating sales.
[02:29] 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 coin called the brain by now button that explains what makes a person finally make a decision to tell their wife in the other room, hey baby, bring my credit card.
[02:51] so millions from that not including the amount of money that we've made for our partners.
[02:55] So this year we've we average for every person that we've worked with an additional two $250,000 to a million we've made we've helped make our
[03:03] we've made we've helped make our partners.
[03:04] partners.
[03:06] Yeah. All with what we're going to be talking about.
[03:07] Absolutely.
[03:10] Yeah. And I would imagine if it is maybe we're in the same lane into this regard.
[03:13] The reason why you probably went down this path originally is because you probably created something that no one bought.
[03:17] Yeah. I mean, I have that story in 20 uh 21 or 2020 where I put together a course, shot it, filmed it, and released it, and not a single soul bought it.
[03:28] And I had 10,000 followers on Instagram.
[03:30] I was cook killing on Think Media.
[03:33] No one bought.
[03:36] And that led me down the path of like there there's something I'm missing.
[03:40] And most people are missing something because people are listening to this.
[03:43] 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.
[03:52] Yeah.
[03:55] Because here's what happens, man.
[03:58] Digs the you're already hearing an internal presentation in your head when you come up with an idea.
[04:01] You're projecting the end result of what you see it look like.
[04:03] It's like a person
[04:05] you see it look like.
[04:05] It's like a person going to college.
[04:07] You picture the degree going to college.
[04:07] You picture the degree and people come and celebrate you when you graduate.
[04:09] But guess what?
[04:10] They ask you, "Hey, where are you going to be working at?"
[04:12] Yep.
[04:12] And you're kicking the can down the road and you're not thinking about the job.
[04:17] So it's the same with ideas.
[04:19] You know, there are steps.
[04:19] So when you get an idea and say, "Hey, I want to release a course.
[04:23] I want to do a coaching program, a membership, a podcast, a t-shirt brand."
[04:27] So any idea you have in your head that can help people or make you money.
[04:29] The first thought is not the presentation is last but the first thought typically is okay how do I take this idea and package it.
[04:34] Mhm.
[04:38] So, am I packaging this in a form of where a person can consume it on their own where it's detail oriented?
[04:40] Will this be a visual experience?
[04:43] Will it be interactive?
[04:44] Will a person be able to ask me questions?
[04:47] You know, it's so many then it's positioning because if you package something and you haven't position yourself, I know I want it, but I got to decide, do I want it from you?
[04:51] This is why presentations work so fast because it speeds up the process where
[05:05] because it speeds up the process where you can take a person was unaware of you.
[05:08] Now they're aware of you.
[05:09] They're aware of their problem.
[05:11] They're aware that you what you have is a solution.
[05:12] They're aware of the process.
[05:13] They're aware of your positioning.
[05:16] Now the third thing you're thinking is price.
[05:18] Well, the price is anchored if you position it correctly.
[05:21] Right?
[05:22] So like it's all these things that leave people stuck like, hey, I'm just going to talk about this thing.
[05:26] I'm going to tell my story and we can talk of about mistakes people make and how to approach a presentation, what to do in the first 15 minutes that anchors people signing up, showing up, staying to the end, like it's several factors in there.
[05:40] Oh my good, I I want to get into all of them.
[05:42] Uh I I do love that.
[05:45] I will be the first to say, even as someone who loves YouTube, that a a Zoom call can accelerate trust so much faster than a YouTube video could ever.
[05:56] Yeah.
[05:57] And that's just because of the frame of mind people are in when they're on a Zoom call.
[06:00] Um or a present or or we could call it, you know, maybe it's a pre-recorded presentation because
[06:06] pre-recorded presentation because Russell Brunson will mention he'll he'll say the the perfect webinar.
[06:11] If you like perfect the presentation, you may not have to deliver it live.
[06:14] Yeah, but most people aren't there.
[06:16] So, let's Yeah, let's start with.
[06:18] Yes. Okay. People are sold out.
[06:20] They're like, "All right, I'm going to put together my signature presentation, this sales presentation."
[06:24] Uh, do you start with the title?
[06:27] Yeah. So, the way I tell people always start with what I call a big bold promise.
[06:33] When So, if I say That's good.
[06:35] A big bold promise is something that you are making a promise to complete strangers and you have to be so sure of your process that any person that takes you up on your promise you can fulfill that.
[06:46] Right? 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.
[06:53] Hey, I'm going to promise you that I can help you take your ideas and turn it into a podcast.
[06:58] That's the big bold promise.
[07:00] It's not you saying I'm going to help you monetize it.
[07:01] It's not you saying that I'm going to help you go viral.
[07:03] You're simply saying, I'm picking you up from you don't have a podcast, dropping you off at you have a
[07:08] podcast, dropping you off at you have a podcast.
[07:08] That's a big bold promise.
[07:10] podcast.
[07:10] That's a big bold promise.
[07:12] We'll show you how to create your own signature presentation that allows you
[07:15] signature presentation that allows you to work once a week for 90 minutes and
[07:17] to work once a week for 90 minutes and be able to fill your coaching program.
[07:19] be able to fill your coaching program.
[07:19] That's the big bold promise.
[07:21] That's the big bold promise.
[07:23] That's the starting point because that's going to tell you what you should be
[07:25] going to tell you what you should be including in your marketing.
[07:27] including in your marketing.
[07:27] How do you get people in the room?
[07:28] get people in the room? because you should be talking about how how do you
[07:31] should be talking about how how do you go about fulfilling your promise?
[07:33] go about fulfilling your promise?
[07:33] You should be talking about the pickup location and I'll go slow and drop off
[07:35] should be talking about the pickup location and I'll go slow and drop off
[07:37] location and I'll go slow and drop off location.
[07:39] location.
[07:39] So, this is where it'll sound like if you recently ran a webinar, but
[07:42] like if you recently ran a webinar, but you realize that 80% of the people that
[07:45] you realize that 80% of the people that sign up didn't show up.
[07:46] sign up didn't show up.
[07:46] That's situational.
[07:48] I'm going to show you how to create a presentation that before the
[07:51] to create a presentation that before the presentation in your content, how you
[07:53] presentation in your content, how you can do what we call micro presentations
[07:55] can do what we call micro presentations to get more people to sign up.
[07:57] to get more people to sign up.
[07:57] You see what I'm saying?
[07:58] what I'm saying?
[07:58] That's really good.
[07:59] All of that is a part of the promise
[07:59] because the big ball promise is going to tell you what to add in the content,
[08:01] because the big ball promise is going to tell you what to add in the content,
[08:02] tell you what to add in the content, what to do in the email, what to do in
[08:03] what to do in the email, what to do in the text message.
[08:05] the text message.
[08:05] You see what I'm saying?
[08:05] saying?
[08:05] So that would be the starting point I would tell a person.
[08:07] So that would be the starting point I would tell a person. What is the promise
[08:09] would tell a person.
[08:10] What is the promise you can make to complete strangers and you can make to complete strangers and know you can fulfill it.
[08:12] know you can fulfill it.
[08:12] So after that big bold promise would be you thinking about what what think about the biggest problem that a person would face.
[08:20] I always think people especially now we're in a trust recession.
[08:24] Yeah. So if trust is low, you should pose the questions that a person would have in their head that would make them skeptical.
[08:33] So you're probably thinking, is there still enough space and time for people to actually attend a webinar or a sales presentation?
[08:39] Are people still buying courses or people still buying programs?
[08:43] Now you're addressing it.
[08:44] Yeah.
[08:44] Yeah. [laughter]
[08:47] Yeah. So like those would be two anchors immediately you think through cuz that's going to shape that presentation for you.
[08:53] Hey department fam, question for you.
[08:54] Based on you listening to this [music] podcast, you probably are either looking to grow your personal brand this year, build your audience online, and just stop chasing business and start to have business chasing [music] you.
[09:06] If that's you, I want to invite you to the content to cash challenge.
[09:06] This is a 5-day
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[09:28] Yes, I said seven figures in your business this year.
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[09:47] And so looking forward to seeing you there.
[09:48] Let's get back into the combo.
[09:51] Let's Can we use Thomas as the example?
[09:53] We were golfing with him.
[09:54] Y he was saying he's just doing one-on-one cold calling.
[09:57] Um I told him he should put together something.
[10:01] Uh what would you advise him from like from point A to point B that he's letting people know?
[10:04] Yeah.
[10:07] So I would tell him immediately and he's a real estate agent.
[10:08] Yeah.
[10:08] Yeah.
[10:08] He's been doing he's been doing it
[10:10] Yeah. He's been doing he's been doing it for 10 years.
[10:12] So I would tell him I would go back to, hey bro, what questions do you hate answering?
[10:15] What questions do you love answer?
[10:17] Man, I don't want to work people who don't have a clue about real estate.
[10:20] I have to convince. Immediately, that's not your pickup location.
[10:23] [laughter]
[10:24] That's good.
[10:26] You have to eliminate that. If not, in your head, you're too broad to be clear in the presentation.
[10:28] Y,
[10:30] you're going to talk history.
[10:31] 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 log off.
[10:36] Yep.
[10:37] So, I would start him there.
[10:39] 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.
[10:44] Immediately he was he would speak to I've been in real estate for 10 years and I think the fastest path is X
[10:50] and I will give him a framework. Fill in that X.
[10:55] Now this is not for people who want to why
[10:57] and here is why now he anchors himself.
[11:00] You're this is the promise. Here is why I believe if you go that path it requires and it's the reasons they couldn't do it.
[11:06] Too much capital, too much education, too much lag time.
[11:09] You're going to do real estate
[11:10] You're going to do real estate part-time, but you're going to need part-time, but you're going to need full-time revenue.
[11:13] full-time revenue. Yeah.
[11:13] See how it shapes?
[11:15] See how it shapes?
[11:17] It's going to shape for him. The moment he figure out who he doesn't want, it shapes the language.
[11:19] it shapes the language. It shapes the promise.
[11:21] So, if we took this for Thomas or if we took this for any person, just like how you're interviewing me or we're having a conversation, they have to interview themsel and say,
[11:23] or if we took this for any person, just like how you're interviewing me or we're having a conversation, they have to interview themsel and say,
[11:25] like how you're interviewing me or we're having a conversation, they have to interview themsel and say,
[11:27] having a conversation, they have to interview themsel and say,
[11:28] interview themsel and say,
[11:30] "Hey, what questions do I not want to answer?"
[11:32] because I've got to clearly tell that and I got to in my head get so crystal clear.
[11:34] tell that and I got to in my head get so crystal clear.
[11:37] Much like this is the best example I can give.
[11:39] If you're typing something in a GPS in your car, you need two destinations.
[11:41] you need two destinations.
[11:44] You need where you're currently located and you need the end destination and then it maps the middle.
[11:46] where you're currently located and you need the end destination and then it maps the middle.
[11:47] and you need the end destination and then it maps the middle.
[11:49] That is how a presentation is mapped out.
[11:51] It is where are you currently, where are people currently and where are you taking them.
[11:52] where are you currently, where are people currently and where are you taking them.
[11:54] where are people currently and where are you taking them.
[11:55] Soon as you have that, now you're saying okay, what path?
[11:57] If he's saying, "I'm going to show a person how to acquire their first five properties."
[11:59] What is the first win you can create for them?
[12:01] And that's what you start talking about.
[12:03] Hey, the first thing we're going to do is show you how to find offmarket
[12:05] their first five properties.
[12:07] What is the first win you can create for them?
[12:09] And that's what you start talking about.
[12:10] Hey, the first thing we're going to do is show you how to find offmarket
[12:12] is show you how to find offmarket properties genuine like homeowners like.
[12:15] properties genuine like homeowners like like he sells homes.
[12:16] like he sells homes.
[12:17] Gotcha. Yeah.
[12:17] Gotcha. So, if I think I would think about what are homeowners looking for?
[12:21] about what are homeowners looking for?
[12:23] Are they looking to decide when they should sell?
[12:25] Yes. Are they looking to say, "Okay, when is the time to cash out on my on the equity of it?"
[12:29] Yes. Hey, how do I roll this into?
[12:31] So you start thinking of those things.
[12:32] That's great. No, that's so good.
[12:34] So I just think that way like any person whether it's real estate, whether it is content, whether it is pro digital products, content creation, ads, etc.
[12:44] What works the best is a person taking a specific situation that they faced and talking about that.
[12:52] If you're saying, "Hey, you know, we were a hundred episodes in and I realized there was a pivot we had to make."
[13:00] 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.
[13:06] Does that make sense?
[13:06] 100.
[13:07] Like when you dial into something like now, if we're saying, "Hey, there are five things you should do in any sales
[13:12] five things you should do in any sales presentation.
[13:14] presentation.
[13:17] The audience now knows that Marcus has five specific things that has to be done.
[13:18] Here is why there's five of them.
[13:21] Each five makes up a personality type of how a person buys and your close rate or the amount of money you make drops based on each of them first.
[13:29] So, every one of these are specific questions.
[13:32] Now, we're inside of the frame of the promise that I'm going to answer the five parts of a perfect presentation and how you can do them.
[13:40] So, I hope that answers your question.
[13:43] question.
[13:43] Yeah.
[13:46] No, that's fire.
[13:48] And you can't do this.
[13:50] No one could do this unless you actually put a date on the calendar that you know you're going to start promoting that you know presentation.
[13:55] I just I think sometimes you could we could listen or watch a podcast like this and just absorb absorb.
[13:58] I just want people to know like once you have that idea for your presentation just pick a date on the calendar create a call.
[14:04] I you know my friend Neil uh he found it but it's been around forever ever.
[14:09] It's called luma.com
[14:14] luma.com luma.com.
[14:15] luma.com and it has automated everything.
[14:18] and it has automated everything.
[14:18] I think most people cuz I what I used to say is create the call on Zoom.
[14:20] most people cuz I what I used to say is create the call on Zoom.
[14:22] create the call on Zoom.
[14:22] then just promote the the signup link.
[14:24] then just promote the the signup link.
[14:24] and then you you can you can then you know could get on people's calendars and stuff.
[14:26] and then you you can you can then you know could get on people's calendars and.
[14:28] stuff but you can't really text from Zoom.
[14:29] stuff but you can't really text from Zoom.
[14:29] You can't send emails from Zoom.
[14:31] Zoom. You can't send emails from Zoom.
[14:31] You'll have to like move things around and literally.
[14:33] You'll have to like move things around and literally.
[14:34] and literally.
[14:34] how do you spell that? luma.com.
[14:37] how do you spell that? luma.com.
[14:37] and dude it autores texts auto emails.
[14:41] and dude it autores texts auto emails.
[14:41] and so we talked about Marcus mentioned just a few minutes ago about like getting people to show up.
[14:45] and so we talked about Marcus mentioned just a few minutes ago about like.
[14:47] just a few minutes ago about like getting people to show up.
[14:48] getting people to show up.
[14:48] Yeah.
[14:48] Cuz like you can have this fire presentation and because it's not properly packaged or positioned, you have no one that signs up.
[14:50] Cuz like you can have this fire presentation and because it's not.
[14:52] presentation and because it's not properly packaged or positioned, you have no one that signs up.
[14:55] properly packaged or positioned, you have no one that signs up.
[14:57] have no one that signs up.
[14:57] You can get people to sign up because it's properly packaged and positioned, but because your follow-up game is weak, no one shows up.
[14:58] You can get people to sign up because.
[15:00] it's properly packaged and positioned, but because your follow-up game is weak, no one shows up.
[15:02] but because your follow-up game is weak, no one shows up.
[15:03] no one shows up.
[15:03] Yeah.
[15:03] And then the other the third lever is uh people who show up that stay on at the time of the offer transition.
[15:06] Yeah. And then the other the third lever is uh people who show up that stay on at.
[15:10] is uh people who show up that stay on at the time of the offer transition.
[15:12] the time of the offer transition.
[15:13] Absolutely.
[15:13] And then you have conversion. There's
[15:15] And then you have conversion.
[15:15] There's like those four levers that you can like like those four levers that you can like you know fix.
[15:19] But I just I mean that's you know fix.
[15:19] But I just I mean that's literally I think if you're doing your first sales presentation like look into luma.com.
[15:25] I'm not sponsored by that but it just literally does it for you.
[15:26] it just literally does it for you.
[15:26] You made me write it down.
[15:28] You made me write it down.
[15:28] Yeah.
[15:29] The number one question I usually get asked by people like you is, "Omar, how the heck does your videos look and sound so dang crispy?"
[15:36] Well, the reality is it's the equipment I use, and you'd be surprised how inexpensive it could be.
[15:40] So, I've compiled all my gear and I've updated the list and I want to give it to you.
[15:46] 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] Now, let's get back into the conversation.
[15:52] Can I share share this because I want to make sure the way my brain works is I am very um there are visual learners, kinesthetic learners.
[16:00] I'm I'm a sequential learner, right?
[16:02] 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] Yeah.
[16:10] And into the zone room.
[16:12] So pre-event.
[16:12] Oh, I want to do that.
[16:12] Right.
[16:12] You had an
[16:15] Oh, I want to do that.
[16:15] Right.
[16:15] You had an inspiring moment.
[16:17] You saw you sat in a inspiring moment.
[16:17] You saw you sat in a room and now you want to do it.
[16:18] I'll break it down in steps.
[16:20] So they have this number one pick a promise.
[16:21] What are you promising people in exchange for their time, attention, their their money?
[16:25] Once you pick that promise.
[16:28] If someone's like, "How do I pick a promise?"
[16:29] You connect a promise to a problem.
[16:31] Person has tooth pain.
[16:34] The promise would be I'll show you how to identify what's either what's causing the tooth pain or heal the tooth pain.
[16:37] How do you know the difference?
[16:39] Based on your skill.
[16:40] Yeah.
[16:42] [laughter]
[16:43] So you're either going to make me problem aware or you're going to fix the problem or you're going to do both.
[16:45] You have to be very skilled at what you do.
[16:47] So if you're new, you're probably just going to make people aware that they have a problem.
[16:49] You're probably not going to be fixing it.
[16:51] Yes.
[16:52] [laughter]
[16:53] So So you pick a problem.
[16:54] I mean, excuse me.
[16:55] You pick a promise.
[16:55] Then number two, you pick a pickup location and drop off location.
[16:58] So that would be their their their step two.
[17:00] Pickup location.
[17:02] I'm going to pick them up from don't know they have a problem.
[17:05] I'm going to drop them off at knowing what their problem is, knowing the steps on how to fix it,
[17:16] is, knowing the steps on how to fix it, and offering them to work with me to fix it.
[17:18] and offering them to work with me to fix it.
[17:20] That's your That's your steps.
[17:20] So good.
[17:22] Right. So, pick up here, drop off here.
[17:25] Pick up from 600 credit score, drop off at 700 credit score.
[17:28] Pick up from don't know what to create in terms of content to creating three content buckets and creating a a content calendar.
[17:34] See how it's very clear.
[17:35] So good. Yeah.
[17:38] Dude, 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.
[17:48] Yeah. So my brother asked me like just recently he's like, "Hey, I want to make a call on sermon prep essentials."
[17:55] So sermon prep essentials.
[17:57] That that was it.
[18:01] That's not like promise or problem.
[18:02] Yeah.
[18:03] It's just is.
[18:04] Yeah.
[18:06] It's like that's what you're giving in your presentation, but what's the problem with sermons right now or the the pain points?
[18:13] And that's all I was trying to have him unpack, you know.
[18:14] And if he did it that way, it would it
[18:18] And if he did it that way, it would it would only trigger people who are further along on the journey.
[18:23] Yes.
[18:26] Right. Who are overwhelmed already doing it in a rush.
[18:28] They would want essentials.
[18:30] But he would have to tie a frame.
[18:32] I called this so you can sermon prep essentials for people who are behind schedule or itinerate speakers.
[18:38] Yeah.
[18:40] Now that person, well, dog, I do travel a I need to cut down on my on my prep time.
[18:43] Yeah.
[18:45] So he sermon prep essentials for people who are attenerate ministers.
[18:47] I prep every Wednesday for one hour to create a whole series.
[18:52] Now that person boom need that.
[18:52] Yeah.
[18:54] But if you're just Yeah.
[18:57] If you knew
[18:57] Okay.
[18:59] You got and you see these messaging pivots.
[19:00] It's like showing people man something as small as what I just shared with that like what you mentioned with your brother.
[19:05] People think that that's not a needle move.
[19:07] That is that is a decimal shift in terms of three figure, four figure, five figures.
[19:10] I'll tell you what I mean.
[19:12] We made one shift on a particular person's webinar and it drastically number one lowered their ad cost because we fixed it on the front end.
[19:18] So you got a she
[19:20] it on the front end.
[19:22] So you got a she got a high much higher quality of people got a high much higher quality of people and she realized a small pivot in the
[19:25] and she realized a small pivot in the beginning and the end increased her
[19:27] beginning and the end increased her close rate and how many people stayed
[19:29] close rate and how many people stayed on.
[19:32] So the most of these things how you anchor and position things matters a
[19:33] anchor and position things matters a whole lot.
[19:34] whole lot.
[19:36] Dude, it's a game of inches. [laughter]
[19:37] Like for real, it matters a whole lot.
[19:39] Yeah.
[19:41] The one I I processed through chat and I was like here here's something to
[19:43] and I was like here here's something to consider.
[19:45] consider. I was it was unlock your unique voice and deliver sermons that
[19:47] unique voice and deliver sermons that resonate every single time.
[19:52] Um and that would have been a like a subtitle,
[19:55] but like I think that's what people want
[19:56] but like I think that's what people want that people want to be confident in
[19:58] their sermons
[20:00] because people are usually nervous before they get up there.
[20:01] they they feel
[20:04] before they get up there. they they feel uh like, you know, the feeling of like
[20:08] uh like, you know, the feeling of like being proud at the end of giving a
[20:10] being proud at the end of giving a sermon and then cuz I think sermon prep
[20:13] sermon and then cuz I think sermon prep for Michael is
[20:16] for Michael is people don't think that's the thing that
[20:17] people don't think that's the thing that needs to be fixed.
[20:19] They think the stage time needs to be fixed.
[20:20] time needs to be fixed.
[20:20] Yeah.
[20:20] Yeah.
[20:20] Yeah.
[20:20] But anyway, okay.
[20:24] So, promise, problem, pickup location.
[20:26] problem, pickup location.
[20:26] Yeah.
[20:28] So, pick a promise, which underneath as a problem.
[20:30] Number two, underneath as a problem.
[20:30] Number two, pick a pickup location.
[20:32] Number three, pick a pickup location.
[20:32] Number three, you pick a process.
[20:35] Meaning, what is the process that I'm going to use to fulfill the promise I made and to get a person from pickup to drop off?
[20:40] So, is it going to be three steps, five steps?
[20:45] Is it checklist?
[20:46] Is it a quick, right?
[20:46] Is it mistakes?
[20:49] Is it, you know, what would prevent me from getting there?
[20:53] Is there traffic on that?
[20:53] So, I know if I'm telling somebody a sales presentation, what is going to prevent a person from being able to do it?
[21:01] Well, it's getting people in the room.
[21:01] Yeah.
[21:03] Right.
[21:05] It's also getting them clear.
[21:05] So, you're going to need those things.
[21:07] Yeah.
[21:10] Um, so that's picking a process.
[21:10] Number four, you're after you pick that process, you're going to pick a price point.
[21:15] The price point is going to be based on how fast you're going to move them through that process and how big
[21:21] them through that process and how big that problem or that promise is.
[21:25] So, that problem or that promise is.
[21:26] So, what I would typically explain to a person if you're if I'm looking and saying that I'm going to show you how to create the perfect sales presentation,
[21:32] are you talking about the price point of the presentation or you talking about the price point?
[21:35] Price point of the offer.
[21:37] Yes. The offer at the end of the presentation. Yes.
[21:38] Price point of the offer. So, if you're picking a price point, here's here's my typical rule of thumb.
[21:46] Are you selling information?
[21:48] If you're selling information in the information agent in the AIAS, the lowest lowest price point is information.
[21:55] Yes. [laughter]
[21:56] 100.
[21:58] So that immediately tells you you're you're probably used to be a thou under $1,000.
[22:02] Now you're like 500. You know, you're somewhere in that range.
[22:07] If you're selling implementation where you're showing somebody how to take what they know and get a result from it.
[22:12] Okay. Now the price just went up.
[22:13] Yeah.
[22:15] Right. If you're selling a system, if you're selling a skill, so you got to figure out which of these things you're selling.
[22:18] Information, strategy, implementation, skill, that's going to
[22:22] implementation, skill, that's going to tell you price point.
[22:24] So a,000 or less if it's information.
[22:26] Implementation a,000 or more.
[22:29] If you're selling skill, 3,000 or more.
[22:30] 3,000 or more.
[22:30] That's really good, right?
[22:33] So this tells you where where you land land with these things.
[22:35] And you can also sell community.
[22:38] Omar says, "Hey, I'm doing something special.
[22:40] 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 once a month and then we're going to do this big family reunion once a year.
[22:46] a month and then we're going to do this big family reunion once a year.
[22:51] I'd pay you for access to the people you have access to that I don't know.
[22:55] Yeah, that's good.
[22:56] I love that.
[22:59] So that would be that those steps and then the 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.
[23:05] 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.
[23:11] So at that point you're looking and saying okay once this is done what what is the path?
[23:16] So at that point you're looking and saying okay once this is done what what is the path?
[23:18] So I call it pick a path meaning
[23:23] path? So I call it pick a path meaning once I've arrived at my destination what.
[23:26] once I've arrived at my destination what is the path after that I should be made.
[23:29] is the path after that I should be made aware of it and it should be available.
[23:30] aware of it and it should be available to me and some people will say no some.
[23:32] people will circle back but you they.
[23:34] should always be aware of the fact if I.
[23:36] fix your sales presentation at some point I'm going to have to I'm going to.
[23:38] point I'm going to have to I'm going to have to help you be able to scale beyond.
[23:40] have to help you be able to scale beyond just that one that one sales vehicle.
[23:43] So if you're doing just webinars at some point you're going to you're going to.
[23:45] just that one that one sales vehicle. So if you're doing just webinars at some.
[23:47] point you're going to you're going to scale beyond a webinar.
[23:49] scale beyond a webinar. >> Yep. So it's if we say the next logical.
[23:50] path is virtual and inerson events, if.
[23:53] we say the next logical path is scaling with ads, if we say the next path is.
[23:54] hiring teams, there's always a path.
[23:57] beyond that. >> Yeah.
[23:59] >> I want to make sure that people listening are watching like this is your.
[24:02] next step off of your organic content. Yep.
[24:03] >> You know, this could be your link in your bio, the link in the description.
[24:05] the link in the show notes. Um, but you.
[24:07] can also, not but and you could also promote this thing via paid ads.
[24:09] >> Yeah.
[24:09] >> And I found it to be so rewarding if you.
[24:27] And I found it to be so rewarding if you put out consistent content and you're not getting the engagement you like.
[24:31] 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.
[24:40] Um, what have been some like killer ads that worked for you recently?
[24:46] Just come some few that come to mind.
[24:50] Yeah. So, we're I'm about to run this one back.
[24:52] So, I got a funny one that um Have you ever saw that movie with Marlon Wayne's Don't Be a Menace something something while drink?
[24:58] I can't remember the long title and he's doing a spoof of a movie called Minister to Society where he's what you say about my mama.
[25:09] I walk past. So, it's a visual hook. Camera's here. And I walk past if you and I say I'll turn around.
[25:14] If you're not making money online, your mom has a problem.
[25:18] That's that's the hook. And then, wait, wait, wait. Not your mom. It's your messaging. It's your offer. It's your marketing. And I want to help you fix it.
[25:27] it.
[25:27] So, that works well because it visually pulls them in.
[25:29] It's a statement that shocks them.
[25:31] It goes and it quickly tells them,
[25:33] "What is the solution?
[25:35] It's these three things."
[25:35] Oh, good. but I want to help you fix it.
[25:37] And then I define them like a prescription.
[25:39] Your messaging that your message is not is the connection between what you mean and what the person hears, sees, and understands.
[25:42] So, we want to show you how to how to create a message to market match.
[25:45] Your offer is a promise you make to people in exchange for their money.
[25:47] In simple terms, how can a person feel comfortable buying from you and sharing you with other people?
[25:50] Like, so you see how we just break it down?
[25:52] That worked well because it positions exactly what we want to do.
[25:54] It keeps their attention and the whole video is like 38 seconds and I work really hard to be efficient with it.
[25:56] That's good.
[25:58] Second one that worked really well is addressing the fact that I'm running an ad.
[26:00] So
[26:02] Oh, that's good.
[26:04] I did one and said
[26:07] it makes no it makes no sense I had to pay money for you to see this.
[26:08] Yeah.
[26:10] But how else would you know about Boom?
[26:30] But how else would you know about Boom?
[26:32] So if I were putting it into a framework, the first one it's more so it's shock.
[26:39] It goes from shock into a clear description or a clear description of what exactly I'm going to do or yeah prescription of what I'm going to do to solve it.
[26:45] Yeah.
[26:46] Yeah.
[26:48] The second one is more so addressing the elephant in the room since I'm I'm stopping their regularly scrolling program.
[26:53] Y program.
[26:56] man I and I'm looking say man I had to pay money for you to see this.
[26:58] But how else would you know about tone change the this this and this so you can that that's the framework I use.
[27:05] How else would you know about this problem one, this problem two, so you can that success?
[27:10] And then the third ad I would say is situational ads.
[27:15] Meaning if you just did this, you need this situational.
[27:22] If if you just ran a web class, what's Yep.
[27:25] Then you probably didn't recognize that or you probably noticed that if you've
[27:31] or you probably noticed that if you've been posting content for any amount of time,
[27:34] you probably noticed that the algorithm, it hates all of us.
[27:37] Less people are seeing your content.
[27:39] Less people are showing up on live.
[27:41] Show up rates are down.
[27:43] Open rates on emails are low.
[27:45] And ad cost is high.
[27:46] So the only person getting paid is Facebook and Instagram.
[27:48] See, that's the ad.
[27:51] That's very situational.
[27:53] Now, guess what the listener is waiting for?
[27:56] What do I need to do to fix it?
[27:57] Here is one thing that we've been doing to fix it.
[28:00] That's the prescription.
[28:02] So, it's if you've noticed something you notice in the space, now you as the authority
[28:07] prescribed prescribe it for them and invite them to get the full prescription in the web class.
[28:11] That's situational.
[28:13] If you have you ever noticed that awkward moment when you finish teaching in a web class, it's like, okay, how do
[28:19] I transition to ask for money?
[28:21] Yeah.
[28:22] We call that the weak spot.
[28:24] It's the weakest spot of a presentation.
[28:27] And you probably noticed that the web class vital signs drop.
[28:28] That just means the amount of people in the room.
[28:30] See, that's the ad because I'm talking specifically to the nervousness you feel
[28:32] specifically to the nervousness you feel of how do I get out of the teaching into
[28:34] of how do I get out of the teaching into the pitch and everyone knows what it's
[28:37] the pitch and everyone knows what it's like to go into the pitch and people log
[28:39] like to go into the pitch and people log off.
[28:41] See what I prescribe? I call it the vital signs.
[28:43] I want to show you how to increase the vital signs where everyone
[28:46] that is on during the presentation, how do you make the pitch a part of the
[28:47] presentation where they stay on, stay to the end, they actually buy?
[28:51] It's an easy fix.
[28:53] We call it the weak spot and there's five steps in it I want to share
[28:54] with you.
[28:56] Well, I I only get 30 seconds of your attention.
[28:58] So, I've got to invite you to that.
[29:00] See how it's it's a natural conversation.
[29:04] I think I think your master is number one.
[29:06] I'm I'm literally like, is he role playing with me right now or is he like
[29:09] [laughter] actually that's why I'm responding?
[29:10] But it's because you use the word you.
[29:12] I think sometimes and I'm doing it right now.
[29:14] Sometimes people will say the biggest mistake people make or like if you're is fine,
[29:17] but like you know um business owners usually keep messing this up.
[29:19] It's like no, use literally the word
[29:32] It's like no, use literally the word you.
[29:32] you.
[29:32] Yeah.
[29:35] And and it also takes knowing the person that you're actually supposed to help.
[29:37] This is part well that's part of what we we share teach show with entrepreneur speaker.
[29:43] So we explain you have to think about how is the person consuming the thing.
[29:48] So you think about their user experience.
[29:50] So I said imagine a person's out at dinner.
[29:53] That's one scenario.
[29:56] Person's at church, person's in the waiting room, person's at a traffic light.
[29:59] How are they consuming it?
[30:01] tells you how to create it.
[30:04] So, if they're not having a watch party with your content, who is y'all?
[30:08] It is one person on their private se cellular device that is interacting alone.
[30:11] So, how can you have a convers a conversation, not content, a conversation with a person?
[30:17] And that's why if you notice my tonality when I was doing that piece, how it looks down, it's all the things I would do if you and I was talking.
[30:23] Yeah.
[30:25] It's it's intentionally certain
[30:33] Yeah.
[30:33] It's it's intentionally certain times stumbling over words because it's times stumbling over words because it's more native and natural and not more native and natural and not re-editing it because it makes it more re-editing it because it makes it more conversational.
[30:40] conversational.
[30:40] so we call that comfort content.
[30:43] so we call that comfort content.
[30:43] Comfort content.
[30:43] It it is content that intentionally is not polished that addresses certain things that so if if I'm using that I'm thinking that a person is going to be scrolling on their phone by themsel.
[30:56] They have text messages coming in.
[30:58] They're looking at stuff.
[31:00] Oh man.
[31:00] Oh, that's dope.
[31:02] They scroll.
[31:02] So, this is our picture.
[31:04] I'm scrolling through Instagram.
[31:06] Oh man.
[31:06] Oh, okay.
[31:06] That's dope.
[31:08] Omar just said 100 episode.
[31:08] Oh, look at my homeboy, man.
[31:10] Fire emoji.
[31:10] Oh, that's wild.
[31:13] And here comes my ad in the middle of all this.
[31:15] If I don't think about that, I'm going to act as if the person is just excited about it.
[31:18] So, here's the frame.
[31:20] It's like going to the mall and the person tries to stop you to to put oil on your beard or clean your shoes.
[31:25] They are blocking the experience you went there for.
[31:29] You're not there for the
[31:34] went there for.
[31:34] You're not there for the shoe cleaner.
[31:35] You're not there for the shoe cleaner.
[31:35] You're not there for the beard person, although it is beneficial.
[31:38] beard person, although it is beneficial.
[31:38] You're a vendor booth that is blocking what they're there for.
[31:40] You're a vendor booth that is blocking what they're there for.
[31:42] what they're there for.
[31:42] That's what we are when we run ads in the middle of a user platform that isn't there for us.
[31:44] are when we run ads in the middle of a user platform that isn't there for us.
[31:46] user platform that isn't there for us.
[31:46] 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 it and be happy about it.
[31:48] 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 it and be happy about it.
[31:50] have a sense of entrepreneurial entitlement that assumes because you spent money on ads that people should consume it and be happy about it.
[31:52] entitlement that assumes because you spent money on ads that people should consume it and be happy about it.
[31:54] spent money on ads that people should consume it and be happy about it.
[31:57] consume it and be happy about it.
[31:57] So there has to be approach to say I earned the right to be paid by my ability to meet the needs of people that haven't paid me yet.
[32:00] So there has to be approach to say I earned the right to be paid by my ability to meet the needs of people that haven't paid me yet.
[32:02] earned the right to be paid by my ability to meet the needs of people that haven't paid me yet.
[32:04] ability to meet the needs of people that haven't paid me yet.
[32:04] Can I think about them?
[32:07] haven't paid me yet.
[32:07] Can I think about them?
[32:07] Can I understand them?
[32:08] them?
[32:08] Can I understand them?
[32:08] Can I think on the other end of what would it take to get my money?
[32:10] on the other end of what would it take to get my money?
[32:10] What would it take to get my attention?
[32:11] to get my money?
[32:11] What would it take to get my attention?
[32:14] get my attention?
[32:14] Because truthfully, my attention is more valuable than my money.
[32:15] attention is more valuable than my money.
[32:15] The attention is so expensive.
[32:17] money.
[32:17] The attention is so expensive.
[32:17] You spend millions of dollars for a 30 secondond slot during the Super Bowl.
[32:19] You spend millions of dollars for a 30 secondond slot during the Super Bowl.
[32:22] secondond slot during the Super Bowl.
[32:22] right.
[32:22] So it's if I'm thinking of that situationally, I I don't approach videos and say people ask me all the time.
[32:25] right.
[32:25] So it's if I'm thinking of that situationally, I I don't approach videos and say people ask me all the time.
[32:26] situationally, I I don't approach videos and say people ask me all the time.
[32:26] Why doesn't that work?
[32:28] I I don't approach videos and say people ask me all the time.
[32:28] Why doesn't that work?
[32:28] Because I don't know who those people are.
[32:30] ask me all the time.
[32:30] Why doesn't that work?
[32:30] Because I don't know who those people are.
[32:32] work?
[32:32] Because I don't know who those people are.
[32:33] people are.
[32:34] Right?
[32:37] If you say business owners, you've got to ask yourself, is that the best self-identifier?
[32:40] Because that's really what it's called.
[32:41] It's called a selfidentifier.
[32:43] Is it a business?
[32:43] What do I identify more with?
[32:45] A problem I face, a frustration that I feel, an emotion or situation, or my title.
[32:50] That tells me everything.
[32:50] Do I walk around in my mind saying I'm a business owner?
[32:55] Maybe.
[32:57] But you always walk around knowing you are a you
[32:59] 100%.
[33:03] So, it's a you and connecting a you to this and bringing definition to it and wording and what is that called and why?
[33:10] 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 it home.
[33:20] Now, people are people are nosy.
[33:22] So, if you even if you did an ad and said, "Sh, don't tell anybody.
[33:25] This is only for people who made six figures.
[33:27] If you don't make six figures, scroll off."
[33:30] Everybody that made six figures is going to keep watching.
[33:33] Yeah, that's good.
[33:33] I've noticed that the
[33:36] Yeah, that's good.
[33:38] I've noticed that the hardest thing is to hold the attention of people who don't want to make more money so you can keep scrolling.
[33:41] That's a hook. [laughter]
[33:43] So, it's it's it's it's really reverse psychology, which like even one of the things we teach in a web class, how how you get people to stay to the end is that same anchoring thing.
[33:55] Yep.
[33:56] Yeah.
[33:57] All right.
[33:57] I've talked a lot. My bad.
[33:58] No, that's really good. Okay. So, we talked about kind of how to title and frame your presentation, how to market it,
[34:07] um where to host it.
[34:09] Yeah.
[34:10] You mentioned about like some of the biggest mistakes now like the actual presentation itself.
[34:14] Yeah.
[34:15] Well, like
[34:16] Well, can you just address this as like a coach like people would say, "I'm not showing up if if one person signs up."
[34:22] Yeah.
[34:23] Why should you show up to a event even if one person is going to show up?
[34:28] My rule is whether one or one million do it the same.
[34:31] Uh here's why.
[34:34] I think that you you don't qualif you
[34:37] think that you you don't qualif you don't qualify for millions of people un
[34:39] don't qualify for millions of people un unless you have soul to yourself like
[34:42] unless you have soul to yourself like for me when I started I was speaking to
[34:44] for me when I started I was speaking to me
[34:45] me >> and I had to convince convince me and I
[34:47] >>> and I had to convince convince me and I think it also helps you that onetoone
[34:49] think it also helps you that onetoone gives you a lot more objections allows
[34:51] gives you a lot more objections allows you the opportunity to see can you hold
[34:52] you the opportunity to see can you hold that person's attention it actually does
[34:54] that person's attention it actually does more for you than a larger group where
[34:56] more for you than a larger group where you can't clearly assess am I holding
[34:59] you can't clearly assess am I holding their attention where are they zoning
[35:00] their attention where are they zoning out so I watch the person's eyes all
[35:01] out so I watch the person's eyes all that so I think it actually assists and
[35:04] that so I think it actually assists and helps you a whole lot more is really
[35:06] helps you a whole lot more is really ego.
[35:08] ego. You're thinking you earned something that you didn't.
[35:09] something that you didn't. >> And ultimately, if only one person showed up, you might have a great presentation, but something else is broke.
[35:12] >>> And ultimately, if only one person showed up, you might have a great presentation, but something else is broke.
[35:14] presentation, but something else is broke. So, it's a false signal.
[35:16] broke. So, it's a false signal. For instance, so to that to that point, that false signal, it's like if your car keeps fluttering the crank, something's wrong.
[35:18] For instance, so to that to that point, that false signal, it's like if your car keeps fluttering the crank, something's wrong.
[35:21] false signal, it's like if your car keeps fluttering the crank, something's wrong.
[35:23] keeps fluttering the crank, something's wrong. You're not just going to keep driving and assume that, well, it'll fix itself.
[35:26] wrong. You're not just going to keep driving and assume that, well, it'll fix itself.
[35:27] driving and assume that, well, it'll fix itself.
[35:29] itself. And I think sometimes for business owners, there's something broken in the marketing, something broken in positioning, there's something wrong in the sales process.
[35:31] And I think sometimes for business owners, there's something broken in the marketing, something broken in positioning, there's something wrong in the sales process.
[35:32] business owners, there's something broken in the marketing, something broken in positioning, there's something wrong in the sales process.
[35:33] broken in the marketing, something broken in positioning, there's something wrong in the sales process.
[35:35] broken in positioning, there's something wrong in the sales process. It could be
[35:37] wrong in the sales process.
[35:37] It could be that the offer is a slam.
[35:40] I got a client that the offer is a slam.
[35:40] I got a client who had a slam dunk offer, but she was really trying to sell it to people who were starting, but the people who really needed it were people who wanted to save on taxes, who had the money.
[35:49] So,
[35:50] so she didn't realize, hey, so she was able to pivot from a $3,000 offer to a $30,000 offer, and it was easier to sell.
[35:57] That's crazy,
[35:58] right?
[35:58] So it's just fig.
[36:03] Yeah.
[36:03] So you said, you know, there's some stuff that people should do in the first 15 minutes of their presentation.
[36:07] What should those things be?
[36:08] So biggest mistakes that people make is starting rule.
[36:10] Well, let's start with the rule.
[36:12] Rule number one, as soon as you start speaking, you're selling.
[36:16] I'm not talking about we're going to get started in a few minutes.
[36:17] Eh, wrong.
[36:19] It's only a few of us and I'm about to go.
[36:21] Yeah.
[36:22] Right.
[36:22] Asking what city and state they're from.
[36:25] That's not an anchor that would assist you in sales.
[36:26] You're actually wasting people's time.
[36:28] So why why would I need to know what city and state?
[36:33] Hey, tell me what city and state.
[36:35] Okay, California in the building.
[36:36] Drop.
[36:36] Dang it, bro.
[36:36] I be doing this, bro.
[36:36] All
[36:38] Dang it, bro.
[36:38] I be doing this, bro.
[36:38] All right, you're helping me.
[36:40] But I know it right, you're helping me.
[36:40] But I know it we we have only so much time.
[36:43] The words we we have only so much time.
[36:43] The words we use matter the most.
[36:44] Yeah.
[36:45] Yeah.
[36:48] And the first thing you say matters.
[36:49] 100%.
[36:51] So the reason I tell people don't do city etc.
[36:54] Soon as you start speaking, you are selling and no wasted words.
[36:57] So you are training people who are in the 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.
[37:02] When people are coming in, they don't feel like they missed something.
[37:06] There should be a feeling from the moment you began that the people who are logging in late feel as if they missed something.
[37:10] So you are intentionally triggering in the first 15 minutes you are selling the belief that they need in order to buy.
[37:17] So, if you believe that the belief that they need in order to buy is that your content can make you millions.
[37:24] What's up, family?
[37:29] Can we do something really quick to everybody that's in here?
[37:30] Just drop in the chat because you will hear this all night.
[37:32] Your my content can make me what?
[37:33] Millions.
[37:36] You now have a
[37:38] me what? Millions.
[37:39] You now have a call-in response, which is your anchor throughout your entire presentation.
[37:42] So, throughout your entire presentation.
[37:43] So, when you're transitioning from thought to thought throughout, that is your emotional calling response that allows you to create emotional momentum.
[37:47] If you go in the we and go logical, you gonna have to pull me out of logical brain into emotion and that's your anchor when you're starting.
[37:55] So imagine logging in five minutes late and the chat has all this in there.
[38:01] My content make me mill. Sorry guys, I just logged in. What did I miss?
[38:06] That's so good.
[38:07] So this is good for live too. [laughter]
[38:13] You you sell the belief in the first 15 15 minutes.
[38:16] So that looks different for everyone.
[38:18] I don't typically tell people to drop a one or a two. Here's why.
[38:20] There's no self-identifier surrounding that.
[38:22] So, the only reason they should drop a number is if that number identifies with an identity.
[38:26] Drop a one if your goal is to get to, and I'll talk about that in a second.
[38:32] Drop a one if your goal is to get to your first 10,000 in the next 30 days.
[38:33] Drop a two if
[38:38] in the next 30 days.
[38:39] Drop a two if you're at 10,000, looking to get to 50,000.
[38:41] Drop a three if you're looking to get to six figures.
[38:43] All right.
[38:47] Anybody above six above six figures, I want y'all to do something crazy for me.
[38:48] I want you to not drop a number at all.
[38:50] Numbers not your problem.
[38:52] Now, it's human to human connection conversation.
[38:55] See what I'm So, throughout this, I need everybody to remember that number.
[38:58] Let's practice really quick with my ones.
[39:00] You now have a few things.
[39:02] [snorts]
[39:02] You have the belief you began with and you have segmentation.
[39:06] Why do you need that?
[39:08] Because if nobody in that room drops anything other than the two, you now can point your content to two specific people.
[39:13] See what you have in the first 15 minutes.
[39:16] You have a belief that becomes your call and response and emotional anchor.
[39:20] And you have selfidentifiers that tells you who's in the room.
[39:22] >> So if I'm talking, I can say, now I'm going to share this really quick.
[39:25] This part right here is for my ones.
[39:27] Twos, I'm going to come to you in one second.
[39:28] Y'all be patient.
[39:30] >> Yeah.
[39:31] >> You see, >> can I break it a little bit?
[39:35] >> Let's say I got five people or three people on my call.
[39:37] >> Yep. >> Like, is it weird to talk like that with
[39:39] Like, is it weird to talk like that with three people on the call?
[39:40] three people on the call?
[39:40] No.
[39:42] No.
[39:42] Why?
[39:42] Here here's why it still it still isn't.
[39:44] I probably would divide it into two into two things.
[39:46] I still need a selfidentifier because without that I can't sell.
[39:49] Yeah,
[39:51] I still need a belief.
[39:52] I what I probably would do is change it immediately and say, "Hey, I want to do something really special."
[39:57] Um, how many of y'all this is your first time being on a web class or anything like this?
[40:00] Can we make this feel like we're just sitting around a dinner table?
[40:02] I want everybody to unmute really quick.
[40:04] It's good.
[40:05] you still are breaking the belief and breaking whatever they're used to that now creates the room.
[40:07] So you you have to set the temperature of the room that feels like something other than that.
[40:08] Here's why.
[40:10] You're probably the fifth person they heard on a Zoom this week.
[40:12] How do I in a moment if they're I'm on my in essence that Zoom room is a date.
[40:15] Yeah.
[40:16] Right.
[40:19] They're dating you and everybody else to figure out who should they in business.
[40:20] The highest form of commitment in a dating relationship is marriage.
[40:22] Highest form of commitment or
[40:40] marriage. Highest form of commitment or intimacy in a business relationship is a intimacy in a business relationship is a person giving you their money.
[40:44] 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] Great.
[40:54] So 100% sell the belief.
[40:58] The way you think about this, what does a person have to believe in order to make a decision to buy from you?
[41:03] And those first 15 minutes, if you have nothing in there that does that, this is before a teaching.
[41:06] This is why we we don't even start with we don't even start with story unless the story is tied into a problem that you overcame.
[41:18] Right?
[41:18] So it becomes and I'll even talk about how to do the story.
[41:20] So that's what we do in the first 15.
[41:23] Yeah, it's good.
[41:25] That's selling the belief, getting them to selfidentify so you know exactly who's in the room.
[41:29] And you'll keep doing selfidentifiers throughout as people are logging in.
[41:33] Yeah, that's good.
[41:33] There should be something they're dropping in the chat.
[41:35] If you have a assistant or somebody that works with you, I would suggest creating even if you don't use PowerPoints a slide.
[41:42] you don't use PowerPoints a slide.
[41:44] If you're just logging in, comment blank something they comment.
[41:46] That chat should have words in it in the first few minutes.
[41:48] Soon as people come in, that becomes your call and response anchor.
[41:49] becomes your call and response anchor.
[41:51] Yeah, I found uh an underrated uh digital real estate that's uh not underutilized, not underrated.
[41:53] uh digital real estate that's uh not underutilized, not underrated,
[41:56] underutilized is like even just a countdown.
[41:58] underutilized is like even just a countdown.
[42:00] countdown.
[42:01] If you have a countdown
[42:03] that maybe ends a minute after the web class is supposed to start, but that 60 seconds visually.
[42:05] class is supposed to start, but that 60 seconds visually.
[42:07] seconds visually.
[42:09] Yeah.
[42:09] Even the the the the music choice we use like it sets the tone.
[42:12] like it sets the tone.
[42:14] I think I think what we're talking about is creating how you uh culture.
[42:16] you uh culture.
[42:17] Yeah.
[42:18] For the teaching.
[42:19] Yeah. But we call it setting temperature.
[42:21] temperature. And that temperature often times for no matter who you are,
[42:23] times for no matter who you are,
[42:25] the hardest, the most turbulence, I use that word, the most turbulence is two spots of a of a web class or a sales presentation.
[42:27] the hardest, the most turbulence, I use that word, the most turbulence is two spots of a of a web class or a sales presentation.
[42:29] presentation.
[42:31] Yeah.
[42:33] 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
[42:35] they're just starting because you're trying to get comfortable and it's the transition from teaching to presentation
[42:35] trying to get comfortable and it's the transition from teaching to presentation
[42:43] transition from teaching to presentation of the offer.
[42:43] Of the offer.
[42:43] Yep.
[42:44] Yep.
[42:44] So, you should already know what you're going to say in those first few minutes so you're not stumbling and bumbling over words.
[42:45] So, you should already know what you're going to say in those first few minutes so you're not stumbling and bumbling over words.
[42:47] So you're not stumbling and bumbling over words.
[42:48] So you ought to come in hot.
[42:50] That's setting the temp.
[42:51] What temperature do you you need?
[42:53] Not the room.
[42:54] So if you know you are I'm a conversational communicator.
[42:57] So if you know you are I'm a conversational communicator.
[42:57] I am not a stare at myself.
[42:59] So I know that about myself.
[43:02] So I I have to set a temperature that lets you know right away you have to talk back to me.
[43:04] So I I have to set a temperature that lets you know right away you have to talk back to me.
[43:06] I have to set a temperature where you can't be in any room with me with a black screen.
[43:08] Yeah.
[43:10] If you're in a Zoom room with me on a black screen, my team is trained to send you three messages and remove you from it.
[43:12] Yeah.
[43:14] If you're in a Zoom room with me on a black screen, my team is trained to send you three messages and remove you from it.
[43:18] Yeah.
[43:19] Why?
[43:20] You just walked in my house with your shoes on.
[43:21] Yeah.
[43:22] [laughter]
[43:24] 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.
[43:25] Great.
[43:28] So, I'm I'm very clear on that.
[43:30] So, that's that's summer first 15 minutes.
[43:31] If you're transitioning, you're not teaching yet.
[43:33] You're selling belief.
[43:35] So parts of the way you sell the belief.
[43:43] parts of the way you sell the belief.
[43:46] I don't think the traditional storytelling don't think the traditional storytelling a little about me works.
[43:48] a little about me works.
[43:51] I think you find the vital signs drop a little bit or people zone out.
[43:54] So I think you wrap the story into more of a brand story which sounds like the um instead of a little about me inspiring moment.
[43:59] It's the moment that you saw something that inspired you to now do what you're doing now.
[44:07] now.
[44:07] That's good.
[44:07] So it's man I didn't think I would do this.
[44:12] I'm sitting in the back of a church.
[44:15] I'm in the video room and I'm by myself just watching.
[44:16] I'm like, man, I wonder why I so dark on that side.
[44:18] You're you're bringing them into Yeah.
[44:22] That here's why.
[44:24] Because one of the questions in a person's head in the first few minutes to sell a belief is are you like me?
[44:27] Yes.
[44:30] That builds No.
[44:30] That's going to build trust.
[44:31] That's going to build like that makes the teaching segment stick.
[44:35] It's good.
[44:35] So,
[44:39] yeah.
[44:39] My version of that is I I I'll do uh you know what are your content goals this year?
[44:42] Throw it in the chat.
[44:43] No wrong answers.
[44:43] Love it.
[44:43] And people are like 100,000 subscribers,
[44:46] And people are like 100,000 subscribers, you know, 100K in revenue launching my you know, 100K in revenue launching my like they're all that stuff.
[44:51] And then I like they're all that stuff.
[44:53] And then I follow up question is why?
[44:54] Like why do you want those subscribers?
[44:56] Why do you want those leads?
[44:58] Why do you want to build your business?
[44:59] And then I go into a photo with my family and like here's my why.
[45:01] Love it.
[45:02] And then just kind of like you know I'm a family man.
[45:04] You know, I love my providing.
[45:06] That's why I work hard.
[45:07] And that's my way of doing that.
[45:09] Just, you know, anyone could steal it.
[45:11] Steal it if you want it.
[45:11] I love it.
[45:12] Yeah.
[45:14] Okay. 15 minutes. Now we're What?
[45:17] Now we're are Are you big on like doing that whole like ask for permission upfront like, "Hey."
[45:20] Yeah.
[45:22] Let's make a deal or, you know, if I do my part.
[45:27] 100%. So my I tell every person I work with, don't lie, don't steal.
[45:29] There should be ethical selling.
[45:31] Here's why.
[45:34] 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] Yeah.
[45:42] So on the other end of every transaction is someone's mother, someone's brother, someone's sister, someone's aunt.
[45:46] So as you're selling, if your intention is
[45:47] you're selling, if your intention is off, how would you feel if someone else off, how would you feel if someone else at the same time is selling to your mom at the same time is selling to your mom that way?
[45:55] So the reason that you have to approach it and it shouldn't just be tactic.
[45:58] It should be genuine where you're telling them the reason you're doing this.
[46:03] So we give a script for this for our clients.
[46:06] Your your big three.
[46:10] So mine is can is it okay if I tell uh why would someone like me who has four businesses, multiple employees, and all four businesses generate seven figures a year.
[46:20] Why would I pause to be on here teaching for free?
[46:23] We we got to at least address this, y'all.
[46:24] Am I just philanthropic?
[46:26] Well, I already have an adult scholarship where we give away $1,000 a month.
[46:30] In the month of December, we give away $4,000, $1,000 a week.
[46:35] So, it can't just be philanthropy.
[46:37] There are three reasons I'm doing this.
[46:38] I want you guys to write it down.
[46:40] Hold me accountable to this before we're done.
[46:42] I want you to make sure that I do all three.
[46:44] Is that okay with everybody?
[46:46] Y'all not responding?
[46:46] Yes.
[46:46] No.
[46:46] See,
[46:48] Y'all not responding?
[46:48] Yes.
[46:48] No.
[46:48] See, [laughter] I'm training you.
[46:49] what the [laughter] I'm training you.
[46:49] what the temperature is.
[46:51] I'm not asking any temperature is.
[46:53] I'm not asking any generic questions.
[46:53] generic questions.
[46:53] Number one, I want to show you what I'm doing to actually make money in my business.
[46:55] Number one, I want to show you what I'm doing to actually make money in my business.
[46:57] Have you ever noticed that people teach you and tell you everything except what they do to make money?
[46:59] business.
[46:59] Have you ever noticed that people teach you and tell you everything except what they do to make money?
[47:01] Is it okay if I share that with you what I'm doing to make money in my business?
[47:03] Drop yes in the chat.
[47:04] doing to make money in my business?
[47:07] Drop yes in the chat.
[47:08] So good.
[47:08] Number two, to show you what I'm doing for my clients, I go right into a client story.
[47:11] Number two, to show you what I'm doing for my clients, I go right into a client story.
[47:14] So client one, which is normally the avatar based on the segmentation they gave me early on.
[47:15] Client one, which is normally the avatar based on the segmentation they gave me early on.
[47:17] Client one who was not a coach, she's an attorney who was adding on.
[47:19] She realized people were asking her questions for services she didn't provide in her practice anymore.
[47:22] 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?'
[47:25] She's not a full-time coach.
[47:27] She's an attorney.
[47:29] We created for her.
[47:30] She does a web class once a month on a Saturday.
[47:32] She enrolls people at $5,000.
[47:34] So the way hers is, she wasn't comfortable selling.
[47:36] She's not a full-time coach.
[47:37] She's an attorney.
[47:40] We created for her.
[47:43] She does a web class once a month on a Saturday.
[47:46] She enrolls people at $5,000.
[47:46] So the way hers is, she wasn't comfortable selling.
[47:48] hers is, she wasn't comfortable selling.
[47:50] She does a web class to an application to speak with her.
[47:52] On that application to speak with her, it's a small group.
[47:54] So on Calendarly, you know how you can set the number and say 10 people can register, etc.
[48:00] It's a group enrollment call on the back end of a webinar.
[48:02] So hers is very seamless.
[48:03] Sign a 5K offer off of a web class.
[48:05] Yep.
[48:06] So she does a web class to teach you on it until you sign up to to go through the program for her to explain what it is and on there she sells it to you and that's it.
[48:13] Right.
[48:13] This is a she does one hour and then the other one is about 30 to 45 minutes.
[48:18] So that's an hour and 45 minutes once a month.
[48:22] Her first one she says she signs seven people up.
[48:25] That's 35,000.
[48:27] She and one and right under 90 days she crossed six figures as something she's doing on the side.
[48:30] Crazy.
[48:33] So this is for people who some of you how many of you you in your mind you cringe thinking about coaches like ah don't move see see what's happening it's the person who says I'm I'm this I'm not that
[48:44] y so what number two what we're doing for our clients is that number three if
[48:51] for our clients is that number three if I'm going to show you what I'm doing in my business 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.
[49:05] Now, I anchor it into reason and logic.
[49:07] 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] That would be weird.
[49:15] That's really good.
[49:15] Would that be weird like, "Oh my god, this shrimp is good. Can I have some more?"
[49:21] Unfortunately, we only do taste test.
[49:24] Wouldn't it be wrong when I've been in business for 15 years and I've and I've helped thousands at this point be able to generate revenue?
[49:31] Wouldn't it be wrong to not make that available for those of you who want it?
[49:32] So, can y'all hold me accountable to those three?
[49:38] That's how crazy and then the barrier's broken.
[49:41] And in in the world of sales, it's you're you're getting yeses like and but it's it's our job to draw those yeses out from people.
[49:51] Mhm.
[49:51] I think about shopping high-end. When
[49:53] I think about shopping high-end.
[49:55] When you go into a high-end store, you go into a high-end store, you're just browsing.
[49:56] you're just browsing.
[49:56] Yeah.
[49:58] But they don't ask you, "Are you looking for something in particular?"
[49:59] Because if you go to H&M, they ask you that.
[50:01] And because the answer is no every time.
[50:03] Like literally, you're getting a no out of a somebody who's walking into a space,
[50:05] [laughter] time.
[50:07] they ask you, "Would you like some water or sparkling water or still water?"
[50:08] Yeah.
[50:11] And they're like, "I'll take a sparkling."
[50:13] They just got a yes from you.
[50:14] Yeah.
[50:15] Um, and I'm I'm just learning that even in the online space, it's still the psychology of it still matters.
[50:16] And so 100 that and for for me this is this might not match everybody.
[50:16] I pray before I do these things.
[50:19] Here's why.
[50:21] I am using a gift and my prayer similar.
[50:24] God, I'm about to use a gift you gave me to serve your most prized possession, your people.
[50:28] Yeah.
[50:31] I cannot take a gift that I've been given and use it and ask God to help me steal.
[50:33] There has to be a level of emotional connection, not just to the outcome.
[50:35] using a gift and my prayer similar.
[50:38] I'm about to use a gift you gave me to serve your most prized possession, your people.
[50:40] Yeah.
[50:42] I cannot take a gift that I've been given and use it and ask God to help me steal.
[50:44] There has to be a level of emotional connection, not just to the outcome.
[50:47] steal.
[50:49] There has to be a level of emotional connection, not just to the outcome.
[50:52] connection, not just to the outcome.
[50:56] connection, not just to the outcome.
[50:58] Like, it has to be that I genuinely care.
[50:59] How do I show up for these people?
[51:02] So, when I'm saying that part of it, it's true.
[51:03] Yeah.
[51:03] It frees me.
[51:05] It takes away nervousness from me.
[51:08] It takes away, hey, here's my real intention.
[51:10] I'm going to tell you what I'm doing in my business, which is true.
[51:14] Like right now, we give our clients a script for everything.
[51:16] So, if they're sell if they're doing a challenge, they get a script of what to do, the emails, everything.
[51:20] If they're doing a a web class, it is an entire cheat sheet, and then we customize it.
[51:24] And then we do skill labs, which is where you can take any section of the web class.
[51:31] And skill lab is you practice section one.
[51:33] You practice transition to your clothes, you practice pitching.
[51:35] So, good.
[51:35] film session is where we watch you do it or we'll do co-working sessions.
[51:39] 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 room can say bro that's so unclear I would lock bec
[51:46] that's the best you because the reason I'm doing it you're training your nervous system if your nervous system is thrown off you get nervous and it shuts
[51:56] thrown off you get nervous and it shuts down neuropathways you know chemicals.
[51:58] down neuropathways you know chemicals serotonin dopamine oxy so if it shuts it.
[52:02] serotonin dopamine oxy so if it shuts it down and cortisol increases you can't.
[52:04] down and cortisol increases you can't think clearly and you're wondering why.
[52:05] think clearly and you're wondering why you stumbling over your words having.
[52:08] you stumbling over your words having those segments and Even having the.
[52:09] those segments and Even having the selling the belief and the story and.
[52:11] selling the belief and the story and what you're going to say stops and.
[52:13] what you're going to say stops and trains the nervous system and allows you.
[52:16] trains the nervous system and allows you the opportunity cuz in your head some.
[52:18] the opportunity cuz in your head some people hear no before they even ask for.
[52:19] people hear no before they even ask for a yes.
[52:22] a yes. And the whole time you know you selling and you're thinking man okay no.
[52:25] selling and you're thinking man okay no be.
[52:27] be honest with people.
[52:29] honest with people. Truth that leaves the heart reaches the heart.
[52:30] the heart reaches the heart. >> Like so that segment if done correctly.
[52:33] Like so that segment if done correctly some people are going to copy that word.
[52:34] some people are going to copy that word for word and it might not land.
[52:36] for word and it might not land. Here's why it's going to be so disingenuous.
[52:38] why it's going to be so disingenuous.
[52:39] Yeah.
[52:42] >> Whatever's whatever's whatever is genuine for you, that's what you place.
[52:45] genuine for you, that's what you place there in that transition.
[52:48] there in that transition. And if you do it correctly, you can go right into I.
[52:51] it correctly, you can go right into I think your origin or brand story, but.
[52:54] think your origin or brand story, but that story should have segments of the.
[52:56] that story should have segments of the way that I tell people to tell it.
[52:58] way that I tell people to tell it.
[52:58] Inspiring moment, goal gap.
[53:01] So, what was the inspiring moment that got you started?
[53:02] What was the goal you had in mind?
[53:04] But what was the gap that kept you from it?
[53:06] So, and I remember seeing a this is a true story.
[53:08] Remember being in San Diego, California, I won't say names on here, but there were people, it was my first time seeing somebody make a million from stage.
[53:11] They did a tour during the summer inerson event and they made a million dollars per tour stop just ads on down the line.
[53:14] I had never heard of virtual assistants, etc.
[53:16] So, it's really a building out your whole coaching business situation for you.
[53:17] But, VAS did it.
[53:19] So they only worked from June to about August and from September on till the following year they they didn't work.
[53:22] They didn't do anything.
[53:24] I'm I was like what are they buying again?
[53:26] And I'm watching and I'm like okay they they ended up asking me to speak and I noticed something.
[53:28] They let me open and speaking and close.
[53:30] And whenever I would do it I didn't realize I was doing a pre- pitch and a rep
[53:57] I was doing a pre- pitch and a rep pitch.
[53:59] They would come up and send pitch.
[53:59] They would come up and send people to a room.
[54:00] They told me if I ever people to a room.
[54:00] They told me if I ever got really good at this, I would make a whole lot of whole lot of money.
[54:03] The only issue was I had nothing to sell.
[54:05] I'm like, well, I don't know what I'm doing.
[54:07] I had I naturally had a gift that I know how to package.
[54:09] I had a $20 book, so I didn't know what to sell, who to sell it to, how to sell it, how to launch it.
[54:11] I had all these.
[54:13] See what we're doing.
[54:14] Inspiring moment.
[54:16] My goal.
[54:17] I would love to do that and make money.
[54:19] My gap.
[54:21] Listen to the questions.
[54:22] I didn't know what to sell, who to sell it to, how to sell it.
[54:24] That's probably going to be what I'm going to be doing in the teaching.
[54:25] I just inserted the questions that they have that I'm gonna answer when I transition to teach.
[54:26] Fire.
[54:29] Yeah.
[54:31] So good.
[54:32] So then you just get into those points.
[54:33] Let's just call them points.
[54:33] Yeah.
[54:38] The mistakes,
[54:40] the things to do,
[54:41] the um is there just could you break down like uh
[54:43] your process or framework for just every
[54:46] Yeah.
[54:47] If you're teaching I think your your u I know some people say three secrets or three strategies.
[54:51] It should answer
[54:58] or three strategies.
[54:58] It should answer three questions.
[54:58] Why you?
[54:58] Why it?
[55:02] three questions.
[55:02] Why you?
[55:02] Why it?
[55:05] Meaning the method you use and why now.
[55:05] Meaning the method you use and why now.
[55:08] So why you?
[55:08] This anchors some say how you learned it, how you
[55:10] earned it, mistakes you made, what you
[55:12] did wrong, what you did right, what you
[55:13] would do different.
[55:13] That's why you, right?
[55:16] It's why do you care about helping me start a podcast?
[55:17] Why do you care that I create content, Omar?
[55:19] Why do you care that we started YouTube?
[55:21] Why do you care that we started YouTube?
[55:22] Why do you care about brand?
[55:24] Why do you care about me?
[55:24] So why you this is normally this introduces your method.
[55:27] Why do you see the world through the glasses you see them?
[55:29] I believe that everything in your life and your business get better when you get better with words.
[55:31] I believe that.
[55:33] I believe that you can't sell a course forever.
[55:34] You can speak until the day you die.
[55:35] I believe that speaking is the greatest creation.
[55:37] So much so that God could have made Jesus do any industry.
[55:38] But when he got ready to save the world, he made him a speaker.
[55:39] Come on.
[55:43] Because spir speaking is a spiritual transfer.
[55:46] It's how you transfer energy, belief, ideas, transformation.
[55:48] At the end of every war, somebody sits down and
[55:59] End of every war, somebody sits down and talks.
[56:01] And if and there is no life change without a communication change.
[56:04] That's my core belief.
[56:06] Now we have an anchor statement.
[56:09] It when done correctly in business, nothing scales a business nor grows a brand faster than speaking.
[56:14] I can get on one podcast, have a 45minute 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] I can get on a stage, let's use Investfest.
[56:27] I spoke in front of 25,000 people.
[56:29] We got 13,000 leads.
[56:33] If 10% of those people bought from me, and I have a $10,000 offer, I that would mean I made six figures from a 15-minute presentation.
[56:40] Yep.
[56:43] If you start speaking and you're not even good, your entrylevel speaking fee to you're getting paid to come talk about what you do for business to solicit leads, clients, customers, and trust.
[56:55] That's why you right is explaining my core belief about communication and speaking.
[56:57] Nothing
[57:00] communication and speaking.
[57:00] Nothing helps people.
[57:02] Nothing helps people like speaking.
[57:03] Nothing hurts people like speaking.
[57:03] Nothing hurts a business worse than speaking.
[57:05] Right?
[57:07] So, you see how we're in the core of what I believe about this thing.
[57:09] Now, how many of you believe if I were invite you to speak on my podcast, you would say yes.
[57:18] Why do you just want to be on a podcast or do you want to be on a podcast for the purpose of growing your brand, growing your business, and growing your revenue?
[57:25] 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.
[57:32] Now, this is not motivational speaking.
[57:34] This is not TED talks.
[57:37] This is not public speaking.
[57:39] 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] Are y'all here for that?
[57:49] See, see when it's like [laughter]
[57:52] so good.
[57:52] Yeah.
[57:54] And it's not word for word.
[57:56] I just flow like it's core thoughts, core beliefs.
[57:58] So the three the teach whatever you
[58:00] So the three the teach whatever you want, but answer the questions.
[58:02] Want, but answer the questions.
[58:04] The best teaching or to our teachings that answers questions.
[58:05] So I believe that's why whenever Jesus taught a principle he led with question then went with story.
[58:07] Principle he led with question then went with story.
[58:09] Yeah.
[58:09] Yeah.
[58:12] Right. So it's why you teach whatever you want but it should answer that.
[58:14] Why it the method that you have?
[58:17] Right.
[58:18] Yep.
[58:21] And then why now?
[58:21] So if you're saying hey why now?
[58:26] I can show people anything you're going to do in the online space is nothing more than speaking assets.
[58:28] Is nothing more than speaking assets.
[58:32] The content you create is micro speeches.
[58:34] The ad that you run is a 60-second or less micro speech.
[58:36] The page they go to, website or funnel, there's a video sales letter there that determines the opt-in rate.
[58:39] The presentation they come to is a presentation and then when they sign up for your coaching program is weekly presentations.
[58:41] The presentation they come to is a presentation and then when they sign up for your coaching program is weekly presentations.
[58:43] The presentation they come to is a presentation and then when they sign up for your coaching program is weekly presentations.
[58:46] The presentation they come to is a presentation and then when they sign up for your coaching program is weekly presentations.
[58:47] The presentation they come to is a presentation and then when they sign up for your coaching program is weekly presentations.
[58:49] The presentation they come to is a presentation and then when they sign up for your coaching program is weekly presentations.
[58:50] Yep.
[58:51] And the person believes that they should improve ads.
[58:53] They should It's the algorithm, but they never fix the one thing that changes everything.
[58:55] Speaking.
[58:56] Dang, that was meta.
[59:01] Dang, that was meta.
[59:03] Yeah. Some people are like,
[59:03] Yeah. Some people are like,
[59:06] "Am I in the web class right now?"
[59:06] "Am I in the web class right now?"
[59:08] It's But that's explaining why it
[59:08] It's But that's explaining why it
[59:09] Yes,
[59:09] it is the thing you can do forever.
[59:11] it is the thing you can do forever.
[59:11] Yeah,
[59:11] we met at a conference or at an event
[59:14] where you were doing what? Speaking.
[59:16] where you were doing what? Speaking.
[59:18] Majority of my relationships have came
[59:21] from something that I was invited to to
[59:24] talk about the thing I do for business
[59:26] as a doc. Like just imagine, bro,
[59:28] getting paid to come on people's podcast
[59:30] or their show to talk about the thing
[59:32] you do for business that generates you
[59:33] more business.
[59:34] It's crazy.
[59:36] I wouldn't do anything else.
[59:38] Yeah. No. And now people are sold on the
[59:40] idea of speaking and QR code on screen
[59:43] and they know it's not motivational
[59:44] speaking. It's not TED talks. It's not
[59:47] No, there I I entrepreneur speaker was
[59:49] birthed because I saw nothing that
[59:51] taught speaking from the vantage point
[59:52] of four business owners.
[59:55] Yeah. It was always oh public speaking,
[59:57] stage fright. It was that. It was no
[59:59] psychology of sales. There was no
[59:59] neuromarketing. There was no sales
[01:00:02] neuromarketing.
[01:00:02] There was no sales psychology stories that sell.
[01:00:06] So we give psychology stories that sell.
[01:00:06] So we give we give our clients what we call a story fridge.
[01:00:08] 20 stories and it tells you when to use them and why.
[01:00:11] 20 stories and it tells you when to use them and why.
[01:00:12] Fire.
[01:00:13] Fire.
[01:00:13] So if you're telling the story of Apple, here's here's what this does to a person when they hear this.
[01:00:15] So if you're telling the story of Apple, here's here's what this does to a person when they hear this.
[01:00:17] Here's the four ways you tell a story.
[01:00:19] Here's the four ways you tell a story.
[01:00:19] person, place, princ, person, place, principal, perspective.
[01:00:22] person, place, principal, perspective.
[01:00:24] perspective.
[01:00:26] Yeah,
[01:00:26] because that's how the human brain remembers it.
[01:00:27] Omar, you remember when we was at Neo House?
[01:00:29] Me and you and Neo is the per and Neo's house is a person and the place.
[01:00:31] Now you're waiting to hear what's what's the thing?
[01:00:33] What what what about it?
[01:00:36] Yeah.
[01:00:38] The principal or the or the prevailing power member and then you you flip it to see if a person's perspective was shifted by it.
[01:00:39] Yeah.
[01:00:39] Something I found with the like uh you said why you.
[01:00:41] Yeah.
[01:00:44] But like why you happens even when you share someone else's story.
[01:00:45] Yeah.
[01:00:47] Cuz that someone else is them represented 100%.
[01:00:50] I want people to know that like
[01:01:03] I want people to know that like you know when you address the person you.
[01:01:05] You know when you address the person you could address the person by addressing someone else that represents other people.
[01:01:09] 100 and that works better because sales resistance is low.
[01:01:14] You know when if you're referencing you you even a framework for that like we teach I you we them right so I some aspect of something about.
[01:01:25] I had this client his name was Dean right.
[01:01:29] He was in doing real estate for 40 for uh 20 years um but yeah and then what's the next word.
[01:01:39] So um you have you ever noticed so you have you ever noticed how you ever felt so now you're going sensory language.
[01:01:44] Have you ever noticed You take them to a moment in their life.
[01:01:46] So now they're mentally interacting.
[01:01:48] Have you ever noticed like who remembers when you ever went to this one restaurant?
[01:01:51] I think it's TGI Fridays.
[01:01:53] They bring the thing out and it's like this sizzling stuff on a skillet.
[01:01:57] They're going back to a moment of their life and nostalgia.
[01:02:01] Yep.
[01:02:02] They're waiting on the principle of this thing.
[01:02:03] thing.
[01:02:04] Yeah.
[01:02:04] Yeah.
[01:02:07] Then so once you dealt with that aspect of the you, now it's we.
[01:02:10] What is the connection between you and I?
[01:02:12] this universal truth, this human to human interaction and connection that now connects our heart and you can't argue with that truth.
[01:02:20] Now you've got an aspect of there's always going to be a villain that's them over there.
[01:02:25] That group of people who believes this.
[01:02:28] Have you ever noticed that there is a group of people who always feels like helping someone means taking from you or this is this?
[01:02:39] Have you ever noticed that people enjoy leaving you lost?
[01:02:42] Or I I teach my I teach my clients how to make sure that you never lose money with coaching.
[01:02:47] If anytime you ask a specific question, a person turns into a motivational speaker, it's because they don't want to help you.
[01:02:54] So, have you ever noticed that you'll ask a question like, "Hey, how do I increase my views on my YouTube?"
[01:02:58] And a person will say, "Hey, you just got to keep showing up."
[01:03:01] That's part of the answer, but what if I'm showing up and not getting views?
[01:03:03] not getting views?
[01:03:08] Yeah. See what you're I I I'm determined to never leave you guys that way.
[01:03:11] 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.
[01:03:16] So, is it okay if we That's great, right?
[01:03:20] So, is it okay if we We're going to make sure everybody say this isn't that we're not them that's going to have you here for 90 minutes just hearing about me and not having anything that you can do.
[01:03:30] Boom.
[01:03:32] Yeah. And you it's it's a it's a loop.
[01:03:35] Yeah. And I think people you you clicked on this podcast because of the way we package it, but you're like, "Shoot, man. I got to get better at talk. I I got to start building out these stories.
[01:03:44] I I got to start documenting my client wins."
[01:03:47] And yes, the answer is yes to all these things. Mhm.
[01:03:51] Um there is something uh we say a lot of times like one of the biggest reasons why people don't stick around is because we're overeing on these things.
[01:04:00] There's you over teach and like let me define
[01:04:04] you over teach and like let me define that.
[01:04:08] Overeaching is not that.
[01:04:11] Overeaching is not uh you know giving it all away because uh you know giving it all away because and I'm and I'm not even saying and I'm and I'm not even saying gatekeep.
[01:04:14] That's what's funny. It's because like people think well I don't want to gatekeep.
[01:04:17] want to yeah don't gatekeep.
[01:04:19] But if you understand the human nature for learning is that when you start getting into the weeds of things because you're overeing and some people say overd delivering.
[01:04:30] overd delivering.
[01:04:30] Yeah.
[01:04:32] It opens up a can of worms that actually leaves them more messed up than before they even ever came.
[01:04:36] Yeah.
[01:04:39] So how do you selfidentify that I'm like you know I am over teaching and how do you scale it back?
[01:04:43] for well I'll say first and foremost for some people that's a nervous response whenever they get nervous they think the solution to nervousness is just brain dump.
[01:04:53] so I'll use an example and then I'll I'll bring this com um I was watching an interview one time about Ray Charles and they was asking him he was one of few who that baby what I say he
[01:05:06] one of few who that baby what I say he just a loop for long periods of time.
[01:05:08] just a loop for long periods of time they was like why is one song 12 minutes.
[01:05:11] they was like why is one song 12 minutes why is another won two minutes.
[01:05:13] He said, why is another won two minutes.
[01:05:13] He said, "Cuz I said all I needed to say."
[01:05:16] "Cuz I said all I needed to say."
[01:05:18] When you approach a teaching point, they don't all have to have three points.
[01:05:20] don't all have to have three points, five points.
[01:05:23] What do you need to say in order to get your point across?
[01:05:25] What stories do you need to say that supports it?
[01:05:29] So, a framework I only teach framework.
[01:05:30] framework >> frameworks.
[01:05:31] >> frameworks.
[01:05:31] >> I think what works well statement.
[01:05:34] What is a statement that anchors the overall thought?
[01:05:36] So, I call it a sharable statement.
[01:05:38] Clear communication comes from a clear mind and a confused mind always rambles.
[01:05:40] I'm going say it again.
[01:05:42] Clear communication comes from a clear and I'm going to slow down.
[01:05:44] Mind and a confused mind always rambles.
[01:05:46] Everybody write this in the chat.
[01:05:48] Clear communication comes from a clear what?
[01:05:50] Mind.
[01:05:51] And a confused mind always what?
[01:05:52] Rambles.
[01:05:55] Just like that.
[01:05:57] You know the lyrics to the song.
[01:05:59] That's the anchoring statement.
[01:06:01] Now that I have the statement, what is the system?
[01:06:04] So, I want to show you how to get clear in your mind.
[01:06:06] system.
[01:06:06] So from statement
[01:06:10] Your mind system.
[01:06:13] So from statement which anchors the whole thing to the system how to get clear in your mind.
[01:06:16] System how to get clear in your mind from the system here's the steps here.
[01:06:19] From the system here's the steps here are the steps to get clear in your mind.
[01:06:21] Are the steps to get clear in your mind and from the steps here's the social.
[01:06:23] And from the steps here's the social proof of what this looks like here's.
[01:06:25] Proof of what this looks like here's what done looks like someone else me you.
[01:06:29] Here's what this looks like and then.
[01:06:31] From those steps there should be a.
[01:06:34] Sharable loop meaning that a person is.
[01:06:36] Able to give you some level of feedback.
[01:06:38] From that or excuse me a success picture.
[01:06:40] I'm sorry that last part is a success.
[01:06:42] Picture so once you have this can.
[01:06:45] Everybody see how this can help you what.
[01:06:47] Does this do for me so statement clear.
[01:06:49] Communication comes from a clear mind.
[01:06:50] And a confused mind always rambles so I.
[01:06:52] Want to show you the system of how to.
[01:06:54] Get clear in your mind.
[01:06:56] Steps what are the steps to getting.
[01:06:58] Clear and I'll walk them through that.
[01:07:00] One of the steps of getting clear is to.
[01:07:02] Fill your fridge which is a concept we.
[01:07:05] Teach if you've noticed we've been on.
[01:07:08] Here for I don't know how long now.
[01:07:09] There are no ums, no H's, no pauses.
[01:07:12] There are no ums, no H's, no pauses.
[01:07:13] Every question you ask me, I can lean on a framework and walk you step by step.
[01:07:15] a framework and walk you step by step.
[01:07:17] I'm pulling it out of my fridge.
[01:07:20] These are categories from web classes to speaking speaking the sale to mistakes.
[01:07:23] speaking speaking the sale to mistakes.
[01:07:24] Dude, 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."
[01:07:26] dude, I need to like create my arsenal
[01:07:29] of frameworks.
[01:07:31] Like everything changed for me when I started.
[01:07:33] It's crazy how it does that.
[01:07:35] I don't remember a person I think uh burnout and failure forced it.
[01:07:39] burnout and failure forced it.
[01:07:42] Um I was fortunate that I 2015 July 2015 was when my first book came out.
[01:07:47] was when my first book came out.
[01:07:48] So about 2016 I spoke a whole lot like multiple countries spoke.
[01:07:52] Then I had a year that I spoke 200 something times in a year.
[01:07:54] This year we just crossed 208.
[01:07:56] Right?
[01:08:00] So, I was doing churches, schools, eight hour presentations, which just happened.
[01:08:04] I was in Orlando recently.
[01:08:07] I did uh Friday, I did a Friday evening three-hour.
[01:08:08] That
[01:08:13] Friday evening three-hour.
[01:08:15] That Saturday, I spoke for someone's challenge.
[01:08:18] I spoke after that, and I'm in the hotel doing two of these.
[01:08:19] Then I went and did a 4 hour.
[01:08:21] And then that night, I did a Q&A.
[01:08:22] And then that Sunday, I did a two Sunday services.
[01:08:25] Soon as I got on the plane, Friday, I had to already be prepared for all of them.
[01:08:27] Yeah.
[01:08:29] cuz I I wouldn't have had time to prepare.
[01:08:31] That's filling your fridge.
[01:08:32] That's knowing what those what those things are.
[01:08:35] So stories should be that way.
[01:08:37] So you categorize them.
[01:08:39] If you why I call it filling your fridge because in your fridge, if 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 a speech is the audience's attention.
[01:08:41] If you talk beneath me, you bore me.
[01:08:43] If you talk beyond me, you lose me.
[01:08:47] And overeing is as damaging as under teaching.
[01:08:49] Here's why.
[01:08:51] I If you love love love steak or lamb or fish and I overfeed you, it's going to
[01:09:14] fish and I overfeed you, it's going to make you sick even if you if you had food you enjoyed.
[01:09:18] And the same way the digestive system cannot be overfed.
[01:09:21] When you feed people words and information, you feed their belief system.
[01:09:25] So you're actually man, why would they execute?
[01:09:26] You're paralyzing them.
[01:09:30] Yep.
[01:09:32] You you're actually paralyzing people and your conversion rate show up with the person saying and this is how you know you're over teaching.
[01:09:37] Some things to look for.
[01:09:39] If while you're teaching a person it starts asking you will there be a replay of this?
[01:09:43] You're over teaching.
[01:09:45] You're not even done.
[01:09:47] You 20 minutes into your presentation they're already asking about sitting with the information.
[01:09:50] What do they really need is not the information.
[01:09:52] They need you.
[01:09:54] But you've position the information as the most important thing which means your conversion rates are going to be lower.
[01:09:58] Wow.
[01:10:00] So, the moment you see that in the chat, you should address how many of you all Okay, I see a few people saying replay.
[01:10:06] What do you What do you feel like you need from the replay before I go into the next?
[01:10:09] Address that cuz that's an objection that's going to show up at the end of your of your web class.
[01:10:12] Do not pass go. Don't collect $200. Pause right
[01:10:15] Pass go. Don't collect $200. Pause right there.
[01:10:18] And you you immediately know that there.
[01:10:19] And you you immediately know that the person thinks that they need more information, not you.
[01:10:21] That's going to show up as a personality type that represent a group of people.
[01:10:25] Yep.
[01:10:25] Fire.
[01:10:28] All right. Now we're transitioning into the invitation or the offer.
[01:10:32] So big mistake that people do is they go straight from teaching and they say um.
[01:10:35] Is it they transition and they say introducing and there's a slide and it shows the offer.
[01:10:43] That's not a pitch.
[01:10:45] That's presentation of the offer.
[01:10:47] If you confuse presentation of the offer with the pitch, you don't have the elements of the pitch and you won't make as much money as you can.
[01:10:50] So presentation of the offer is that transition from teaching into telling them what you have for them.
[01:10:52] An offer is not a program or product or service.
[01:10:54] We teach our clients.
[01:11:00] I call them my coaching cousins.
[01:11:02] You don't sell time.
[01:11:05] You don't sell products, programs or services.
[01:11:07] You sell solutions to problems, answers to
[01:11:15] sell solutions to problems, answers to questions.
[01:11:20] So present the transition is questions.
[01:11:20] So present the transition is I told it's a recap and a short synopsis.
[01:11:24] I told it's a recap and a short synopsis and it should be call and response.
[01:11:26] Why and it should be call and response.
[01:11:26] Why do people drop off?
[01:11:28] Normally if you do people drop off?
[01:11:28] Normally if you watch I've watched hundreds and that's.
[01:11:31] watch I've watched hundreds and that's part of why I we charge $25,000 or more.
[01:11:35] part of why I we charge $25,000 or more just to watch people stuff and make.
[01:11:36] just to watch people stuff and make tweaks because it's a business asset.
[01:11:38] tweaks because it's a business asset.
[01:11:38] Yes.
[01:11:38] Right.
[01:11:41] And you'll be shocked at how many presentations I watch and the tone.
[01:11:42] presentations I watch and the tone changes and people know it.
[01:11:45] changes and people know it.
[01:11:45] That's when they log off.
[01:11:47] They you go from being high energy interactive to now it turns.
[01:11:49] high energy interactive to now it turns into a lecture and it becomes.
[01:11:51] into a lecture and it becomes non-interactive.
[01:11:52] non-interactive.
[01:11:52] So you force interaction in the transition.
[01:11:55] Remember interaction in the transition.
[01:11:55] Remember when when earlier I gave you go back to.
[01:11:57] when when earlier I gave you go back to your promise.
[01:11:57] Remember earlier when I promised you that I would do this this.
[01:11:59] promised you that I would do this this this.
[01:12:00] this.
[01:12:00] Did I keep my promise?
[01:12:04] Yes.
[01:12:04] You're creating emotional momentum.
[01:12:06] creating emotional momentum.
[01:12:06] That's yes one.
[01:12:09] Remember when I was teaching you in secret number one short synopsis.
[01:12:11] secret number one short synopsis statement how cl how to get clear in.
[01:12:13] statement how cl how to get clear in your mind?
[01:12:13] Remember how we how I broke.
[01:12:15] your mind? Remember how we how I broke down how to use speaking to grow your.
[01:12:17] down how to use speaking to grow your business and we taught you two types of speeches.
[01:12:19] business and we taught you two types of speeches. Can everybody see how that was beneficial?
[01:12:20] speeches. Can everybody see how that was beneficial? Then remember we went into speaking to grow your bank account and speaking to grow your bank account and we talked about the three ways to generate revenue from speaking.
[01:12:23] beneficial? Then remember we went into speaking to grow your bank account and speaking to grow your bank account and we talked about the three ways to generate revenue from speaking.
[01:12:25] speaking to grow your bank account and we talked about the three ways to generate revenue from speaking.
[01:12:26] we talked about the three ways to generate revenue from speaking.
[01:12:29] generate revenue from speaking.
[01:12:30] Y >> Y >> now now that you got Yes. Yes. Yes. Yes.
[01:12:33] now now that you got Yes. Yes. Yes. Yes. Yes. Emotion momentum. The only problem now before introduction of the offer and you tell the name because the name isn't important.
[01:12:35] Yes. Emotion momentum. The only problem now before introduction of the offer and you tell the name because the name isn't important.
[01:12:38] now before introduction of the offer and you tell the name because the name isn't important.
[01:12:40] you tell the name because the name isn't important. You have to go presentation of the problem.
[01:12:42] important. You have to go presentation of the problem.
[01:12:44] of the problem. What is the problem that you know that your offer solves? Does that make sense?
[01:12:46] What is the problem that you know that your offer solves? Does that make sense?
[01:12:49] your offer solves? Does that make sense? >> Presentation of the problem. >> So I was able to do this this and this.
[01:12:51] >> Presentation of the problem. >> So I was able to do this this and this.
[01:12:53] So I was able to do this this and this. But the only problem that I find that people have even after learning from me during this time is this list them.
[01:12:55] But the only problem that I find that people have even after learning from me during this time is this list them.
[01:12:58] people have even after learning from me during this time is this list them. It should be a list and it should it should be on a slide.
[01:13:01] during this time is this list them. It should be a list and it should it should be on a slide.
[01:13:03] should be a list and it should it should be on a slide. They normally are asking this this this.
[01:13:06] be on a slide. They normally are asking this this this. How many of y'all dropping it? Which question do you have?
[01:13:07] this this this. How many of y'all dropping it? Which question do you have?
[01:13:09] dropping it? Which question do you have? Notice how you're in the presentation.
[01:13:10] Notice how you're in the presentation. It's totally different. It's interactive.
[01:13:11] It's totally different. It's interactive. They're telling you their problems and you're also showing them that that they need more than the web
[01:13:13] interactive. They're telling you their problems and you're also showing them that that they need more than the web
[01:13:15] problems and you're also showing them that that they need more than the web
[01:13:16] that that they need more than the web class.
[01:13:18] class.
[01:13:18] That's why you do it that way.
[01:13:19] That's why you do it that way.
[01:13:19] Great.
[01:13:19] So you place that there.
[01:13:22] So you place that there.
[01:13:22] As soon as you go from that, this is the only problem.
[01:13:26] Now you go into presentation of the promise.
[01:13:29] My issue is I'm looking for there's your root.
[01:13:32] I'm looking for people that I can walk you through your answers to those problems to how to know exactly what how number one exactly what you should be selling and who you should sell it to.
[01:13:43] Right now, some of you are stuck selling something for $3,000 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?
[01:13:54] How do you hire coaches?
[01:13:54] How do you bring on teams and systems?
[01:13:57] Some of you have been doing web classes and you're like, "Man, I want to do challenges.
[01:13:59] I want to get booked to speak on more stages.
[01:14:02] Because you're wanting not even the money from it.
[01:14:04] You're probably wanting more relationships.
[01:14:09] I'm looking for people who I can partner with to help you do this, this, this, this, this, this, this, this, this, so you don't have that problem.
[01:14:15] Is it okay
[01:14:17] you don't have that problem.
[01:14:19] Is it okay if I show you something that we created for you that looks now you're And it's more details, five steps of it, but
[01:14:24] that's that's a transition.
[01:14:25] Yeah, it's great. It's emotion momentum.
[01:14:27] It's interactive. It's conversational.
[01:14:29] It's not. Introducing Entrepreneur Speaker.
[01:14:32] It is a 12-week accelerator where we
[01:14:36] Yep.
[01:14:36] Log off. Log off. Log off. Log off. Log off. Log off.
[01:14:38] off. Log off.
[01:14:40] Right.
[01:14:40] Yeah.
[01:14:43] So, that's part of that transition. It steps through that. Once that's done effectively, now the way that you do um
[01:14:48] I know Russell calls it an offer stack.
[01:14:51] The way that I believe that a stack should be done, it should be done in a frame where the name is not important.
[01:14:55] Everything that you promise them, it should be in a this so you can that frame.
[01:14:59] So if you say so you're going you don't say you're going to get access to weekly coaching calls ambiguous.
[01:15:01] Who all going to be there? What am I going to learn there?
[01:15:03] So here's here's what you're going to do.
[01:15:05] Every one of you, I know, want to get your YouTube up and running or let
[01:15:19] get your YouTube up and running or let me just use entrepreneur speaker.
[01:15:21] Every one of you are going to host this year a master class, uh, a summit, a challenge, a webinar, something of that nature.
[01:15:27] So, here's what we're going to do.
[01:15:29] We want to make sure that you know the four elements that you would need for that.
[01:15:32] Number one, you would need speaking.
[01:15:34] Now when we say speaking, this is the art of how do you how does a person learn how to communicate in a way not what you say but what the audience needs to hear.
[01:15:43] So we're going to give you a framework for that.
[01:15:45] Storytelling and I'll go through speaking storytelling, subconscious selling and selling.
[01:15:48] Now the way we're going to do this guys, you're going to get access to let me just ask you this.
[01:15:50] How many of you would love access to everything you can possibly buy in in a co in the coaching space for one price?
[01:15:53] Imagine if you can get digital products, courses, done for you services, mastermind allin-one.
[01:15:54] So, you're going to get access to our speaker hub.
[01:15:57] That's the this.
[01:15:59] The speaker hub allows you to take things like what you're learning now.
[01:16:00] Imagine how I was teaching y'all secret one, how to speak to grow your
[01:16:20] secret one, how to speak to grow your brand.
[01:16:20] Imagine having a portal.
[01:16:21] You can brand.
[01:16:21] Imagine having a portal.
[01:16:21] You can just spend as much time as you wanted
[01:16:23] just spend as much time as you wanted with that as well as click a link and
[01:16:25] you can watch me do the thing that you
[01:16:27] you can watch me do the thing that you heard me teach.
[01:16:27] Would that help you all?
[01:16:29] Anchor this.
[01:16:29] So, you can that will that help you?
[01:16:31] Do you need this?
[01:16:35] Yes.
[01:16:35] Second, you'll have co uh film sessions.
[01:16:38] Then you So we break it down.
[01:16:40] Speaker hub.
[01:16:40] This this this this.
[01:16:43] Boom.
[01:16:43] That's part one.
[01:16:43] And you're walking through your offer this way.
[01:16:45] This or you can that.
[01:16:47] This or you can that.
[01:16:47] Question.
[01:16:49] This or you can that.
[01:16:49] This you can that
[01:16:51] question.
[01:16:51] If you if you say Facebook group
[01:16:53] so you can what?
[01:16:55] I got your my school community.
[01:16:57] So you right.
[01:16:59] Yeah.
[01:16:59] Anything you mention to me, you have to tell me.
[01:17:00] We we call it framing the value.
[01:17:02] If you don't frame the value, I don't know it's valuable.
[01:17:05] Wow.
[01:17:08] So, if you say I don't call anything PDF, so you're going to get PDFs,
[01:17:09] workbooks,
[01:17:10] you're throwing out something that lessens and lowers the value.
[01:17:13] So, it's
[01:17:22] lessens and lowers the value.
[01:17:22] So, it's not PDFs, it's not workbooks.
[01:17:25] If some of you, how many of you all watch me tonight and the whole reason you're here is not to learn information.
[01:17:28] You want to see how I pitch my offer?
[01:17:30] Be honest.
[01:17:32] Who's in here?
[01:17:32] Cuz what if I literally Those of you who are going to decide to work with a future pacing, those of you who are going to work with us in the next few minutes when we make that available, you normalizing it.
[01:17:41] See what we just did.
[01:17:42] So good.
[01:17:43] Those of you who going to decide to work with us, I'm going to take this exact session.
[01:17:46] I'm going to break down everything I did step by step and I'll pause the video.
[01:17:49] We call those film sessions.
[01:17:51] And let you ask questions.
[01:17:53] We actually do that.
[01:17:53] Who would love a film session where let's just say the first 15 minutes if my team edits it.
[01:17:57] We play two minutes of it.
[01:18:00] I explain what what I did, why I did it, gave you a script and you filled in yours and we build it in real time.
[01:18:05] Then you get with our coaching and do our co-working session so we build yours out and you can test it.
[01:18:09] Would that help anybody?
[01:18:10] Who has something to sell in here for $1,000 or more?
[01:18:14] Couple people 2,000 2500.
[01:18:16] What's your offer?
[01:18:17] 3,000.
[01:18:20] So, if we created this for
[01:18:22] offer? 3,000.
[01:18:24] So, if we created this for you and tested it with you, how many people would you need if we got you 10 people?
[01:18:27] What is it? 10 times three, that's 30,000.
[01:18:30] Would you pay me 15,000 to help you make 30,000 in your first webinar?
[01:18:32] You get to keep it forever.
[01:18:36] It's a price anchor.
[01:18:37] It's fire.
[01:18:38] Yeah. It's stuff like that.
[01:18:40] But the dope part about how we do it, you don't say what I say.
[01:18:42] I literally create for every one of my clients a custom script for their stuff.
[01:18:45] Yeah.
[01:18:47] So that's the transition.
[01:18:51] And then there's five types of pitches.
[01:18:53] You have some people just on what you talk and what you're selling, they're going to buy.
[01:18:56] You're also going to have an emotional pitch.
[01:18:58] These are people who are in their heart.
[01:19:00] They're they have been burned before.
[01:19:03] They bought before.
[01:19:05] Somebody promised them before.
[01:19:07] They're right now making payments because they got funded.
[01:19:08] They did funding.
[01:19:10] The emotional pitch has to deal with what is what was life like for me before I came and met you.
[01:19:12] Man, I want this.
[01:19:15] Man, I need this.
[01:19:17] But
[01:19:23] Man, I want this.
[01:19:23] Man, I need this.
[01:19:24] But does it make does it make
[01:19:24] Yep.
[01:19:24] Yep.
[01:19:26] So, you have an emotional pitch.
[01:19:26] Then you have a logical pitch.
[01:19:28] People who are you have a logical pitch.
[01:19:30] People who are saying, saying, how is this different from will this
[01:19:33] how is this different from will this work for me if those are the two
[01:19:35] work for me if those are the two questions that they're asking.
[01:19:37] They're thinking systematically.
[01:19:39] thinking systematically.
[01:19:41] Okay, I get it, but will it be large groups of people?
[01:19:43] groups of people?
[01:19:43] You have to deal with the logic surrounding this thing and
[01:19:45] the logic surrounding this thing and anchor it.
[01:19:48] So you hadn't after you do the emotional pitch drop link, give
[01:19:50] the emotional pitch drop link, give people a chance to buy.
[01:19:52] When you do logical pitch, you explain very clearly
[01:19:55] what it is you're doing and you should go visual and share the actual offer
[01:19:56] go visual and share the actual offer page and walk them to the cash register.
[01:19:58] page and walk them to the cash register.
[01:20:01] Like walk so let me show you really quick.
[01:20:03] They v the logical person is a v typically a visual learner and they want
[01:20:06] quick.
[01:20:06] They v the logical person is a v typically a visual learner and they want you to send them something in writing.
[01:20:08] typically a visual learner and they want you to send them something in writing.
[01:20:09] So you walk we call it walking you to the cash register.
[01:20:11] So you walk we call it walking you to the cash register.
[01:20:13] Now, by now, some people already bought.
[01:20:16] The second emotional pitch group of people bought
[01:20:17] emotional pitch group of people bought and you gave them a call to action.
[01:20:19] The logical person bought.
[01:20:21] Now, you pause right after logical because some of them
[01:20:23] right after logical because some of them are going to buy, some aren't.
[01:20:25] And you are going to buy, some aren't.
[01:20:25] And you celebrate those who already bought.
[01:20:27] And celebrate those who already bought.
[01:20:27] And this is going to actually elevate some
[01:20:28] this is going to actually elevate some of those people that are which is going
[01:20:30] of those people that are which is going to lead to the fourth one, which is the
[01:20:31] to lead to the fourth one, which is the on the fence pitch.
[01:20:34] Okay, we want to celebrate.
[01:20:34] Let's see.
[01:20:35] Team, tell me who the first person was.
[01:20:38] Bring that person.
[01:20:38] And now those who are on the fence, all
[01:20:41] of their objections is answered through the people who bought through the first three pitches.
[01:20:43] Now there's seven seven different pitches and we give we you notice for me I'm frame we give you the average person only does one pitch.
[01:20:52] Yeah.
[01:20:53] This is why our our clients and myself our close rates are so high
[01:20:57] cuz it's so many ways we're addressing the reasons people aren't buying.
[01:21:01] Yep.
[01:21:01] Yeah.
[01:21:01] Those are a few of them.
[01:21:03] So good.
[01:21:03] Okay.
[01:21:03] I keep thinking about the person that got like four people on and no one's buying in those moments.
[01:21:10] They're gonna feel very they're gonna feel very comfortable.
[01:21:13] Uncomfortable.
[01:21:13] Excuse me.
[01:21:14] Uncomfortable.
[01:21:14] Yeah.
[01:21:14] Yeah.
[01:21:14] I think I think what I want you to speak to is like what happens if no one buys in those moments.
[01:21:20] So there's a couple ways depending on
[01:21:24] So there's a couple ways depending on the person's personality.
[01:21:26] And I believe in what something we just rolled out.
[01:21:30] I call it personality based pitching.
[01:21:33] I'm I'm comfortable having hard conversations and saying certain things because I think history time my motive skill and I don't need the money.
[01:21:46] On the other end of it has helped me but if you're new and and you need it is very different so in that moment depending on the person's personality.
[01:21:54] If you're a lot more if you're not assertive you're not that you're kind of more core and you're feeling like I don't want to feel like I'm trying to sell.
[01:22:03] It is okay to just ask, "Hey guys, I noticed that many of you haven't moved forward yet.
[01:22:08] Are there some questions you all have?
[01:22:11] So, you call it a pin down.
[01:22:14] Here's how you do the pin down.
[01:22:16] You want to lock in the reason they didn't to was it process or price.
[01:22:22] Hey, did you guys have any questions surrounding the process of what it is?
[01:22:24] surrounding the process of what it is that you would get working with me or that you would get working with me or did you guys have some questions surrounding the price?
[01:22:29] Lock it down to them too.
[01:22:31] Y >> people are going to tell you, "Oh, it was actually the process."
[01:22:34] Okay, well, let me walk you back through that.
[01:22:35] Circle the block and go back through it.
[01:22:38] If it's price, okay, what questions was it surrounding the price?
[01:22:41] I want to open it up for some questions to be able to answer those for you.
[01:22:45] That's how you do it.
[01:22:47] The moment you don't see sales, ask a question.
[01:22:50] Open it up and sit right there.
[01:22:52] Lock it and don't say, "Do you guys have any questions?"
[01:22:54] Way too broad.
[01:22:55] Yeah.
[01:22:57] Lock and pin it down to price or process.
[01:22:58] Yeah, it's good.
[01:23:00] Yeah, we when I did the web class last week, there was a girl who came on and she was just like, you know, I I be I'm boasting consistently.
[01:23:08] I just don't see how this is going to like help me.
[01:23:12] And in my mind, I'm like, how do you not see that?
[01:23:13] Like the first thing I think of is you don't think this this and everything I just said is actually going to help you.
[01:23:19] That's the first thing that comes up.
[01:23:20] But I'm like, well,
[01:23:21] well, why do you think that?
[01:23:23] Yeah. But she's just like, I know I know
[01:23:25] Yeah.
[01:23:26] But she's just like, I know I know people are just, you know, they're people are just, you know, they're verbal processors and really it really could be uh I think that's part of mine.
[01:23:31] My biggest thing is like I don't know if this will work for me.
[01:23:34] Yeah.
[01:23:36] And and I need to probably like backtrack some things on that's a category too.
[01:23:39] So I'm sorry. I didn't mean to cook.
[01:23:41] Oh yeah.
[01:23:43] So this is so layered.
[01:23:45] This is like I don't know how people blindly do this stuff, right?
[01:23:51] So that is a category of a type of objection.
[01:23:55] So same way if with car a car SUV a convertible these are categories of cars that's an ego objection.
[01:23:59] An ego objection is where a person's ego projects now they just sat and learned from you for 90 minutes y.
[01:24:08] But they're saying that the thing that is next doesn't work for them but they just finished listening to the thing [snorts].
[01:24:15] They registered for the thing so part of that transition or a type a way that you deal with ego objection is by ration by.
[01:24:26] deal with ego objection is by ration by rationale or log or logical reasoning.
[01:24:29] rationale or log or logical reasoning right so if you say um that's a very good question.
[01:24:32] right so if you say um that's a very good question um do you remember what you saw when you decided to sign up for this.
[01:24:35] good question um do you remember what you saw when you decided to sign up for this you take them visually you might have saw content or an ad or you watching on YouTube.
[01:24:37] you saw when you decided to sign up for this you take them visually you might have saw content or an ad or you watching on YouTube you take them back to what life was like before they signed up.
[01:24:39] this you take them visually you might have saw content or an ad or you watching on YouTube you take them back to what life was like before they signed up and you walked them through all the steps they had to take to be in the room with you.
[01:24:41] have saw content or an ad or you watching on YouTube you take them back to what life was like before they signed up and you walked them through all the steps they had to take to be in the room with you so remember you might have saw my YouTube and You clicked on a link.
[01:24:42] watching on YouTube you take them back to what life was like before they signed up and you walked them through all the steps they had to take to be in the room with you so remember you might have saw my YouTube and You clicked on a link.
[01:24:44] to what life was like before they signed up and you walked them through all the steps they had to take to be in the room with you so remember you might have saw my YouTube and You clicked on a link.
[01:24:46] up and you walked them through all the steps they had to take to be in the room with you so remember you might have saw my YouTube and You clicked on a link.
[01:24:47] steps they had to take to be in the room with you so remember you might have saw my YouTube and You clicked on a link.
[01:24:50] with you so remember you might have saw my YouTube and You clicked on a link.
[01:24:52] my YouTube and You clicked on a link. From there, you went to the page.
[01:24:54] From there, you went to the page. You gave me your name, your email, your phone number.
[01:24:56] gave me your name, your email, your phone number. You received an email from us.
[01:24:58] phone number. You received an email from us. You clicked that link. And you were probably thinking, "Man, I can't wait to learn blank.
[01:25:00] us. You clicked that link. And you were probably thinking, "Man, I can't wait to learn blank.
[01:25:02] probably thinking, "Man, I can't wait to learn blank. What was that thing >> that immediately tells me everything I see what I just I walk you through the steps of what you thought before you came into this room."
[01:25:04] learn blank. What was that thing >> that immediately tells me everything I [laughter] see what I just I walk you through the steps of what you thought before you came into this room."
[01:25:07] >>> that immediately tells me everything I [laughter] >> see what I just I walk you through the steps of what you thought before you came into this room."
[01:25:07] [laughter] >> see what I just I walk you through the steps of what you thought before you came into this room."
[01:25:09] >> see what I just I walk you through the steps of what you thought before you came into this room."
[01:25:11] steps of what you thought before you came into this room."
[01:25:13] came into this room."
[01:25:14] >> Now, sometimes if you don't ask the question, you can fill in the blanks and it's a list of things they wanted.
[01:25:16] question, you can fill in the blanks and it's a list of things they wanted. You wanted this, this, this, and this.
[01:25:18] it's a list of things they wanted. You wanted this, this, this, and this. which one was it for you all?
[01:25:20] wanted this, this, this, and this. which one was it for you all? And they're going to tell you in the chat.
[01:25:21] one was it for you all? And they're going to tell you in the chat. >> Yep.
[01:25:22] going to tell you in the chat. >> Yep.
[01:25:23] >> Yep. >> Now, the only thing that would stop you from moving forward is really money.
[01:25:25] >> Now, the only thing that would stop you from moving forward is really money. Be
[01:25:28] from moving forward is really money.
[01:25:28] Be honest with me, guys.
[01:25:30] If if I said, "I want to coach you guys for the next six weeks for free."
[01:25:32] How many of y'all would say yes?
[01:25:34] So, let's have that conversation surrounding do we believe it's worth it?
[01:25:37] Now, here's what I believe.
[01:25:38] I believe it is unfair for me to work for free to to answer questions that you're going to charge people for that answer.
[01:25:47] So [laughter] good.
[01:25:49] Yeah.
[01:25:49] Right.
[01:25:53] So those are some those are some way the ego objection is a person who always believes.
[01:25:56] Oh that's good for them.
[01:25:58] So they'll say well I'm already so when it comes to speaking I'm already a good speaker or I'm when it comes to people who are preachers they'll say oh I speak all the time.
[01:26:08] You talk about a subject that we all know.
[01:26:10] You're not taking something abstract that is that no one knows is unfamiliar and you're also not asking people to make a decision to pull out their credit card and pay you for something.
[01:26:19] What what somebody's paying you for with coaching and courses they're paying you for your thoughts.
[01:26:23] Right.
[01:26:24] Right.
[01:26:27] So that is a very different thing because you have to use words now to
[01:26:29] because you have to use words now to paint a picture to build emotional
[01:26:32] paint a picture to build emotional connection for there to be because think
[01:26:34] connection for there to be because think about you got a belief conversion an
[01:26:36] about you got a belief conversion an emotional conversion a trust conversion
[01:26:38] emotional conversion a trust conversion and a financial conversion you cannot do
[01:26:40] and a financial conversion you cannot do that without skill
[01:26:43] that without skill >> that's not that's not talking the
[01:26:46] >>> that's not that's not talking the difference between talking communication
[01:26:48] difference between talking communication and the skill of what we're talking
[01:26:49] and the skill of what we're talking about right now it's like I give the
[01:26:52] about right now it's like I give the example of shooting
[01:26:54] example of shooting If you cannot aim and call your shot and
[01:26:57] If you cannot aim and call your shot and say, "I'm going to use this word. It's
[01:26:59] say, "I'm going to use this word. It's going to touch this emotion. It's going
[01:27:01] going to touch this emotion. It's going to help a person see this and do that.
[01:27:03] to help a person see this and do that." >> At this point, you're just filling in
[01:27:05] >>> At this point, you're just filling in space.
[01:27:06] space. >> You
[01:27:08] >>> You cannot get better at speaking without
[01:27:09] cannot get better at speaking without help. I don't like I I don't I don't
[01:27:11] help. I don't like I I don't I don't know how anyone can. Yeah.
[01:27:12] know how anyone can. Yeah. >> Uh
[01:27:14] >>> Uh dude, so good. [laughter] Like I I think
[01:27:18] dude, so good. [laughter] Like I I think if somebody's still on, if you're still
[01:27:20] if somebody's still on, if you're still listening or watching, let us know in
[01:27:21] listening or watching, let us know in the comments or or DM one of us. Um this
[01:27:25] the comments or or DM one of us. Um this is literally changed my life. I asked
[01:27:27] is literally changed my life. I asked you how much has these presentations
[01:27:29] you how much has these presentations helped you make? You said
[01:27:31] helped you make?
[01:27:31] You said multiple millions.
[01:27:33] multiple millions.
[01:27:33] It for me, I'll just be very upfront
[01:27:36] It for me, I'll just be very upfront like off of my one presentation
[01:27:40] like off of my one presentation that leads into a $200 offer with a with
[01:27:43] that leads into a $200 offer with a with a $200 upsell.
[01:27:43] So some that's like 397 or 197, dude, it's been well over 350K.
[01:27:51] But then the people that go after that, multiple millions.
[01:27:53] So like I'm in the same boat.
[01:27:55] It's been multiple millions.
[01:27:57] And uh just just think about this.
[01:27:59] This is going to blow you away.
[01:28:00] We we've been sitting on here for what about an hour?
[01:28:02] It says hour 30.
[01:28:03] Yeah.
[01:28:06] A video went out to my email list earlier today cuz I told my team.
[01:28:08] So it should have been like 4 6 o'clock, 7 o'clock.
[01:28:10] So yeah.
[01:28:13] So, it's 425 here, 725 home, $15,000 from a presentation while we're sitting here.
[01:28:17] What are we doing?
[01:28:20] Yeah.
[01:28:22] And it's it's not about money.
[01:28:24] No.
[01:28:25] Right.
[01:28:28] It is if you have the ability to remove
[01:28:33] if you have the ability to remove something off your prayer list or something off your prayer list or someone else's, you have to.
[01:28:38] You like someone else's, you have to.
[01:28:38] You like you like what we're doing now.
[01:28:41] I don't think we would freely give this away.
[01:28:43] We wouldn't if we had not figured out some of these things like I want I said this to you.
[01:28:48] I said my goal for 2026 is to give everything away because I want I feel like I have not reaped at the level I want to reap at.
[01:28:57] So the principle is true.
[01:28:57] I want to sew everything I am and everything I know and trust God to give me more information.
[01:29:04] Yeah.
[01:29:04] Any framework I have I want to give away because I believe that God has more ideas, more concepts and I have no idea of scarcity.
[01:29:14] Scarcity is an insult to an allsufficient God.
[01:29:17] Bro, you're the man.
[01:29:20] Plug entrepreneur speaker real quick,
[01:29:23] man.
[01:29:23] Entrepreneur speaker is as you've been plugging it all this time very strategically and masterfully.
[01:29:28] But if you [laughter] don't know that, then that's okay.
[01:29:31] I can't help but talk about this.
[01:29:31] My baby, man.
[01:29:33] Like, this changed my life.
[01:29:33] Entrepreneur speaker is the first of its
[01:29:35] Entrepreneur speaker is the first of its kind.
[01:29:38] It is a it is for entrepreneurs and business owners who want to use speaking for the purpose of growing their brand visibility.
[01:29:45] They want to grow their business and they want to generate more revenue.
[01:29:47] So we teach you four aspects of speaking.
[01:29:51] How to speak from stage, speaking without notes, storytelling, subconscious selling and selling.
[01:29:57] So very specifically, we believe everything in your life and your business gets better when you get better with words.
[01:30:02] And nothing grows your business faster than speaking.
[01:30:04] Let's go.
[01:30:06] Check out the link in the description.
[01:30:07] Love you, bro.
[01:30:07] Man, you already know.