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What's up, CN? What's up, Margot? Good to see you.

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I just sent a notification. I'm going to look running a little behind today,

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but we'll see some people coming in soon here,

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but we're doing a special training for our business accelerator members.

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And actually we're going to be doing more stuff like this.

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That's a little more topical kind of like a high level training on a specific topic.

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I saw it. Okay, see.

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Simply. Oh, this is Michaela's note taker. So we also have Michaela's note taker in here. Hello, Michaela's note taker wish you were here in person.

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So let's see. What should we tell her note taker is like.

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Note taker tell Michaela that we talked a lot about her without her here and she's definitely should have been here because.

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Just create a lot of thomo for her.

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This really new thing is telling people's AI to tell them stuff that we're not even talking about.

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So how you guys do and how's the summer going, CN, Margot, maybe give me a quick update.

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Because I have something loading in the background. I need another two minutes on before I show it to you guys, but I was saying Margot every day Margaret is Margaret, right.

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It's going good. You're only super busy. We're building out our, we're doing a summit.

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Oh, nice. Okay. Cool. I think I've stepped into something bigger than what I thought we were going to build. Yeah, which is amazing.

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The high level is giving lots of headaches.

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We're about to go back to Russell. Yeah, but yeah, just super busy. We have two letters of puppies and just all the stuff that goes into doing that virtually bit.

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Yeah, cool. So you're doing that kind of the traditional summit model where you're organizing and then you're getting a bunch of people to come speak.

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And then everyone's promoting kind of to their audiences to bring people into one event.

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Yeah, cool. Cool. Cool. I think it's a great model model. This is probably like my horse. I mean, I've done. Oh, cool. Awesome.

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Mostly I've been organizing for other people and the ones that make the money and build a list and I build them for them and.

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Cool. Cool. Yeah. That's awesome.

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What is the topic like AI business stuff? Yeah, it's called the AI digital growth summit. Okay, cool. Yeah, 31 speakers.

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Awesome.

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I actually invited you and was told that you don't aren't doing so much right now. You were like the first one I.

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When did you invite me? About a month ago.

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I don't know. I don't know if my AI said that or not, but I'd be open to it. Honestly, now that we have Sabi.

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You know, public because for a long time, we're really focused on the accelerator. Now we're shifting to Sabi.

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And it's honestly such a great lead gen because it's so easy to just like text this phone number. So I'd be open to it.

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The only thing that like sometimes we it just depends on the.

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The summit, but like sometimes these summits like I won't promote them as heavy to the list. You know what I mean? It just depends on like the summit, but.

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Send me the info to let me give you my email that will actually get to me. So.

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Yeah, I'm kind of having like several different levels of speakers. Some are just like headliners. Yeah, we don't. They're not really doing it. It's like.

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Yeah, we don't require anything from them because it's building.

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You know, like they help people show up. Yeah, yeah, exactly. Yeah, some of the info there depends on the date and stuff, but I could do something on.

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You know, talking about.

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Sabi or something like that. That'd be pretty easy. Yeah, even if you like we're going to go live on the 13th and 14th and I think the 15th because we have.

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Bonus day. What do you feel like didn't plan well enough for 31 speakers, but even if you just put together some type of little video to send me.

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Yeah. Okay, cool. That'd be cool. So, yeah, send me the details.

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And let me pull this thing up here. Vargo, how's it how's it going with you?

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I know last time we talked, you were doing the in person events every month or two or twice a month or something. And then.

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That was like two times ago. And then the last time we talked, there was something new. I forget what it was now. Remind me that thing.

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Was there something new? There was some, there was like a new thing you were starting to add on the farm stand. Maybe.

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No, we're trying to talk to you, you're doing something. You were doing like local events. And then I feel like there was like an online piece.

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I haven't gotten there yet.

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My wedding is in like a week and a half.

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So I've kind of had the realization that I need to just,

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you know, keep working on what I already have established

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and maybe hold off on the new stuff until after the wedding

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'cause I was getting a little bit over my head.

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But yeah, the in-person events are going well.

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I've had like three or four people for each one.

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So working on marketing and getting to more people,

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but I've got people signed up for the next few, so.

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- Yeah, wow.

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- Good.

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- Okay, awesome.

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Good, good.

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Cool, well, I am like finishing this build

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of something in the background.

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I want to give you guys, and I will,

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I have to put it somewhere for people to get,

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I'll probably put it in the group, honestly,

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'cause there's a couple of resources I'll share on Zoom

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that people probably want.

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They're watching the replay.

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So I'll share a link to this document I'm creating.

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It's literally making it in the background right now.

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I did it in a Google Doc,

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so I'm just making it look nicer in gamma, of course.

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So webinar playbooks, okay?

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So we'll get you guys that.

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And then I also have something that I've used before

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for doing these types of talks.

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So the goal of doing a training like this was

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for our business accelerator members

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to basically empower you guys to do stronger conversion events,

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whether it's a webinar, a challenge of summit,

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like these are all kind of like events

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where you might be selling something.

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So you might take a piece of this and just do a piece of it.

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You might take the whole thing and do the whole thing

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and just kind of like fit this to your own thing.

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Even like in-person stuff like those events

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you're running locally, Margot, like just a little piece

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of these types of things can really help you sell at events

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or at when you have attention, essentially any,

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any form of attention, webinar, challenge, in-person thing,

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summit, really anything.

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This is just powerful framework.

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So we're gonna go through it, probably be about an hour.

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If you guys have questions, we have a small room.

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So feel free to like jump in and like ask questions

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and we'll go through it.

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So I would say when it comes to selling stuff online, okay?

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Especially in like a webinar, I really look to a few people.

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We got Russell Brunson, right?

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You guys know Russell?

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You got Jason Fladley?

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Do you guys know Jason?

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No?

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Okay, so Jason and Russell are probably the biggest

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kind of like webinar teachers out there.

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Russell wrote a book called Expert Secrets.

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Have you guys read that one or no, Expert Secrets?

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- I was in the two-comic club last time.

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- Okay, yeah, nice, so you know that pretty well then.

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Yeah, so Expert Secrets is like his flagship book on webinars.

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It's about like customer psychology

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and like a lot of different things.

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It's honestly one of my favorites.

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And but it has like the webinar script.

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He calls it the perfect webinar inside the book.

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And the first time I used it, like I had a warm audience.

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You know, I probably had 100 people on a thing

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that we were doing.

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And that thing did like $60,000.

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Like I was like, oh my gosh.

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Like it just, I just literally like had the book

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and I was like reading off the script.

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And we sold a 2K offer.

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This was like back in like 2018.

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So now not everyone was like that.

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I definitely like did not know the difference between

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warm and cold markets.

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And I had a lot of like warm people

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that were I'd never really sold to.

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And so there's just a lot of trust there.

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And then I went to go do a two-cold audience

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and it totally flopped.

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So like it definitely was like I was,

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I had a lot of social equity with some friends built up

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that compounded, but that script was so helpful

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to just like have a framework.

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So, but I'll take you guys through that today.

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Like like the bones of that is what is called

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the perfect webinar framework.

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And then the other guy who is kind of like, you know,

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I would say the goat, the greatest of all time webinar guy

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is probably Jason Fladling.

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And he is, he's done over $100 million through webinars.

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And he has a book called One to Many, One to Many.

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It's a thick book and it's definitely a dense read.

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But like if you are like, I'm planning a big webinar

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or something like that, I have really enjoyed that book.

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Like I've gone through it multiple times

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'cause he has like very much similar

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like the actual scripts and like examples in there

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that you could totally tweak for your own audience.

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I would say Jason and Russell have very different styles.

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Jason is gonna be a little more in your face style.

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Russell is gonna be a little more storytelling style.

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So those are the two like big styles

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I'd say out there of webinars.

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But I would say there's also like,

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there's other styles you'll find like Colin Boyd.

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You guys, I think we're both in San Diego maybe.

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Were you guys both there when Colin spoke?

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>> Yeah, in January?

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>> Yeah.

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>> Yeah, in January.

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So, Colin teaches people to sell from stage, and he uses something he calls the conversion story framework, which is his own kind of method, and it's very much storytelling.

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So, it really depends on your audience.

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Not everyone's going to respond to like a Jason Fladley style opener, right?

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Jason Fladley style opener is like, I've got a bone to pick.

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And he goes like right into the topic, like right in your face, like within the first 30 seconds, you know, especially an online thing, he'll have like 20 slides.

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And he's just like, in today's day and age, like, with economy this way, like this and that, and he's like hitting things like super fast in your face, he'll memorize the first few seconds of the script, or not few seconds, few minutes of the script.

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And he'll just like, just punch you in the face, right out the gate.

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That's just not going to work for every audience, and like it feels very like salesy, but it catches people's attention.

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Russell's going to start with a story, you know, he's going to start with a hook story offer, right?

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That's his whole framework.

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Colin's is very story-based.

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It's like kind of the scale of like salesy, you know, salesman, not Jason.

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We got Russell in the middle as a gut mix of both, and then Colin would be like very heartfelt.

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You know, it's almost like he starts with the heart.

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He kind of goes to the, let's see, heart, he goes heart, which is kind of like some sort of vulnerable story.

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He goes to kind of like your head, which would be like, let me teach you some things, and then he'll go to hands, like let me help implement things, and he'll wrap it back to heart basically at the end.

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So he'll kind of connect back to the story and bring you back into like the emotion, you know?

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So again, very different frameworks, but I'll give you guys a couple of resources.

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So I think my slides are done building themselves.

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I actually, before the San Diego event, Margot, you saw me do the pitch.

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I used Colin's framework for that one, and I actually created my own AI agent based on his materials, because I have his courses and all that stuff.

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And so don't share this around, because like this is totally all proprietary stuff to Colin that you guys probably should have bought.

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But you could totally use this privately if you want to just test it out and like get a conversion story created, it has basically inside of its knowledge, it's got transcripts from a lot of his courses on how to create your conversion story.

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And I created, let's see, a little link here, which again, like I'll save these and post them in the group.

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But if you guys want to open it in a tab or something, just test it for me and make sure it actually does open, because this is again like a private tool I created for myself.

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But I found it really helpful to you.

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Oh, let's see. Click that. Does it say access tonight?

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When you guys click that or no.

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Yes.

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Yeah.

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Access tonight. Okay, I have to just change the settings. Hold on.

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Well, it's just as I need to log in.

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Uh, yeah, but I think it has it on like private though. Let's see.

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Uh, configure access unlimited public access.

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Yeah, sure.

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Yeah.

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Public.

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For public pickaxe deployments.

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Okay, let's try that.

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Let me hit save.

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Let's try to, let's try to share it again.

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Okay, try that link.

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I'm going to open like a incognito window and see if it works for me.

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What? That didn't work. It worked.

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Oh, that worked. Okay. Cool. Yeah.

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So, um, refresh this.

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So yeah, Collins, you could just literally chat with it and it'll start helping you create, you know, help me.

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It'll help you kind of work through some of the stories. I think regardless.

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You should always tell stories and stories are just so powerful to captivate attention.

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There's such a great way to start a webinar.

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Uh, and also throughout you'll, you'll see Russell, you know, he's always telling stories and the reason is stories can really shift beliefs and a lot of time selling.

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Sometimes there's, there's beliefs that people have that you have to overcome that are holding them back from jumping into the thing.

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You know, it's like, Hey, I normally don't invest this much in my health or I don't, you know, this is too expensive, right?

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Or, um, you know, uh, with the AI things, you know, like, uh, maybe it's, oh, I'm not tech savvy enough.

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They have these like beliefs they might be coming into a training with that we have to like basically obliterate.

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You know, so that's the goal.

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Uh, so I would say high level before I get into the training, anything you are taking people towards.

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Um, so like, um, at the end of a summit, maybe there's an offer, right?

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Plus your thing, you know, if we know we're taking them there, I always sit down

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before I plan a webinar or plan a challenge or plan a summit.

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And I basically start going, what objections do they have?

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I always start with the objections of like, what am I selling?

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So I'll use Sabi as an example.

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Cause I just did a new challenge for Sabi, which is our AI executive assistant.

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And so I just went through this process to kind of reinvent the wheel on this whole

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content.

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And I basically was like, okay, if I'm selling an AI executive assistant,

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what objections do they have?

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And I went and wrote down as many as I could, you know, like, okay, it's too expensive, right?

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It's what about security, right?

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I'm not tech savvy enough.

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What do I even have an AI executive assistant do, right?

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So I wrote down all these kind of like thoughts that a buyer might have to not buy this thing.

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Okay.

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And I'd recommend you guys do this for your offer, whatever you're taking people towards.

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Think through anything that could come up.

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If you can, and then I would go take that list, go to AI, go to Sabi or go to plexi

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or cloth or whatever and say, Hey, this is the offer I'm selling.

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I'm trying to come up with every objection ever for this thing.

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What else am I missing and have it give you even more?

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Cause it'll be like, Oh, I got to talk to my husband, right?

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There's a spouse objection.

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Oh, it's not the right time timing objection.

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The big ones are going to be the five big ones are usually time.

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Money is the biggest typically.

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Time would be second and I forget the other three spouses, typically one.

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Like I have to check with someone like there's some sort of spousal or kind of partner approval.

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Like I have to talk with someone money timing spouse.

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There's usually like a fear or uncertainty objection sometimes with things.

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You know, I'm.

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Well, for me.

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Yeah.

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Like will it work for me?

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Or like, is this thing even trustworthy or like the right thing for me?

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And there is a fifth one, but I forget it.

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But there are five, like big ones.

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So throw it in AI and it'll kind of help you comp with those.

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And then that's literally how I create the content of the webinar is like around those

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objections.

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So you guys, uh, Margot, you were in my world when we were doing Amazon stuff.

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We did that Amazon challenge.

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So I did the same thing.

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I was like, okay, if we're going to teach people how to sell stuff on Amazon, what

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objections do they have?

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And it was like each day of the challenge was an objection.

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So day one was, I don't have a product to sell, right?

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So a day one was all about like most of our students don't have products to sell day

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two.

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I forget, this is an older challenge.

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We shifted it.

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But they were like, okay, now that you're telling me you could source products from China,

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China was an objection.

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Right.

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So I did a whole day on like China and like sourcing and here's the mistakes you or here's

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the things that you might be thinking about this thing of like sourcing overseas.

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That might not be true.

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Cause people have like a lot of just preconceived stuff in their head about China that might

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not completely be true, right?

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And then money was like the next day.

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So we did a whole day on money, right?

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Cause we knew that they need money to buy the product, right?

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And money to maybe invest in our program.

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Day four, we made an offer.

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And then day five of the challenge was basically handling the remaining objections.

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Cause now they had seen the price.

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So it was kind of money and logic objections that came up.

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And that was like the firmware of the challenge.

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But really we built it off of the objections.

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And then all the content we were teaching on those days was helping people overcome those

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objections and feel confident that, oh, you know, this isn't as scary as I thought.

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Oh, actually I don't need as much money as I thought.

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Oh, like I have the time, like anything that was an objection, we basically plan the content

295
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around that.

296
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So there's some valuable stuff to help them break through on that topic a little bit.

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And if you want to get really nerdy testimonials, you can even bucket into those like topics

298
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as well.

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So if someone has an objection about, um, let's say for that offer, they had objection about,

300
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oh, maybe I'm too old, not text having to be like, well, here's Deborah, who's like eight

301
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years old.

302
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And like she launched this product.

303
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Right.

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So I use a story to overcome the objection to whether it's my own story or a testimonial.

305
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So that's really powerful.

306
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And this could also be a webinar.

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So a challenge, we break the objections in the days, a webinar or like a, you know, even

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like a short pitch you have, we might break those objections into just small little chunks.

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Where we bring up the objection, like you might be thinking this, we tell a little bit

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of a story.

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I like to start with my own story.

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Of course, like, Hey, you might be thinking this software's, um, really expensive.

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I remember thinking the same thing when I was, I was thinking about buying perplexity for

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my entire team.

315
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I remember seeing that $2,000 a month bill and just being like, Oh my gosh, you know,

316
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this is crazy.

317
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But I saw this article about the Nvidia CEO who told, who has this quote saying, if I'm

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paying an engineer, one of my developers, $500,000 a year for his salary, and he's not

319
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spending at least $250,000 in AI credits, I'm going to fire him.

320
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And that made me start thinking differently, all right, that that business owners in this

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age are now not treating AI credits like an expensive tree.

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I'm like, dang it.

323
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the more you're leveraged.

324
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And the biggest CEO in the world,

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some of the biggest fastest growing companies in the world

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know this, I need to know this.

327
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And so I hit buy on that $2,000 a month subscription

328
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and my team is 5X because of it on their productivity, right?

329
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So that little mini story I just told

330
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is my own objection of like, oh, it's so expensive.

331
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And I also used a price point that's way higher

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than what I'm gonna charge for Saudi.

333
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So now I'm getting their head in like, okay, wow,

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like I'm seeing it, you know?

335
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And then I might tell another story,

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another star, another story.

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I knew with Saudi specifically,

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the biggest objection was gonna be money

339
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because it is more expensive than pretty much most softwares.

340
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And we are trying to get it

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to like even like a $300 a month price point right now.

342
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We have like a deal that, but it's still like,

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it's not your average $20 a month AI subscription.

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It's like at minimum, pretty much $100 a month.

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And so I did a lot of money objection handling

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throughout the whole challenge, like constantly.

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'Cause I knew that was the biggest one.

348
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And so if you guys have been through that,

349
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see and you've been through it,

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you've kind of seen me do that every day.

351
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I'm doing something around money

352
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to help like alleviate that objection, all right?

353
00:21:13.920 --> 00:21:15.440
So, okay, so you guys got Collins links,

354
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save that for later.

355
00:21:17.200 --> 00:21:21.440
Let's jump into here and we'll see how the slides turned out.

356
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'Cause I had this all in a document.

357
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And I will send you guys this

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'cause it's gonna be like a ton of stuff

359
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that we're probably not gonna get all through.

360
00:21:27.680 --> 00:21:30.640
But this will be a really cool resource to come back to.

361
00:21:30.640 --> 00:21:35.720
It has, I've been in Russell's world.

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I've been in a lot of his masterminds.

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I have a lot of training on webinars from him specifically.

364
00:21:40.400 --> 00:21:43.920
I've also worked with Jason as well on a couple of things.

365
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And been in a training with him.

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He did like this epic training about webinars for us.

367
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Like this is a couple of years back.

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There was only like 10 people invited to this thing,

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but he went through like,

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everything to do before webinar on the webinar

371
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and after the webinar.

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So a lot of this information is from those things,

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but it's, you know,

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00:22:04.160 --> 00:22:05.600
I pieced it out on kind of like,

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what would be helpful to you guys, okay?

376
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So yeah, that's it.

377
00:22:11.320 --> 00:22:14.800
So I would say, like I said,

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the skeleton of a webinar,

379
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I like Russell's as like,

380
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when I'm planning something new,

381
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I typically lean towards Russell's framework

382
00:22:21.880 --> 00:22:24.200
as just like, these are things I'm trying to hit.

383
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And this is honestly like Russell's perfect webinar,

384
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like framework.

385
00:22:27.960 --> 00:22:29.640
If I was like speaking at church,

386
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I would use this framework too.

387
00:22:30.960 --> 00:22:33.240
Like it's like, it's a very universal,

388
00:22:33.240 --> 00:22:35.000
like if I'm trying to sell someone an idea,

389
00:22:35.000 --> 00:22:36.360
let's say I'm like,

390
00:22:36.360 --> 00:22:40.640
I've spoken on like giving right at church.

391
00:22:40.640 --> 00:22:41.720
I will use the Russell,

392
00:22:41.720 --> 00:22:44.600
I will use Russell Brunson's perfect webinar framework

393
00:22:44.600 --> 00:22:48.000
to overcome the objection of people like not being generous,

394
00:22:48.000 --> 00:22:48.840
you know what I mean?

395
00:22:48.840 --> 00:22:52.880
Like it's such a powerful framework to just help shift beliefs.

396
00:22:52.880 --> 00:22:54.800
And you could do it really short, right?

397
00:22:54.800 --> 00:22:57.720
Really short or really long.

398
00:22:57.720 --> 00:22:59.920
So whether you have 10 minutes or a hundred minutes,

399
00:22:59.920 --> 00:23:02.720
you know, you can use this framework.

400
00:23:02.720 --> 00:23:06.160
Now, Jason's is like for like nerding out

401
00:23:06.160 --> 00:23:11.080
on more specific tactics around attacking objections,

402
00:23:11.080 --> 00:23:12.960
overwhelming proof.

403
00:23:12.960 --> 00:23:14.440
He does a lot of,

404
00:23:14.440 --> 00:23:17.080
this is again more advanced pushing and polling tension

405
00:23:17.080 --> 00:23:19.960
is what it's calling and murdering every excuse.

406
00:23:19.960 --> 00:23:22.440
This is very much like Jason language, you know,

407
00:23:22.440 --> 00:23:25.280
push, poll tension is kind of like you're kind of like,

408
00:23:25.280 --> 00:23:27.600
you're agreeing, you're almost like agreeing with them.

409
00:23:27.600 --> 00:23:28.720
Like, I thought that too.

410
00:23:28.720 --> 00:23:30.080
And then you're pulling, you're like,

411
00:23:30.080 --> 00:23:32.640
but then I did this and you're overcoming the addiction,

412
00:23:32.640 --> 00:23:34.600
but then you're kind of agreeing with them again.

413
00:23:34.600 --> 00:23:36.680
So you're kind of like rollercoasting back and forth

414
00:23:36.680 --> 00:23:37.600
on an objection,

415
00:23:37.600 --> 00:23:40.800
but it's a really powerful framework too.

416
00:23:40.800 --> 00:23:43.440
Just feel relatable because like it's not like,

417
00:23:43.440 --> 00:23:45.000
you know, a lot of times so much like,

418
00:23:45.000 --> 00:23:47.440
I'm sure you encounter the CN with like business owners

419
00:23:47.440 --> 00:23:49.280
and AI, it's just like,

420
00:23:49.280 --> 00:23:51.600
sometimes those objections are really strong, you know,

421
00:23:51.600 --> 00:23:53.000
and they just foot in the ground,

422
00:23:53.000 --> 00:23:55.160
they just don't want to do this thing.

423
00:23:55.160 --> 00:23:58.440
And so, but we know this thing will help them, you know,

424
00:23:58.440 --> 00:24:00.160
it's like, I know this will help you.

425
00:24:00.160 --> 00:24:02.400
I know if I, if you had an AI receptionist,

426
00:24:02.400 --> 00:24:04.040
you would not be losing the much business,

427
00:24:04.040 --> 00:24:06.240
but then you have this kind of old school business owner

428
00:24:06.240 --> 00:24:10.200
who's just like, no, you know, so yeah.

429
00:24:10.200 --> 00:24:13.760
So today's journey, I'm going to go over Russell's first

430
00:24:13.760 --> 00:24:15.640
and then we'll get into a little bit of Jason's stuff,

431
00:24:15.640 --> 00:24:19.040
but that's more bonus material that you guys can come through.

432
00:24:19.040 --> 00:24:22.240
And let's get into it.

433
00:24:22.240 --> 00:24:27.320
Okay, so basically Russell's framework starts with this.

434
00:24:27.320 --> 00:24:29.320
And I, again, I would start with what I told you,

435
00:24:29.320 --> 00:24:31.160
which is like objections first,

436
00:24:31.160 --> 00:24:33.080
'cause that's how you're going to get to the three secrets

437
00:24:33.080 --> 00:24:34.720
is those objections.

438
00:24:34.720 --> 00:24:37.440
So whatever the big objection is to jumping into your offer

439
00:24:37.440 --> 00:24:39.400
or your thing or your next step,

440
00:24:39.400 --> 00:24:41.400
that's how we're going to come up with the content

441
00:24:41.400 --> 00:24:44.280
of the webinar, which Russell calls the three secrets.

442
00:24:44.280 --> 00:24:48.400
And so I usually start there.

443
00:24:48.400 --> 00:24:50.640
So I kind of know like what the rough content

444
00:24:50.640 --> 00:24:52.480
of the webinar is.

445
00:24:52.480 --> 00:24:54.800
Margot, for years, I know like you were doing

446
00:24:54.800 --> 00:24:57.880
these in-person events and then you were selling like a,

447
00:24:57.880 --> 00:25:01.240
are you still doing that or you do the in-person event?

448
00:25:04.320 --> 00:25:08.680
Um, well, people have the option to come to one or they can purchase like a three month

449
00:25:08.680 --> 00:25:10.040
pass to get a discount.

450
00:25:10.040 --> 00:25:11.960
Okay, that's right.

451
00:25:11.960 --> 00:25:16.560
And then the other business is, um, the essential oils, right?

452
00:25:16.560 --> 00:25:20.600
So that, like you might have a webinar for that, like how to make money, doing what you

453
00:25:20.600 --> 00:25:22.880
love with health, and that could be a webinar.

454
00:25:22.880 --> 00:25:26.120
So there's kind of these two angles of, you could use this in either situation.

455
00:25:26.120 --> 00:25:29.880
Um, so I'd be thinking about one of those, uh, for this training, just

456
00:25:29.880 --> 00:25:31.280
so you kind of start getting ideas.

457
00:25:31.280 --> 00:25:37.280
Um, but yeah, maybe the three secrets in yours, again, like, uh, maybe the big

458
00:25:37.280 --> 00:25:42.920
objections to like getting into a business like that is like, okay, um, you

459
00:25:42.920 --> 00:25:44.400
probably know, cause you've talked to a lot of people.

460
00:25:44.400 --> 00:25:46.560
It's probably like, what if this doesn't work for me?

461
00:25:46.560 --> 00:25:49.160
Like I've tried things in the past and they haven't worked, right?

462
00:25:49.160 --> 00:25:51.840
Uh, it could be like, wasn't it expensive?

463
00:25:51.840 --> 00:25:56.320
Do I have to like buy a lot of product, you know, to like get started, right?

464
00:25:56.320 --> 00:26:00.440
So there's probably a money one, there's probably a certainty on the opportunity.

465
00:26:00.440 --> 00:26:05.560
Uh, and then there's probably, uh, maybe a timing one.

466
00:26:05.560 --> 00:26:07.760
Like maybe I don't have the time or already too busy.

467
00:26:07.760 --> 00:26:08.560
I don't know.

468
00:26:08.560 --> 00:26:12.000
Those might be the ones I would guess for like the three, three, kind of big

469
00:26:12.000 --> 00:26:12.840
objections.

470
00:26:12.840 --> 00:26:15.800
Um, but you kind of know your people, you've talked to your people.

471
00:26:15.800 --> 00:26:17.200
I would kind of think through that.

472
00:26:17.200 --> 00:26:19.840
Um, and I kind of start here.

473
00:26:19.840 --> 00:26:20.360
Okay.

474
00:26:20.360 --> 00:26:26.280
Um, uh, so once I start in the middle here, I kind of know what I'm teaching.

475
00:26:26.760 --> 00:26:30.760
Now Russell goes deeper in this and he talks about internal versus external

476
00:26:30.760 --> 00:26:34.280
objections and internal objection is something about like, that they're

477
00:26:34.280 --> 00:26:35.760
thinking that has to do with them, right?

478
00:26:35.760 --> 00:26:40.560
Like maybe, maybe like, like let's just say the uncertainty objection.

479
00:26:40.560 --> 00:26:42.280
It could be like, I can't do this.

480
00:26:42.280 --> 00:26:46.400
Like I don't feel like I'm a good business owner or I am a good, like

481
00:26:46.400 --> 00:26:48.560
entrepreneur, like I've tried stuff and I failed.

482
00:26:48.560 --> 00:26:49.960
That's an internal objection.

483
00:26:49.960 --> 00:26:54.640
External will be like, I've heard MLMs are like scams, you know?

484
00:26:54.640 --> 00:26:59.640
It's like, I heard, you know, uh, about whatever XYZ thinks.

485
00:26:59.640 --> 00:27:00.880
That's like an external.

486
00:27:00.880 --> 00:27:08.440
So typically when we're doing these three secrets or objections, uh, uh, um, we

487
00:27:08.440 --> 00:27:12.440
are, want to hit one internal, one external and, uh, at least one

488
00:27:12.440 --> 00:27:14.440
internal, at least one external, if we can.

489
00:27:14.440 --> 00:27:17.440
And the reason he calls them three secrets is because like this is the

490
00:27:17.440 --> 00:27:18.360
content of your training.

491
00:27:18.360 --> 00:27:24.800
It's kind of like you reframe the objection into a secret or like a, uh, a pillar

492
00:27:24.800 --> 00:27:29.360
of content, you're like, um, hey, secret number one or whatever you want to call

493
00:27:29.360 --> 00:27:32.120
you not to cause secrets, but it could be like, Hey, the first thing we're

494
00:27:32.120 --> 00:27:38.680
going to talk about is, um, how, um, uh, let me think, I'm trying to reframe

495
00:27:38.680 --> 00:27:40.520
like the MLM is a scam angle, right?

496
00:27:40.520 --> 00:27:49.960
So like, um, so secret number one is like the, uh, the true stats of MLMs that like,

497
00:27:49.960 --> 00:27:53.280
you know, the top earners and moms don't want you to know, you know, or

498
00:27:53.280 --> 00:27:54.200
something like that, right?

499
00:27:54.200 --> 00:27:56.640
And it's like maybe then you kind of go into the direction.

500
00:27:56.640 --> 00:27:59.560
Hey, you might think that these are scams and yes, there has been these

501
00:27:59.560 --> 00:28:03.720
companies and this craziness, but, uh, let me tell you like kind of a hidden

502
00:28:03.720 --> 00:28:08.800
thing in this opportunity that, uh, not a lot of people see in the fine print that

503
00:28:08.800 --> 00:28:13.440
actually makes this a lot better than most, you know, uh, or something like that,

504
00:28:13.440 --> 00:28:13.800
right?

505
00:28:13.800 --> 00:28:15.320
And, and then you tell your own story.

506
00:28:15.320 --> 00:28:18.000
So you kind of have the hook, which is like the, the secret.

507
00:28:18.000 --> 00:28:19.960
You have like a little bit of the content.

508
00:28:19.960 --> 00:28:23.560
And then you go into a really a story like of like, I remember when my friend

509
00:28:23.560 --> 00:28:26.280
approached me to do this thing, I felt very similar.

510
00:28:26.280 --> 00:28:28.520
I was like, I don't want to do a network marketing thing.

511
00:28:28.520 --> 00:28:31.760
I don't be like hitting up all my friends and all this stuff.

512
00:28:31.760 --> 00:28:37.400
Uh, so again, like that could be your angle of like, um, there, there's

513
00:28:37.400 --> 00:28:41.920
this, you know, external belief, you kind of had a similar belief and then you

514
00:28:41.920 --> 00:28:44.520
reframe it in some sort of way in your teaching.

515
00:28:44.520 --> 00:28:49.640
Um, it could even be like, I know, I know you know how to like market outside

516
00:28:49.640 --> 00:28:50.840
of your friends and family.

517
00:28:50.840 --> 00:28:53.120
Like you, you have complete strangers come to your stuff.

518
00:28:53.120 --> 00:28:56.480
So that could be like one of the objections is like, I don't want to like

519
00:28:56.480 --> 00:29:00.040
have anyone know I'm doing this thing and hit all my friends and family and

520
00:29:00.040 --> 00:29:00.560
all this stuff.

521
00:29:00.560 --> 00:29:05.200
You go back, well, actually, like the top earners do this instead, right?

522
00:29:05.200 --> 00:29:07.440
They build their own systems or something, right?

523
00:29:07.440 --> 00:29:11.480
And anyway, so that's, that's kind of the idea at the three secrets.

524
00:29:11.480 --> 00:29:13.280
So as you're coming up with like, what are the objections?

525
00:29:13.280 --> 00:29:17.200
You're reframing it as a pillar of content or teaching in the webinar.

526
00:29:17.200 --> 00:29:19.040
Um, it feels really valuable.

527
00:29:19.040 --> 00:29:23.160
You might give them a framework or a tool, uh, but you don't teach a ton here.

528
00:29:23.160 --> 00:29:27.160
If you're doing a webinar, we're talking 10 minutes each on each of these, maybe

529
00:29:27.160 --> 00:29:28.160
15 max.

530
00:29:28.160 --> 00:29:33.920
Um, and if we can't hit an internal one and an external one, that's awesome.

531
00:29:34.400 --> 00:29:38.480
Uh, and the idea is definitely weave in a short story in there, whether it's your

532
00:29:38.480 --> 00:29:42.320
own or someone else's or even a story you heard on the internet.

533
00:29:42.320 --> 00:29:47.320
Like some, like I use that in my AI example, I use the Nvidia CEO story.

534
00:29:47.320 --> 00:29:51.560
And then if you can, a case study or like some sort of testimonial, right?

535
00:29:51.560 --> 00:29:55.240
So we're kind of like, pull, like if you think of an objection, like a wall, we

536
00:29:55.240 --> 00:29:59.040
want to kind of knock down the wall a little bit and then rebuild a new wall.

537
00:30:01.840 --> 00:30:02.680
All right.

538
00:30:02.680 --> 00:30:06.920
So that's kind of the goal of this middle section is off of those big objections.

539
00:30:06.920 --> 00:30:11.280
You're kind of hitting some of the big ones, taking down the wall and rebuilding them.

540
00:30:11.280 --> 00:30:11.840
Okay.

541
00:30:11.840 --> 00:30:17.640
The big domino, uh, what, what Russell calls the big domino is essentially a, it's

542
00:30:17.640 --> 00:30:23.800
one bold promise, uh, that basically if they believe this one thing, if this big

543
00:30:23.800 --> 00:30:28.800
domino falls, it basically not starts knocking over all the other dominoes.

544
00:30:29.240 --> 00:30:33.680
So I, again, I like to kind of start here because if I like to kind of figure

545
00:30:33.680 --> 00:30:38.240
out where I'm going, but then I'll come back to the big domino, uh, to beat,

546
00:30:38.240 --> 00:30:41.480
basically say like, uh, what's the big thing?

547
00:30:41.480 --> 00:30:47.120
What's the big idea that like I'm actually, it's, it's probably the con, it's

548
00:30:47.120 --> 00:30:48.800
probably like the topic of the webinar.

549
00:30:48.800 --> 00:30:53.600
You know, it's kind of like, um, the big domino could be like, it's easier than

550
00:30:53.600 --> 00:30:59.520
ever for moms to make income from home, you know, than it's ever been or something.

551
00:30:59.520 --> 00:30:59.720
Right.

552
00:30:59.720 --> 00:31:04.100
It's like, it's a bigger idea that like the whole webinar goes with, but it's

553
00:31:04.100 --> 00:31:05.200
that one big thing.

554
00:31:05.200 --> 00:31:10.200
Um, Colin in his story framework, I forget what he calls this, but he also

555
00:31:10.200 --> 00:31:13.280
does something very similar where he has like a statement.

556
00:31:13.280 --> 00:31:17.920
He's like, uh, like we say, we used to say in our old other challenge, like

557
00:31:17.920 --> 00:31:21.440
having gained no funnel lead machine, right?

558
00:31:21.480 --> 00:31:25.280
It doesn't require a funnel, but it produces daily leads, having a no funnel lead

559
00:31:25.280 --> 00:31:25.880
machine.

560
00:31:25.880 --> 00:31:27.720
Uh, what do we call it?

561
00:31:27.720 --> 00:31:34.880
Having a $7, no funnel lead machine is like the number one way or family

562
00:31:34.880 --> 00:31:37.020
first entrepreneurs to create stability in their business.

563
00:31:37.020 --> 00:31:39.120
That was kind of like our one big domino statement.

564
00:31:39.120 --> 00:31:43.960
That was like, we kind of anchored on that again, it was sell the back end

565
00:31:43.960 --> 00:31:46.680
program, which would teach him how to create that no funnel lead machine and

566
00:31:46.680 --> 00:31:48.760
create lead consistency in their business.

567
00:31:49.220 --> 00:31:54.380
And so that, it always want to align the intro, that big domino with back

568
00:31:54.380 --> 00:31:58.060
end over, you're taking them, like maybe for, I'm thinking like Margot, your

569
00:31:58.060 --> 00:32:04.420
other offense, it's like, um, like the big domino could be like, um, you

570
00:32:04.420 --> 00:32:09.420
know, something about community, like it could be something about like, again,

571
00:32:09.420 --> 00:32:11.220
telling your story a little bit.

572
00:32:11.220 --> 00:32:13.740
Maybe you have this origin story of how you got into this.

573
00:32:13.740 --> 00:32:16.080
And I realized, boom, right?

574
00:32:16.080 --> 00:32:18.860
Like he calls this Russell call us like an epiphany story where you're

575
00:32:18.860 --> 00:32:22.780
telling a story and you have this epiphany, like I realized that I don't

576
00:32:22.780 --> 00:32:27.020
want to do life alone and that, uh, let you know, like health is better in

577
00:32:27.020 --> 00:32:28.020
community, right?

578
00:32:28.020 --> 00:32:32.060
Or something like, like, like family is better in community or something like

579
00:32:32.060 --> 00:32:32.220
that.

580
00:32:32.220 --> 00:32:33.940
So that's your big domino kind of statement.

581
00:32:33.940 --> 00:32:36.700
And it kind of like aligns with the back end, which is like, Hey,

582
00:32:36.700 --> 00:32:38.140
join the community, right?

583
00:32:38.140 --> 00:32:40.700
For your CN big domino.

584
00:32:40.700 --> 00:32:43.980
Um, again, I don't know what the offer is in the summit.

585
00:32:43.980 --> 00:32:44.900
Have you planned that yet?

586
00:32:44.900 --> 00:32:45.620
Like the offer?

587
00:32:47.580 --> 00:32:54.620
I think we're just doing a VIP, um, we have access to the library.

588
00:32:54.620 --> 00:32:57.500
Library and it's every speaker's going to put stuff in there.

589
00:32:57.500 --> 00:32:58.060
Basically.

590
00:32:58.060 --> 00:32:58.660
Zoom.

591
00:32:58.660 --> 00:32:59.140
Yeah.

592
00:32:59.140 --> 00:32:59.660
Cool.

593
00:32:59.660 --> 00:32:59.980
Yeah.

594
00:32:59.980 --> 00:33:05.740
So for now, and I, and I actually have a building a, um, summit dashboard

595
00:33:05.740 --> 00:33:07.180
that I, I've coded.

596
00:33:07.180 --> 00:33:07.700
Okay.

597
00:33:07.700 --> 00:33:08.060
Yeah.

598
00:33:08.060 --> 00:33:08.460
Cool.

599
00:33:08.460 --> 00:33:09.340
It has some issues.

600
00:33:09.340 --> 00:33:10.980
Yeah.

601
00:33:10.980 --> 00:33:17.340
But so, I mean, I noticed that some of the big submits in our industry are doing

602
00:33:17.340 --> 00:33:17.740
that too.

603
00:33:17.740 --> 00:33:20.100
So I'm like, yeah, that's awesome.

604
00:33:20.100 --> 00:33:21.060
Um, yeah.

605
00:33:21.060 --> 00:33:25.420
So honestly, with summits, every, every speaker is kind of selling themselves.

606
00:33:25.420 --> 00:33:26.660
Like they're like, I am awesome.

607
00:33:26.660 --> 00:33:27.380
I am awesome.

608
00:33:27.380 --> 00:33:30.300
And then you're like, Hey, do you want all this awesome in one place?

609
00:33:30.300 --> 00:33:32.820
And that's the offer is basically a bundle of awesome.

610
00:33:32.820 --> 00:33:38.180
So, but for, for a big domino, like when the offers, when you're presenting the offer,

611
00:33:38.180 --> 00:33:43.180
um, it's probably something about like just AI being the number one form of

612
00:33:43.180 --> 00:33:44.780
leverage or something for business owners.

613
00:33:44.780 --> 00:33:49.380
That's why you're here, you're seeing this, like, so like it's, there's some

614
00:33:49.380 --> 00:33:54.020
probably powerful statement around, you know, AI, like we, we, you'll hear me say,

615
00:33:54.020 --> 00:33:57.220
like AI was the number one skill search on LinkedIn.

616
00:33:57.220 --> 00:33:59.540
It's like the number one thing you'd be investing in right now.

617
00:33:59.540 --> 00:34:05.060
And so that's why we created this, uh, bundle of all this amazing AI stuff that,

618
00:34:05.060 --> 00:34:08.820
you know, for a small investment, you get access to just this incredible value.

619
00:34:08.820 --> 00:34:09.020
Right.

620
00:34:09.020 --> 00:34:13.820
So that's probably your big domino something around AI, you know, uh, you

621
00:34:13.820 --> 00:34:17.260
might, uh, again, like on a summit be going into three different secrets and

622
00:34:17.260 --> 00:34:20.500
all this stuff, but I would definitely like, there might be some objections.

623
00:34:20.500 --> 00:34:23.500
Still people will have, you know, oh, I already have a course.

624
00:34:23.500 --> 00:34:25.620
I'm already too busy or, oh, it's too much money.

625
00:34:25.620 --> 00:34:26.300
That type of thing.

626
00:34:26.300 --> 00:34:29.659
So I'd be thinking around that, uh, in the topic of AI.

627
00:34:29.659 --> 00:34:33.380
And then the last part of the webinars, essentially the stack or the clothes and

628
00:34:33.380 --> 00:34:35.540
you guys would recognize Russell's right.

629
00:34:35.540 --> 00:34:38.060
He always does like the, it's this price and this price and this price.

630
00:34:38.060 --> 00:34:41.380
He stacks it up to total and I use this and then he drops the price.

631
00:34:41.380 --> 00:34:43.900
Again, I think that style works.

632
00:34:43.900 --> 00:34:45.900
It, I think it's getting a little outdated.

633
00:34:45.900 --> 00:34:52.060
Um, we, we do a similar, like in our last challenge, we, we kind of cut it.

634
00:34:52.060 --> 00:34:53.100
We didn't do a stack.

635
00:34:53.100 --> 00:34:55.659
In our most recent challenge, we do have a stack.

636
00:34:55.659 --> 00:34:59.600
Like we have, um, go to a fig.

637
00:35:02.080 --> 00:35:04.080
Let's see.

638
00:35:04.080 --> 00:35:07.960
Oh no, day three, day three.

639
00:35:07.960 --> 00:35:09.600
So we have a stack, but we're not adding up

640
00:35:09.600 --> 00:35:11.800
all the pricing and stuff, but I do go through

641
00:35:11.800 --> 00:35:15.120
each one of these on the offer day for SABI.

642
00:35:15.120 --> 00:35:16.480
I mean, we're still only a software,

643
00:35:16.480 --> 00:35:18.440
but it's like, we're stacking still the value.

644
00:35:18.440 --> 00:35:20.480
And this is back to core principles

645
00:35:20.480 --> 00:35:21.640
of like our business accelerator

646
00:35:21.640 --> 00:35:23.720
is like having an amazing offer, right?

647
00:35:23.720 --> 00:35:24.960
And sometimes an amazing offer

648
00:35:24.960 --> 00:35:27.560
is just telling people everything that's in there, you know?

649
00:35:27.560 --> 00:35:28.600
So here's what you're gonna get.

650
00:35:28.600 --> 00:35:30.840
You're gonna get the growing connections library.

651
00:35:30.840 --> 00:35:32.520
That's already in the software, right?

652
00:35:32.520 --> 00:35:34.960
It's just like, but we're gonna give you that, right?

653
00:35:34.960 --> 00:35:36.160
You're gonna get the visual task board.

654
00:35:36.160 --> 00:35:37.440
Again, already in the software.

655
00:35:37.440 --> 00:35:39.640
It's like, you're just telling them stuff

656
00:35:39.640 --> 00:35:40.900
that's already in there, right?

657
00:35:40.900 --> 00:35:43.240
So you're gonna get access to the monthly events.

658
00:35:43.240 --> 00:35:46.440
You're gonna get a community of like-minded people, right?

659
00:35:46.440 --> 00:35:48.800
You're gonna get, so I'm kind of using your Margot example,

660
00:35:48.800 --> 00:35:51.120
like you're just telling them the value

661
00:35:51.120 --> 00:35:52.960
of what's already in there, right?

662
00:35:52.960 --> 00:35:54.880
So you're gonna get this, you're gonna get this,

663
00:35:54.880 --> 00:35:55.800
you're gonna get this.

664
00:35:55.800 --> 00:35:58.120
And then I'll throw on some bonuses, right?

665
00:35:58.120 --> 00:36:00.480
So I want the bonuses to be like these cool,

666
00:36:00.480 --> 00:36:01.320
catchy things.

667
00:36:01.320 --> 00:36:05.080
Also, when you jump in, you're gonna get my full immunity guide,

668
00:36:05.080 --> 00:36:07.080
you know, or CN for you.

669
00:36:07.080 --> 00:36:08.320
Also, when you jump in this thing,

670
00:36:08.320 --> 00:36:10.160
you're not only gonna get the full library,

671
00:36:10.160 --> 00:36:12.680
but you're gonna get lifetime access to that library, right?

672
00:36:12.680 --> 00:36:16.240
You're gonna get, you know, AI transcripts

673
00:36:16.240 --> 00:36:18.680
or AI summaries of every lesson, right?

674
00:36:18.680 --> 00:36:23.200
So that you can skip around to what you need really fast.

675
00:36:23.200 --> 00:36:26.480
You're also gonna get a custom AIGBT

676
00:36:26.480 --> 00:36:28.840
that's trained on everything in the library

677
00:36:28.840 --> 00:36:30.680
that you can ask questions at any time, right?

678
00:36:30.680 --> 00:36:32.720
You could make that in pickaxe, right?

679
00:36:32.720 --> 00:36:35.280
So I'm just giving you ideas, but these bonuses,

680
00:36:35.280 --> 00:36:38.160
do you already have that?

681
00:36:38.160 --> 00:36:39.400
Okay, cool.

682
00:36:39.400 --> 00:36:42.600
- Nine, nine in my system.

683
00:36:42.600 --> 00:36:44.440
- Oh, yes, it's awesome.

684
00:36:44.440 --> 00:36:46.720
Yeah, so again, bonuses.

685
00:36:46.720 --> 00:36:49.160
The bonuses, I always like, I threw in for this one,

686
00:36:49.160 --> 00:36:52.600
our certification offer, I threw in a weekly call,

687
00:36:52.600 --> 00:36:54.240
which I'm already doing on Thursdays,

688
00:36:54.240 --> 00:36:57.240
and now Sabi users can jump on those calls.

689
00:36:57.240 --> 00:37:00.600
One-on-one strategy call that, again, feels like a bonus,

690
00:37:00.600 --> 00:37:03.520
but it's also a sales call for other stuff,

691
00:37:03.520 --> 00:37:05.760
and then a price lock, right?

692
00:37:05.760 --> 00:37:06.680
Oh, the price goes up

693
00:37:06.680 --> 00:37:08.320
and you're gonna get at this lower price.

694
00:37:08.320 --> 00:37:11.000
So I'm not stacking the price on each one of these,

695
00:37:11.000 --> 00:37:12.160
like Russell Wood, I keep you like,

696
00:37:12.160 --> 00:37:14.720
this is worth $10,000, and this will worth $20,000.

697
00:37:14.720 --> 00:37:16.480
I think that's a little old school,

698
00:37:16.480 --> 00:37:17.840
but I am doing a total value.

699
00:37:17.840 --> 00:37:19.520
Hey, this is a total value of this,

700
00:37:19.520 --> 00:37:22.360
and the price is just this, and I dropped the price.

701
00:37:22.360 --> 00:37:24.440
So the stack is really powerful to just, again,

702
00:37:24.440 --> 00:37:27.080
just communicate the value of what you guys are doing,

703
00:37:27.080 --> 00:37:29.080
and it could be as simple as like a whiteboard

704
00:37:29.080 --> 00:37:30.720
in an in-person event, you're just writing out,

705
00:37:30.720 --> 00:37:31.720
or you have it already written out,

706
00:37:31.720 --> 00:37:32.880
here's what you get, here's what you get,

707
00:37:32.880 --> 00:37:33.960
here's what you get, here's what you would get.

708
00:37:33.960 --> 00:37:35.000
That's why I didn't San Diego,

709
00:37:35.000 --> 00:37:36.920
I just had it on like a little whiteboard,

710
00:37:36.920 --> 00:37:40.000
I just pointed at the three things that I was on there,

711
00:37:40.000 --> 00:37:41.340
and told stories.

712
00:37:41.340 --> 00:37:43.480
If you wanna go deeper on an offer,

713
00:37:43.480 --> 00:37:46.200
you tell the story of that piece.

714
00:37:46.200 --> 00:37:49.600
Like if you have time, like, you tell the pain

715
00:37:49.600 --> 00:37:51.080
of what it was without that piece,

716
00:37:51.080 --> 00:37:52.560
and now why you have that piece.

717
00:37:52.560 --> 00:37:56.600
So, like, CN, for that example, you might say,

718
00:37:56.600 --> 00:37:59.240
you know, I know how it is, I'm a course junkie,

719
00:37:59.240 --> 00:38:01.080
I've bought every course out there,

720
00:38:01.080 --> 00:38:03.200
and the worst thing is when you buy something,

721
00:38:03.200 --> 00:38:04.400
and then six months later, you realize,

722
00:38:04.400 --> 00:38:06.280
I had just never gone through it.

723
00:38:06.280 --> 00:38:08.960
And, or, you maybe go through it,

724
00:38:08.960 --> 00:38:10.480
there's something super valuable in the six months later,

725
00:38:10.480 --> 00:38:12.080
you wanna find that thing.

726
00:38:12.080 --> 00:38:15.000
So that's why we created the, whatever,

727
00:38:15.000 --> 00:38:16.680
like the Summit Assistant, or like,

728
00:38:16.680 --> 00:38:18.440
you have some cool name for it.

729
00:38:18.440 --> 00:38:21.040
So you tell a little bit of a pain point story, you know,

730
00:38:21.040 --> 00:38:22.560
when you're talking about that thing,

731
00:38:22.560 --> 00:38:24.960
and then you're like, and that's why we created this.

732
00:38:24.960 --> 00:38:28.720
The Summit Assistant, which is AI agent

733
00:38:28.720 --> 00:38:30.280
that you can ask questions at any time,

734
00:38:30.280 --> 00:38:32.080
it's trained on all the material,

735
00:38:32.080 --> 00:38:33.800
not only can it help you find the content,

736
00:38:33.800 --> 00:38:35.520
but also can help you, like, take action

737
00:38:35.520 --> 00:38:37.920
on the content or something, you know.

738
00:38:37.920 --> 00:38:42.200
And, you know, we put hours and hours into the thing,

739
00:38:42.200 --> 00:38:43.320
and tons of money, or whatever.

740
00:38:43.320 --> 00:38:45.400
You just talk about the value of that one thing,

741
00:38:45.400 --> 00:38:47.720
you tell a little story around it.

742
00:38:47.720 --> 00:38:50.760
For you, Margot, you know, maybe the bonuses,

743
00:38:50.760 --> 00:38:54.480
the full, like, community guide, or something like that,

744
00:38:54.480 --> 00:38:56.120
on the in-person thing.

745
00:38:56.120 --> 00:38:58.160
Like, it could be like, I remember my kids

746
00:38:58.160 --> 00:38:59.200
were getting sick every year,

747
00:38:59.200 --> 00:39:01.400
and I just didn't know what to do, right?

748
00:39:01.400 --> 00:39:03.120
And so I started getting deep in this thing,

749
00:39:03.120 --> 00:39:05.520
and then, you know, every year I was just adding to it,

750
00:39:05.520 --> 00:39:06.360
and adding to it.

751
00:39:06.360 --> 00:39:07.360
So you're just like telling the story of, like,

752
00:39:07.360 --> 00:39:09.360
how much it costs you to make this thing

753
00:39:09.360 --> 00:39:11.440
whether it's time or money.

754
00:39:11.440 --> 00:39:14.920
And this is something we sell online, you know.

755
00:39:14.920 --> 00:39:16.120
But when you buy this, we're gonna actually

756
00:39:16.120 --> 00:39:17.680
throw it in for free, right?

757
00:39:17.680 --> 00:39:21.440
So that you can, you know, never, ever kids get sick again.

758
00:39:21.440 --> 00:39:24.200
In theory.

759
00:39:24.200 --> 00:39:26.760
So again, little, like, just to take the offer

760
00:39:26.760 --> 00:39:29.440
to the next level, you tell them the thing,

761
00:39:29.440 --> 00:39:30.880
but you're talking about the story

762
00:39:30.880 --> 00:39:32.680
of why that thing came to be,

763
00:39:32.680 --> 00:39:35.480
and the benefits of what they're gonna experience

764
00:39:35.480 --> 00:39:36.800
when they get that thing.

765
00:39:36.800 --> 00:39:40.920
Now, a classic Russell move after the offer,

766
00:39:40.920 --> 00:39:43.320
or actually before the offer, I should say,

767
00:39:43.320 --> 00:39:45.000
before the price strap, okay?

768
00:39:45.000 --> 00:39:48.280
So again, Jason and Russell have two different

769
00:39:48.280 --> 00:39:49.600
trains of thought here.

770
00:39:49.600 --> 00:39:51.760
So you guys can do whatever you think is best.

771
00:39:51.760 --> 00:39:53.720
Jason's train of thought is to say,

772
00:39:53.720 --> 00:39:56.040
tell them the price upfront,

773
00:39:56.040 --> 00:39:59.200
so that you get the money objection right away,

774
00:40:07.360 --> 00:40:12.160
Russell's is like basically don't tell them the price goes through all the stuff

775
00:40:12.160 --> 00:40:17.760
Make them feel like it's going to be really expensive and then have the price be 10 times lower than they think it's going to be

776
00:40:17.760 --> 00:40:22.560
So I've done both. Um, I've definitely done both. I do kind of a hybrid

777
00:40:22.560 --> 00:40:26.720
This one I I do this. This is like a Russell kind of thing to do

778
00:40:27.120 --> 00:40:30.320
Which is before you make the offer you could kind of like talk about

779
00:40:30.320 --> 00:40:36.320
A similar price or like you could talk about why people pay way more money for a similar result

780
00:40:36.320 --> 00:40:41.360
So like cn for yours. Let's say the offer. Do you know the price point of that vip offer?

781
00:40:41.360 --> 00:40:45.200
Roughly right now is

782
00:40:45.200 --> 00:40:46.880
97 think

783
00:40:46.880 --> 00:40:51.680
Okay, 97 dollars right so you could do like I always try to do something that's like 10 times that price

784
00:40:51.680 --> 00:40:59.440
So was 100 times 10 is is that 10,000 or that 1,000 100 times 10 is a thousand? Okay

785
00:40:59.440 --> 00:41:03.040
So you would do something like a thousand dollars or more. You could you'd be like hey

786
00:41:03.040 --> 00:41:08.160
You could see why people would pay thousands of dollars to to have time with these speakers

787
00:41:08.160 --> 00:41:12.720
You could see why people probably have already paid, you know

788
00:41:12.720 --> 00:41:16.560
5,000 $10,000 for AI certifications and things like this

789
00:41:16.560 --> 00:41:20.160
Right, so you kind of do this whole thing around you could see why people would pay this

790
00:41:20.560 --> 00:41:22.720
And you can't talk about the benefits of like you could see why

791
00:41:22.720 --> 00:41:26.800
You know if some people are spending 5,000 dollars on AI certification

792
00:41:26.800 --> 00:41:30.960
And and they're saying it's totally worth it because it totally levels them up blah blah blah, right?

793
00:41:30.960 --> 00:41:32.960
You can see why they would pay 5,000

794
00:41:32.960 --> 00:41:38.240
So you kind of like in their mind. They're you're kind of like wow. Yeah, people would pay that, you know

795
00:41:38.240 --> 00:41:44.160
Um, and and so that that's a nice little thing to do before you drop the offer because then you're like and we're not charging

796
00:41:44.640 --> 00:41:48.800
$5,000 like those other people. We're not even charging a thousand dollars, right?

797
00:41:48.800 --> 00:41:51.280
Today you can get it for just $97, right?

798
00:41:51.280 --> 00:41:55.680
So you kind of do this little mini price drop that just makes it feel like oh my gosh, you know

799
00:41:55.680 --> 00:41:59.040
Uh, and let me tell you what's included. So that's that's kind of what I do

800
00:41:59.040 --> 00:42:02.320
It's a little bit of Russell here, but that's a little bit of Jason where I give him the price

801
00:42:02.320 --> 00:42:05.440
Um, Jason says if you don't tell them the price

802
00:42:05.440 --> 00:42:12.400
Then they basically have this open loop in their head and they can't like really under they can't hear you as deeply with these things

803
00:42:12.480 --> 00:42:17.120
What's included because they're just like not they don't know the price they're worried about what it's going to be

804
00:42:17.120 --> 00:42:23.360
And so they signs they're not even paying attention because they're like this is they're already like in their mind. I think it's going to be more expensive than it is

805
00:42:23.360 --> 00:42:28.160
You know, so I do a little bit of mix where I do a little price marination at the top here

806
00:42:28.160 --> 00:42:30.640
Which sobi i'm like you could see why

807
00:42:30.640 --> 00:42:34.080
You know, you would pay some people pay $65,000 have an executive assistant

808
00:42:34.080 --> 00:42:38.560
You can see why people might pay even overseas like someone from the philippines a thousand

809
00:42:38.880 --> 00:42:44.960
Dollars a month to do these types of things, right? You can see when we launched the public why we're going to be charging $300, $500 a month

810
00:42:44.960 --> 00:42:48.000
But today it's just this right and I dropped the price

811
00:42:48.000 --> 00:42:52.480
And then I even do like a that's just a little over two dollars a day thing where it's like

812
00:42:52.480 --> 00:42:58.720
You know, it kind of taking the access and then it's breaking down to do a very small bite-sized chunk

813
00:42:58.720 --> 00:43:04.400
That's like, you know, if this is worth two dollars a day for you to have this technology, this is a no-brainer offer

814
00:43:05.040 --> 00:43:08.720
um, so that's the stack that's like the last piece of

815
00:43:08.720 --> 00:43:11.920
The perfect webinar framework, right? So you got your intro

816
00:43:11.920 --> 00:43:16.720
You get a bold hook promise why they showed up for the webinar you go into a little bit of a story

817
00:43:16.720 --> 00:43:21.760
Uh, you the story leads to an epiphany. That's like and that's when I realized blank

818
00:43:21.760 --> 00:43:25.280
That's your big domino statement where it's like if they

819
00:43:25.280 --> 00:43:29.920
Start to believe this one thing it starts to knock over all the other beliefs

820
00:43:29.920 --> 00:43:32.400
They might not fully believe it at that point in the webinar

821
00:43:32.800 --> 00:43:37.680
Then you go through the three secrets, which is now we're just like offering value on those three pillars

822
00:43:37.680 --> 00:43:42.560
And we are knocking down those objections and rebuilding them with against stories and testimonials and

823
00:43:42.560 --> 00:43:44.960
And and training, right?

824
00:43:44.960 --> 00:43:50.240
Uh, and then that then it goes into the the close. Uh, now one thing not mentioned in here

825
00:43:50.240 --> 00:43:56.720
Is the transition from basically the the teaching which is the middle section and the offer

826
00:43:56.720 --> 00:44:00.320
This can feel really awkward if you have never done it before

827
00:44:00.800 --> 00:44:06.080
Because it's uh, just it's like wait, we were learning something now we're being sold something it kind of feels weird

828
00:44:06.080 --> 00:44:11.200
So, um, again, there's more stuff in this document. I'm like literally on the first line

829
00:44:11.200 --> 00:44:14.800
You could go through here and probably there's a whole section on

830
00:44:14.800 --> 00:44:19.120
Uh, the transition, um, but I'll tell you what I do. Um

831
00:44:19.120 --> 00:44:23.760
I want to see if there is something on the transition. I put it in here. I thought

832
00:44:23.760 --> 00:44:26.720
The close yeah, here we go

833
00:44:27.440 --> 00:44:31.040
So this is basically the bridge from your training to making an offer

834
00:44:31.040 --> 00:44:32.400
Um

835
00:44:32.400 --> 00:44:35.680
And Jason says bad transitions kill more sales than bad offers

836
00:44:35.680 --> 00:44:39.520
So you if you shift it from teacher mode to seller mode

837
00:44:39.520 --> 00:44:43.920
Without doing a transition it can feel really weird. It like throws off the audience

838
00:44:43.920 --> 00:44:50.160
This is why I do like to pre-frame that there is an offer before the thing even gets started

839
00:44:50.160 --> 00:44:55.440
So margo for your in-person events or maybe you're on a webinar with people thinking about the opportunity

840
00:44:55.440 --> 00:44:59.680
you're going to say at the very beginning in like the bold promise at the beginning.

841
00:45:02.480 --> 00:45:04.120
"Mom's are making money from home

842
00:45:04.120 --> 00:45:06.720
"without getting another job, without being super tech savvy,

843
00:45:06.720 --> 00:45:11.040
"and without having a source of products from China."

844
00:45:11.040 --> 00:45:13.120
You're just like, there's some sort of bold promise

845
00:45:13.120 --> 00:45:17.080
at the beginning, and you're like, and what I do,

846
00:45:17.080 --> 00:45:20.520
I feel like, you're going to be wanting to do this thing.

847
00:45:20.520 --> 00:45:23.880
If that makes sense, I do have a way you can do something

848
00:45:23.880 --> 00:45:26.880
with me that is probably less than anything.

849
00:45:26.880 --> 00:45:29.880
So I'll do a little hint that there's going to be an offer

850
00:45:29.880 --> 00:45:32.760
at the very beginning, you know, same with the summit.

851
00:45:32.760 --> 00:45:34.960
You could say, "Hey, we have all these amazing speakers.

852
00:45:34.960 --> 00:45:36.960
"We also have something called our VIP

853
00:45:36.960 --> 00:45:38.920
"that we'll tell you about soon."

854
00:45:38.920 --> 00:45:41.720
So if you like what the speakers are saying and doing,

855
00:45:41.720 --> 00:45:43.360
and you want more of the resources we've collected,

856
00:45:43.360 --> 00:45:45.360
all of that, we'll give you more information about that later.

857
00:45:45.360 --> 00:45:47.640
So I'll do it at the very beginning

858
00:45:47.640 --> 00:45:49.360
so that they know it's coming.

859
00:45:49.360 --> 00:45:54.080
And then the transition, this is one,

860
00:45:54.080 --> 00:45:57.320
this is called the two choices transition.

861
00:45:57.320 --> 00:45:59.280
This is a Jason Fladling style.

862
00:45:59.280 --> 00:46:04.040
Russell actually does the two choices too,

863
00:46:04.040 --> 00:46:05.680
I forget who got it from who,

864
00:46:05.680 --> 00:46:07.920
but they both do two choices one.

865
00:46:07.920 --> 00:46:11.600
The other one is like, I do this one a lot,

866
00:46:11.600 --> 00:46:13.280
which is I just ask permission.

867
00:46:13.280 --> 00:46:14.480
So just a transition.

868
00:46:14.480 --> 00:46:17.080
So the permission transition just goes like,

869
00:46:17.080 --> 00:46:19.960
"Hey guys, this is officially the end of the training,"

870
00:46:19.960 --> 00:46:21.120
you know, or whatever.

871
00:46:21.120 --> 00:46:24.360
But, you know, as you can see,

872
00:46:24.360 --> 00:46:26.480
like I have so much to say in an hour,

873
00:46:26.480 --> 00:46:29.440
and I literally just can't get through all of it in an hour.

874
00:46:29.440 --> 00:46:30.760
I try to give you as much as I could,

875
00:46:30.760 --> 00:46:32.800
but if you guys are cool with it,

876
00:46:32.800 --> 00:46:35.720
like I've prepared something that's even more in depth,

877
00:46:35.720 --> 00:46:37.840
if you liked this hour,

878
00:46:37.840 --> 00:46:39.560
would you guys be okay if I shared that with you

879
00:46:39.560 --> 00:46:41.120
for the last 10 minutes?

880
00:46:41.120 --> 00:46:42.920
I just do a little ask of permission.

881
00:46:42.920 --> 00:46:44.520
Like, would you be okay if I did this?

882
00:46:44.520 --> 00:46:46.440
And everyone at that point was like, "Yeah, yeah, yeah."

883
00:46:46.440 --> 00:46:49.080
And even if they don't, I'm just like, "All right."

884
00:46:49.080 --> 00:46:51.120
You know, it looks like people are saying yes in the chat,

885
00:46:51.120 --> 00:46:52.240
let's go, you know?

886
00:46:52.240 --> 00:46:53.560
But if it's a really small room,

887
00:46:53.560 --> 00:46:54.920
sometimes it could be awkward like that,

888
00:46:54.920 --> 00:46:57.720
but typically at this point who are like, "Yeah, show us."

889
00:46:57.720 --> 00:46:58.560
So I'll just frame it.

890
00:46:58.560 --> 00:47:00.480
Like, hey, there's something I'm really excited about.

891
00:47:00.480 --> 00:47:01.400
It is something that like,

892
00:47:01.400 --> 00:47:03.240
you just got something amazing for free.

893
00:47:03.240 --> 00:47:04.920
This one does require a little bit of investment,

894
00:47:04.920 --> 00:47:06.520
but do you mind if I tell you a little bit about it?

895
00:47:06.520 --> 00:47:09.360
If you liked this, you're probably gonna love that.

896
00:47:09.360 --> 00:47:11.160
You guys will hear me do the Costco analogy.

897
00:47:11.160 --> 00:47:14.240
Hey, this has been like the Costco sample.

898
00:47:14.240 --> 00:47:16.360
I do have like a whole bag opportunity.

899
00:47:16.360 --> 00:47:17.240
If you like the sample,

900
00:47:17.240 --> 00:47:19.080
maybe you consider buying the whole bag.

901
00:47:19.080 --> 00:47:21.720
Do you guys mind if I show you the whole bag, you know?

902
00:47:21.720 --> 00:47:24.000
So I'll do a little bit of permission ask.

903
00:47:24.000 --> 00:47:25.640
That's how I typically do it.

904
00:47:25.640 --> 00:47:28.520
The two choices close I have also done.

905
00:47:28.520 --> 00:47:30.920
Basically, again, you do a,

906
00:47:30.920 --> 00:47:33.160
basically a recap of everything they just learned.

907
00:47:33.160 --> 00:47:36.400
It's like, oh my gosh, you just learned this, this, and this.

908
00:47:36.400 --> 00:47:38.200
But again, these webinars should be like,

909
00:47:38.200 --> 00:47:39.640
or trainings they should be super valuable.

910
00:47:39.640 --> 00:47:43.600
So like for UCN, it's like you could like do a epic recap

911
00:47:43.600 --> 00:47:46.280
of all the like, all the speakers.

912
00:47:46.280 --> 00:47:47.440
Like you learn from this person

913
00:47:47.440 --> 00:47:49.680
and they taught you this and this person,

914
00:47:49.680 --> 00:47:51.840
you learn this and 'cause some of it's what happens

915
00:47:51.840 --> 00:47:54.160
is people miss a ton of the sessions, right?

916
00:47:54.160 --> 00:47:55.520
So when you're doing this, they're like,

917
00:47:55.520 --> 00:47:58.480
"Oh my gosh, I want the replays, I want all this stuff."

918
00:47:58.480 --> 00:48:01.520
So you do this like recap of everything you did.

919
00:48:01.520 --> 00:48:03.560
And then we get them to acknowledge the value.

920
00:48:03.560 --> 00:48:07.120
Hey, would you say your time invested with us so far

921
00:48:07.120 --> 00:48:10.200
has been well spent like just for one of these things.

922
00:48:10.200 --> 00:48:11.400
Do you think this was awesome?

923
00:48:11.400 --> 00:48:13.640
Let us know in the chat so you anchor the awesome

924
00:48:13.640 --> 00:48:16.400
or anchor the value, right?

925
00:48:16.400 --> 00:48:18.400
And then you do the two choices,

926
00:48:18.400 --> 00:48:21.240
which is basically at this point,

927
00:48:21.240 --> 00:48:25.080
I looped out the summit, I had two choices, right?

928
00:48:25.080 --> 00:48:26.720
We could just leave you just kind of full

929
00:48:26.720 --> 00:48:29.320
of this information and just let you kind of go figure out

930
00:48:29.320 --> 00:48:31.240
some of these things on your own, right?

931
00:48:31.240 --> 00:48:34.040
Or if there was another option where we could go deeper

932
00:48:34.040 --> 00:48:36.680
on these topics, get you access to more resources

933
00:48:36.680 --> 00:48:39.160
and really help hold your hand in this thing,

934
00:48:39.160 --> 00:48:40.480
like that would be the other option.

935
00:48:40.480 --> 00:48:44.560
I chose number two because I think some of you guys,

936
00:48:44.560 --> 00:48:48.080
you need that extra, you want that extra hand holding.

937
00:48:48.080 --> 00:48:48.920
Is that okay?

938
00:48:48.920 --> 00:48:50.800
You know, I kind of go into option two.

939
00:48:50.800 --> 00:48:53.440
So basically the two options, basically at this point,

940
00:48:53.440 --> 00:48:55.920
I could leave you alone to figure out this thing on your own

941
00:48:55.920 --> 00:48:58.680
or I could help you do this thing, right?

942
00:48:58.680 --> 00:48:59.560
That would work well for you,

943
00:48:59.560 --> 00:49:03.400
you Margo too, like you're educating on how to earn income

944
00:49:03.400 --> 00:49:06.200
with essential oils or with the health or whatever.

945
00:49:06.200 --> 00:49:08.560
It's like, hey, you could go figure this out on your own

946
00:49:08.560 --> 00:49:12.560
or we could do that or I could become personally invested

947
00:49:12.560 --> 00:49:16.800
in helping you do this and I'm gonna choose number two,

948
00:49:16.800 --> 00:49:18.000
option two, right?

949
00:49:18.000 --> 00:49:20.680
And kind of take them down that leads into the offer.

950
00:49:20.680 --> 00:49:22.560
And this is what I created to help you do that.

951
00:49:22.560 --> 00:49:25.800
And then you basically go into the offer, the close, right?

952
00:49:25.800 --> 00:49:28.560
Okay.

953
00:49:28.560 --> 00:49:32.600
Let me take a pause here 'cause we have about 10 minutes left.

954
00:49:32.600 --> 00:49:35.200
There's a lot in here, but what questions you guys have?

955
00:49:35.200 --> 00:49:37.880
I try to make it personal to both your kind of situations

956
00:49:37.880 --> 00:49:40.680
and anyone watching the replay, you should have been here live.

957
00:49:40.680 --> 00:49:43.440
So I could have done that with you too.

958
00:49:43.440 --> 00:49:46.520
But again, I wanna give you the high level, you know,

959
00:49:46.520 --> 00:49:49.280
kind of here's if I'm planning something,

960
00:49:49.280 --> 00:49:51.840
I'm typically using this framework,

961
00:49:51.840 --> 00:49:54.240
some sort of hook, exciting thing,

962
00:49:54.240 --> 00:49:56.760
a story in a Piphany moment, three secrets

963
00:49:56.760 --> 00:50:00.200
or training pillars or blocks that are overcoming objections.

964
00:50:03.560 --> 00:50:06.260
After the offer, you'll see down here,

965
00:50:06.260 --> 00:50:07.860
you can come back here later.

966
00:50:07.860 --> 00:50:10.400
There's a ton of objections, okay?

967
00:50:10.400 --> 00:50:14.920
So if you are adding in, here we go.

968
00:50:14.920 --> 00:50:18.400
After you make the offer, there's always objections,

969
00:50:18.400 --> 00:50:20.520
so you might as well at that point,

970
00:50:20.520 --> 00:50:22.880
add bonuses that overcome objections.

971
00:50:22.880 --> 00:50:25.000
So I like to make a core offer

972
00:50:25.000 --> 00:50:27.840
and then add bonuses after the offer.

973
00:50:27.840 --> 00:50:31.720
So again, this is Jason, reveal the price, right?

974
00:50:31.720 --> 00:50:33.600
Price anchoring, we talked about that.

975
00:50:33.600 --> 00:50:37.760
Price ceilings, this is kind of more around

976
00:50:37.760 --> 00:50:41.040
what sells on a webinar versus like a phone call sale,

977
00:50:41.040 --> 00:50:44.520
payment plans, and then here's bonuses.

978
00:50:44.520 --> 00:50:47.600
Basically having bonuses, that basically again,

979
00:50:47.600 --> 00:50:50.000
have a story tied to them, but also bonuses

980
00:50:50.000 --> 00:50:52.680
that hit one of these objections.

981
00:50:52.680 --> 00:50:54.480
Like, hey, this feels risky, right?

982
00:50:54.480 --> 00:50:56.680
Maybe there's a risk reversal bonus.

983
00:50:56.680 --> 00:50:59.500
For Sabi, we have the Sabi earns or keep guarantee, right?

984
00:50:59.500 --> 00:51:01.760
So it's like, if you have Sabi working for you

985
00:51:01.760 --> 00:51:05.040
and you don't feel like it's an ROI in time or money,

986
00:51:05.040 --> 00:51:07.240
you can ask for, to cancel at any point,

987
00:51:07.240 --> 00:51:09.280
you're not locked into this big contract

988
00:51:09.280 --> 00:51:11.280
and you'll get a proactive refund.

989
00:51:11.280 --> 00:51:14.840
Any money of unused time not used.

990
00:51:14.840 --> 00:51:16.720
So a week into the thing, you can email us

991
00:51:16.720 --> 00:51:19.160
and get 90% of your money back, right?

992
00:51:19.160 --> 00:51:21.000
That's our risk reversal for that program.

993
00:51:21.000 --> 00:51:23.400
We've had lots of risk reversals for different programs,

994
00:51:23.400 --> 00:51:25.120
but some sort of guarantee,

995
00:51:25.120 --> 00:51:27.120
some sort of like exciting thing.

996
00:51:27.120 --> 00:51:30.600
And I'd encourage you, if it's a first time

997
00:51:30.600 --> 00:51:32.760
you're selling an offer to a new audience,

998
00:51:32.760 --> 00:51:34.680
I would just kind of go wild on the guarantee.

999
00:51:34.680 --> 00:51:38.080
Like just do something kind of like stupid and scary

1000
00:51:38.080 --> 00:51:39.760
because most people won't claim it.

1001
00:51:39.760 --> 00:51:42.720
So like, like, Sian, you could do like,

1002
00:51:42.720 --> 00:51:45.760
let's $99 VIP and it's like a,

1003
00:51:45.760 --> 00:51:47.680
and you know, most people do a 30 day money back guarantee.

1004
00:51:47.680 --> 00:51:52.080
We're gonna do a 365 day guarantee or something.

1005
00:51:52.080 --> 00:51:54.760
Like anytime the next year you decide this is for me,

1006
00:51:54.760 --> 00:51:56.640
just one email and we'll give your money back.

1007
00:51:56.640 --> 00:52:00.600
Like I said, you'll have like one percent of people do that.

1008
00:52:00.600 --> 00:52:03.280
You know, nine months in, something.

1009
00:52:03.280 --> 00:52:04.920
Yeah, I can see you consume the entire course

1010
00:52:04.920 --> 00:52:06.360
and you just want your money back.

1011
00:52:06.360 --> 00:52:07.800
So you have one percent of people do that.

1012
00:52:07.800 --> 00:52:12.400
But like, you'll sell so much more with a strong guarantee

1013
00:52:12.400 --> 00:52:15.360
that it makes it worth the risk to you

1014
00:52:15.360 --> 00:52:18.520
to basically offer a guarantee like that, right?

1015
00:52:18.520 --> 00:52:21.440
So there's unconditional guarantees, right?

1016
00:52:21.440 --> 00:52:22.520
There's conditional guarantees.

1017
00:52:22.520 --> 00:52:26.520
Hey, show me you'd watch 25% of the content and this.

1018
00:52:26.520 --> 00:52:30.680
And then there's, this is the no guarantee,

1019
00:52:30.680 --> 00:52:32.840
which is like more of a confidence play,

1020
00:52:32.840 --> 00:52:34.200
which we have seen people do that too.

1021
00:52:34.200 --> 00:52:36.120
Hey, there's no guarantee on this, right?

1022
00:52:36.120 --> 00:52:40.880
Again, it's a different angle,

1023
00:52:40.880 --> 00:52:43.120
but I would do some sort of like risk reversal

1024
00:52:43.120 --> 00:52:47.520
of some sort scarcity, right?

1025
00:52:47.520 --> 00:52:49.960
This one, the only thing that, I mean,

1026
00:52:49.960 --> 00:52:52.240
we've done two challenges promoting Sabi.

1027
00:52:52.240 --> 00:52:54.880
We changed one thing in this most recent challenge,

1028
00:52:54.880 --> 00:52:57.960
which we added a little bit of scarcity and urgency.

1029
00:52:57.960 --> 00:53:01.600
So previously, we did a four day challenge.

1030
00:53:01.600 --> 00:53:02.880
Day three was the offer.

1031
00:53:02.880 --> 00:53:04.280
So that'd be a Thursday.

1032
00:53:04.280 --> 00:53:05.680
We'd open the cart, right?

1033
00:53:05.680 --> 00:53:07.480
People would see the offer,

1034
00:53:07.480 --> 00:53:09.680
but they offered an expired till Tuesday night at midnight,

1035
00:53:09.680 --> 00:53:10.520
the next week.

1036
00:53:10.520 --> 00:53:12.600
It was like a seven day cart close.

1037
00:53:12.600 --> 00:53:14.120
- And you had a great surprise.

1038
00:53:14.120 --> 00:53:16.920
- Yeah, oh yeah, and we were gonna raise the price.

1039
00:53:16.920 --> 00:53:18.880
So that was the scarcity thing.

1040
00:53:18.880 --> 00:53:21.560
But guess when people bought on that one,

1041
00:53:21.560 --> 00:53:22.800
Tuesday night at midnight,

1042
00:53:22.800 --> 00:53:24.800
like they wait till the absolute last minute.

1043
00:53:24.800 --> 00:53:27.360
And so the next challenge, that's this one.

1044
00:53:27.360 --> 00:53:30.080
We did a, we were supposed to raise the price,

1045
00:53:30.080 --> 00:53:30.960
but we didn't.

1046
00:53:30.960 --> 00:53:33.760
So we basically were like on this challenge,

1047
00:53:33.760 --> 00:53:35.560
we were like, hey guys, the price,

1048
00:53:35.560 --> 00:53:36.960
you guys saw it on the page, right?

1049
00:53:36.960 --> 00:53:39.640
595 is the new price, it went up 100.

1050
00:53:39.640 --> 00:53:41.080
And so we showed them 595.

1051
00:53:41.080 --> 00:53:42.940
I did the whole offer about 595.

1052
00:53:42.940 --> 00:53:44.180
And then I basically,

1053
00:53:44.180 --> 00:53:47.480
I don't know if I can show you it

1054
00:53:47.480 --> 00:53:49.520
'cause I think I've coded it out of the page,

1055
00:53:49.520 --> 00:53:53.280
but I had like a secret button on the page that I clicked it.

1056
00:53:53.280 --> 00:53:55.200
And I was like, it started flashing red

1057
00:53:55.200 --> 00:53:58.120
and it was like Steven's team cut this out of the webinar.

1058
00:53:58.120 --> 00:54:00.880
So it was like a, it was kind of like a,

1059
00:54:00.880 --> 00:54:03.920
it's like a engineer dramatic moment, right?

1060
00:54:03.920 --> 00:54:05.760
And I'm like, hey guys, I've been in a pause for a second.

1061
00:54:05.760 --> 00:54:07.200
I'm gonna cut this out of the webinar,

1062
00:54:07.200 --> 00:54:09.560
but like this was Thursday when I'm doing this.

1063
00:54:09.560 --> 00:54:11.400
I'm like, Friday night at midnight,

1064
00:54:11.400 --> 00:54:13.960
we're gonna actually sell this at 595.

1065
00:54:13.960 --> 00:54:16.560
But for the next 36 hours,

1066
00:54:16.560 --> 00:54:19.600
you can get the last challenger's price, which is 495.

1067
00:54:19.600 --> 00:54:21.860
So they are already, I already sold them on 595

1068
00:54:21.860 --> 00:54:23.440
and then we dropped it further.

1069
00:54:23.440 --> 00:54:25.880
And they had an urgency to get it

1070
00:54:25.880 --> 00:54:27.880
before Friday night at midnight.

1071
00:54:27.880 --> 00:54:30.000
And we sold so much more because of that,

1072
00:54:30.000 --> 00:54:32.360
because like just the urgency,

1073
00:54:32.360 --> 00:54:33.680
it was less time to be like,

1074
00:54:33.680 --> 00:54:34.960
I'm gonna think about it over the weekend

1075
00:54:34.960 --> 00:54:36.040
and forget about it, right?

1076
00:54:36.040 --> 00:54:37.240
It was like, it's fresh,

1077
00:54:37.240 --> 00:54:39.240
they're in the moment with the challenge.

1078
00:54:39.240 --> 00:54:41.040
And we saw such higher conversions.

1079
00:54:41.040 --> 00:54:43.800
And then we have like kind of a second cart close tomorrow

1080
00:54:43.800 --> 00:54:46.240
for the 595 price point.

1081
00:54:46.240 --> 00:54:48.480
For people that like weren't there live,

1082
00:54:48.480 --> 00:54:49.520
they didn't catch the replays.

1083
00:54:49.520 --> 00:54:51.440
They just don't even know that thing exists.

1084
00:54:51.440 --> 00:54:53.440
They'll buy it for 595.

1085
00:54:53.440 --> 00:54:54.560
But for the people that did get it,

1086
00:54:54.560 --> 00:54:55.400
they feel really special.

1087
00:54:55.400 --> 00:54:57.760
Like they got a super crazy deal.

1088
00:54:57.760 --> 00:54:59.040
So we'll probably do that from now on

1089
00:55:02.560 --> 00:55:04.040
So that'd be my encouragement to you guys

1090
00:55:04.040 --> 00:55:06.320
is don't have a crazy long cart close.

1091
00:55:06.320 --> 00:55:09.960
And if, or if you do have a fast action thing

1092
00:55:09.960 --> 00:55:11.480
that they can get right then.

1093
00:55:11.480 --> 00:55:14.440
So like at the summit, especially on a summit,

1094
00:55:14.440 --> 00:55:17.960
it could be like, hey, in the next 24 hours or by tonight.

1095
00:55:17.960 --> 00:55:20.280
Or I have even seen people do like on a webinar,

1096
00:55:20.280 --> 00:55:22.960
it's like when you join this thing now,

1097
00:55:22.960 --> 00:55:25.160
like you're going to get this extra bonus

1098
00:55:25.160 --> 00:55:28.320
when the webinar ends, like this one bonus goes away.

1099
00:55:28.320 --> 00:55:29.960
So that doesn't always have to be a money savings,

1100
00:55:29.960 --> 00:55:31.360
it could be a bonus.

1101
00:55:31.360 --> 00:55:32.920
Jason will do that a lot.

1102
00:55:32.920 --> 00:55:34.160
But for his big webinars,

1103
00:55:34.160 --> 00:55:36.880
he might go three, four hours on a webinar

1104
00:55:36.880 --> 00:55:39.080
and it'll do something like that.

1105
00:55:39.080 --> 00:55:40.440
Like when the webinar ends,

1106
00:55:40.440 --> 00:55:43.600
this thing is going away, this one little bonus thing.

1107
00:55:43.600 --> 00:55:45.440
Like maybe it's a one-on-one session with you

1108
00:55:45.440 --> 00:55:46.720
where it's like, you know,

1109
00:55:46.720 --> 00:55:48.920
something very special that is like,

1110
00:55:48.920 --> 00:55:50.560
you don't want to give out to everyone.

1111
00:55:50.560 --> 00:55:53.520
You'll do it just for people buying the webinar

1112
00:55:53.520 --> 00:55:57.280
or you'll do it just for the first amount of X people that buy.

1113
00:55:57.280 --> 00:55:59.040
So you guys are probably seeing us do that too

1114
00:55:59.040 --> 00:56:01.600
where it's like the first 10 people that buy get this,

1115
00:56:01.600 --> 00:56:03.160
the next 10 people that buy to get this.

1116
00:56:03.160 --> 00:56:04.080
And then it's like,

1117
00:56:04.080 --> 00:56:05.960
we literally are going through it on the webinar.

1118
00:56:05.960 --> 00:56:07.640
Like, all right guys, the first one's gone.

1119
00:56:07.640 --> 00:56:09.160
You can still get the second one.

1120
00:56:09.160 --> 00:56:10.400
That's if you have a lot of people in the room.

1121
00:56:10.400 --> 00:56:12.400
But those fast action bonuses,

1122
00:56:12.400 --> 00:56:14.240
they can really help people make a decision.

1123
00:56:14.240 --> 00:56:17.280
People are sometimes slow decision makers

1124
00:56:17.280 --> 00:56:19.280
and they can help people kind of jump over the line

1125
00:56:19.280 --> 00:56:20.600
and make a decision quicker.

1126
00:56:20.600 --> 00:56:23.880
And not let their head get in the way.

1127
00:56:23.880 --> 00:56:27.240
When you've kind of done all this work to overcome the objections,

1128
00:56:27.240 --> 00:56:30.400
get them in a good state, they're like all in, you know.

1129
00:56:30.400 --> 00:56:33.080
But then they leave the webinar and life hits them in the face

1130
00:56:33.080 --> 00:56:34.760
and like, who knows if they're going to buy, right?

1131
00:56:34.760 --> 00:56:36.720
So that's a little tip.

1132
00:56:36.720 --> 00:56:40.120
If you do have a cart close of some sort or some sort of deadline,

1133
00:56:40.120 --> 00:56:41.760
having some sort of fast action thing,

1134
00:56:41.760 --> 00:56:43.840
if they do it then when they're in the room

1135
00:56:43.840 --> 00:56:45.480
or by that night at midnight or something,

1136
00:56:45.480 --> 00:56:48.600
there's some sort of savings or bonus that helps a ton.

1137
00:56:48.600 --> 00:56:49.840
And we just saw it with this last challenge.

1138
00:56:49.840 --> 00:56:51.120
I was like, oh my gosh,

1139
00:56:51.120 --> 00:56:53.760
I forgot to do that on the first one.

1140
00:56:53.760 --> 00:56:56.720
And it just was such a better cart close

1141
00:56:56.720 --> 00:56:58.720
than the previous one.

1142
00:56:58.720 --> 00:57:01.400
So cool.

1143
00:57:01.400 --> 00:57:02.240
What questions do you guys have?

1144
00:57:02.240 --> 00:57:03.080
We hit a lot.

1145
00:57:03.080 --> 00:57:04.960
I'll share this document as well with you guys.

1146
00:57:04.960 --> 00:57:07.320
Let me make it like public.

1147
00:57:07.320 --> 00:57:08.960
One second, oops.

1148
00:57:08.960 --> 00:57:10.560
I don't know what I just did, hold on.

1149
00:57:10.560 --> 00:57:14.040
Okay, share and copy share link.

1150
00:57:14.040 --> 00:57:16.120
Okay, I'll put that in the chat.

1151
00:57:16.120 --> 00:57:18.200
So it makes you click both those links before we end

1152
00:57:18.200 --> 00:57:21.440
and open up with a new tab, bookmark 'em, come back later

1153
00:57:21.440 --> 00:57:22.680
'cause a bunch of stuff on that one.

1154
00:57:22.680 --> 00:57:26.040
It has a lot of like specific objection handling stuff

1155
00:57:26.040 --> 00:57:28.400
for each topic, money.

1156
00:57:28.400 --> 00:57:31.080
These are great.

1157
00:57:31.080 --> 00:57:34.920
Like these money objections, time objections,

1158
00:57:34.920 --> 00:57:39.160
belief objections, suspicion commitment experience.

1159
00:57:39.160 --> 00:57:40.560
You can kind of think about your product

1160
00:57:40.560 --> 00:57:43.160
and see if these make sense, right?

1161
00:57:43.160 --> 00:57:44.840
Like, okay, it costs a lot,

1162
00:57:44.840 --> 00:57:47.600
but does it cost more to not do it, right?

1163
00:57:47.600 --> 00:57:50.080
If you know that you can make X amount of dollars

1164
00:57:50.080 --> 00:57:52.560
selling essential oils, like, you know,

1165
00:57:52.560 --> 00:57:54.760
then what does it cost you not to do this, right?

1166
00:57:54.760 --> 00:57:57.160
It costs you that much every month, right?

1167
00:57:57.160 --> 00:58:01.960
So the empathy close, the refund close.

1168
00:58:01.960 --> 00:58:03.720
Like, again, some of these feel a little salesy,

1169
00:58:03.720 --> 00:58:05.080
so make 'em in your own language.

1170
00:58:05.080 --> 00:58:08.440
But the idea is to like, it's to just be like,

1171
00:58:08.440 --> 00:58:11.480
hey, no worries, that's totally normal to feel that way.

1172
00:58:11.480 --> 00:58:14.360
Then you kind of like help them overcome that objection

1173
00:58:14.360 --> 00:58:15.880
with a little bit of a reframe.

1174
00:58:15.880 --> 00:58:17.360
So time, belief.

1175
00:58:17.360 --> 00:58:19.760
Yeah.

1176
00:58:19.760 --> 00:58:23.840
Bunch of stuff in here.

1177
00:58:23.840 --> 00:58:26.800
Okay. Any questions?

1178
00:58:26.800 --> 00:58:29.360
Yeah, I have, well, I share a couple things with you quick,

1179
00:58:29.360 --> 00:58:31.200
and then I have one question.

1180
00:58:31.200 --> 00:58:35.120
I paid two days ago, $5.95 for the sobbing.

1181
00:58:35.120 --> 00:58:36.520
Two days ago?

1182
00:58:36.520 --> 00:58:37.960
Yeah.

1183
00:58:37.960 --> 00:58:41.040
And so I'm not sure, just, I'm like, oh my god.

1184
00:58:41.040 --> 00:58:42.880
Did you, well, you were in the first challenge, right?

1185
00:58:42.880 --> 00:58:44.680
I was in the first challenge, and I was like,

1186
00:58:44.680 --> 00:58:46.720
I'm gonna buy it, and I just decided to wait.

1187
00:58:46.720 --> 00:58:49.640
I wanted to get some questions answered with our business,

1188
00:58:49.640 --> 00:58:51.240
like, how much-- Yeah, well, I can get you

1189
00:58:51.240 --> 00:58:53.600
the other plan, for sure, let me see.

1190
00:58:53.600 --> 00:58:55.960
'Cause that would have been Monday, Sunday.

1191
00:58:55.960 --> 00:59:01.120
Yeah, I'll give you the backdoor discount,

1192
00:59:01.120 --> 00:59:04.200
which will be bring down to $4.95 every six months.

1193
00:59:04.200 --> 00:59:06.400
Just don't tell anyone that I let you do that.

1194
00:59:06.400 --> 00:59:08.360
Except for the people that are watching this.

1195
00:59:08.360 --> 00:59:10.760
Yeah, well, for our business accelerator people,

1196
00:59:10.760 --> 00:59:12.120
you guys always get the hookup on everything.

1197
00:59:12.120 --> 00:59:15.360
So we, you know, yeah, you'll be all right.

1198
00:59:15.360 --> 00:59:18.160
So I will, I'll go and stripe,

1199
00:59:18.160 --> 00:59:20.920
and I'll just like apply it to that card, basically,

1200
00:59:20.920 --> 00:59:23.040
and it'll take the $100 off.

1201
00:59:23.040 --> 00:59:25.480
Yeah, the $4.95 is basically like the lowest we're gonna do,

1202
00:59:25.480 --> 00:59:27.040
and then we're just gonna raise it every,

1203
00:59:27.040 --> 00:59:29.920
we're trying to get it to like around $9.95 for that offer

1204
00:59:29.920 --> 00:59:35.880
in the challenge format, and then that should be a good,

1205
00:59:35.880 --> 00:59:37.320
like, a little more profitable for us,

1206
00:59:37.320 --> 00:59:40.200
'cause the AI cost is like crazy on this thing still.

1207
00:59:40.200 --> 00:59:42.600
So we're working on getting the marketing costs down

1208
00:59:42.600 --> 00:59:44.960
and the AI costs down, but yeah,

1209
00:59:44.960 --> 00:59:47.520
that's the best deal, essentially, this $4.95.

1210
00:59:47.520 --> 00:59:50.040
So the other thing is, I just wanted to show this,

1211
00:59:50.040 --> 00:59:52.400
and so I was in your, I think your first

1212
00:59:52.400 --> 00:59:55.040
or second challenge of the pickaxe thing.

1213
00:59:55.040 --> 00:59:56.400
Oh, yeah, yeah, yeah.

1214
00:59:56.400 --> 01:00:00.040
And I created my real estate average,

1215
01:00:02.000 --> 01:00:03.000
I didn't do anything with them.

1216
01:00:03.000 --> 01:00:08.280
And so they are realtors bonus.

1217
01:00:08.280 --> 01:00:10.560
I accidentally sent out 39,000

1218
01:00:10.560 --> 01:00:13.400
miles per day of my real estate list.

1219
01:00:13.400 --> 01:00:14.960
Oh, dying.

1220
01:00:14.960 --> 01:00:19.000
Promoting the summit.

1221
01:00:19.000 --> 01:00:23.120
And so all of my realturalists are getting that bonus of the

1222
01:00:23.120 --> 01:00:24.680
Oh, that's cool.

1223
01:00:24.680 --> 01:00:26.600
So it's specific for that type of person.

1224
01:00:26.600 --> 01:00:27.400
That's cool.

1225
01:00:27.400 --> 01:00:29.120
I mean, they'll be a general bonus and they'll be

1226
01:00:29.120 --> 01:00:30.400
really good for the VIP.

1227
01:00:30.400 --> 01:00:33.840
But yeah, it's just like I took something that was just like I

1228
01:00:33.840 --> 01:00:37.040
passionate about, excited about, but I didn't know what to do with it.

1229
01:00:37.040 --> 01:00:42.160
And it took quite a while to like figure out how to sell this or monetize it.

1230
01:00:42.160 --> 01:00:47.440
But yeah, I have, I think, eight real estate agents that I built.

1231
01:00:47.440 --> 01:00:50.200
And that probably that second challenge that I did.

1232
01:00:50.200 --> 01:00:51.520
OK.

1233
01:00:51.520 --> 01:00:52.880
And so that's cool.

1234
01:00:52.880 --> 01:00:56.320
So my last question is, and it might just be relative to me.

1235
01:00:57.480 --> 01:01:04.800
I actually have access to Jim's funnel scripts and the build for the perfect webinar.

1236
01:01:04.800 --> 01:01:08.640
But I'm like, what's better to use that or just to use my AI?

1237
01:01:08.640 --> 01:01:11.240
Man, I forgot about funnel scripts.

1238
01:01:11.240 --> 01:01:13.320
That's I haven't heard that name in a long time.

1239
01:01:13.320 --> 01:01:16.800
I bought that back in like 2018, probably.

1240
01:01:16.800 --> 01:01:19.160
So I don't know what the updated thing is.

1241
01:01:19.160 --> 01:01:21.960
Like an AI, like it's like a tool, right?

1242
01:01:21.960 --> 01:01:23.400
You go and fill out the.

1243
01:01:23.400 --> 01:01:25.040
You go out the form of the builds.

1244
01:01:25.040 --> 01:01:28.240
The builds. Yeah, it's going to do a very similar thing.

1245
01:01:28.240 --> 01:01:32.080
Honestly, you might start there if you already have it and then take it from there

1246
01:01:32.080 --> 01:01:38.720
into your favorite AI tool that just knows a lot about you and like refine it from there.

1247
01:01:38.720 --> 01:01:41.800
But yeah, I haven't used that tool forever.

1248
01:01:41.800 --> 01:01:42.640
I forgot about that.

1249
01:01:42.640 --> 01:01:45.400
But yeah, very similar idea of like those same building blocks.

1250
01:01:45.400 --> 01:01:48.120
OK, what email I was trying to find.

1251
01:01:48.120 --> 01:01:51.240
Are you, is it British grit info at gmail.com?

1252
01:01:51.240 --> 01:01:52.800
Is that? Yeah, that's why I signed up for.

1253
01:01:52.800 --> 01:01:54.360
OK, I was like, I don't recognize this.

1254
01:01:54.360 --> 01:01:57.040
That's not right, but yeah, that's OK.

1255
01:01:57.040 --> 01:01:58.840
Let me see. I'll update it.

1256
01:01:58.840 --> 01:02:02.560
Update that subscription now.

1257
01:02:02.560 --> 01:02:04.000
Let's see. Add coupon.

1258
01:02:04.000 --> 01:02:06.840
There we go.

1259
01:02:06.840 --> 01:02:07.840
Submit.

1260
01:02:07.840 --> 01:02:13.080
I was kind of I want to get in the back back office and change that to my.

1261
01:02:13.080 --> 01:02:15.560
Oh, yeah, you could change it.

1262
01:02:15.560 --> 01:02:17.520
I think on Sabi's end, I believe.

1263
01:02:17.520 --> 01:02:21.760
And then let me just make sure that it got just worked.

1264
01:02:22.760 --> 01:02:26.840
OK, I changed the next invoice, but which would be in six months,

1265
01:02:26.840 --> 01:02:32.080
but I have to refund the first 100 somehow.

1266
01:02:32.080 --> 01:02:33.800
I'll do that. OK.

1267
01:02:33.800 --> 01:02:38.040
Yeah, any other questions you have on?

1268
01:02:38.040 --> 01:02:41.360
Well, I guess that was a question, but Margot, how are you feeling?

1269
01:02:41.360 --> 01:02:44.520
Pretty good.

1270
01:02:44.520 --> 01:02:47.240
I think I don't have any.

1271
01:02:47.240 --> 01:02:50.200
Anything happening online.

1272
01:02:50.200 --> 01:02:52.080
Well, I mean, I do marketing and stuff online,

1273
01:02:52.080 --> 01:02:55.120
but I don't have any offers or anything online.

1274
01:02:55.120 --> 01:03:01.320
But after the wedding, I'm going to be putting my funnel back up with.

1275
01:03:01.320 --> 01:03:02.160
Cool.

1276
01:03:02.160 --> 01:03:09.600
I have like a custom chat that answers, like immune and wellness questions.

1277
01:03:09.600 --> 01:03:10.200
OK, yeah.

1278
01:03:10.200 --> 01:03:14.120
And I think I'm going to get that to lead to my.

1279
01:03:14.120 --> 01:03:18.640
Complete guide that I made the like 60 page guide. Yeah.

1280
01:03:18.640 --> 01:03:24.520
So and then I think I might build a webinar that's kind of based around those things

1281
01:03:24.520 --> 01:03:29.520
that will ultimately like sell the starter bundle oils.

1282
01:03:29.520 --> 01:03:32.320
Yeah, I wonder if you did like even.

1283
01:03:32.320 --> 01:03:38.240
You could do the webinars a bonus on the guide.

1284
01:03:38.240 --> 01:03:42.240
Yeah, like I was thinking, like, how can I get people to get to the webinar faster?

1285
01:03:42.240 --> 01:03:46.640
You either could do when you send it for the webinar.

1286
01:03:46.640 --> 01:03:49.360
You get that that bundle, that bigger guide for free.

1287
01:03:49.360 --> 01:03:52.880
Yeah, more people in the webinar, which ultimately gets more people in the opportunity,

1288
01:03:52.880 --> 01:03:56.960
which is where you really make money or you do when you buy the guide,

1289
01:03:56.960 --> 01:04:01.480
you get it, you know, free ticket to our next event, which is this webinar, you know,

1290
01:04:01.480 --> 01:04:05.680
so one of the two, you can try that to get more people to a webinar.

1291
01:04:05.680 --> 01:04:11.120
But there's nothing like a webinar in person thing to help with a conversion event like that.

1292
01:04:11.120 --> 01:04:15.320
It's hard to go from just like an ebook to buying, you know, an offer like that.

1293
01:04:15.320 --> 01:04:17.960
But definitely a webinar could be great.

1294
01:04:17.960 --> 01:04:22.320
And then the nice thing, like both of you guys have an email list.

1295
01:04:22.320 --> 01:04:27.040
Anytime you have a webinar idea, I love Jason's teaching on this too.

1296
01:04:27.040 --> 01:04:31.080
He's always like, just make it like a simple Zoom page to start.

1297
01:04:31.080 --> 01:04:32.960
Don't build a funnel or anything like that.

1298
01:04:32.960 --> 01:04:39.120
Like he'll do just, you know, in Zoom or this, okay, but Zoom.

1299
01:04:39.120 --> 01:04:43.600
You can just create like a registration page.

1300
01:04:43.600 --> 01:04:47.000
You just go to meetings, schedule meeting.

1301
01:04:47.000 --> 01:04:49.040
Actually, this is one right here.

1302
01:04:49.040 --> 01:04:54.160
So like this is one I'm doing tonight to like cart clothes, you know, the Sabi people.

1303
01:04:54.160 --> 01:04:56.880
So I'm just calling it supercharger Sabi.

1304
01:04:56.880 --> 01:04:59.920
And then there's like a little description and like literally that's it.

1305
01:05:05.000 --> 01:05:07.480
So we'll start with something like this,

1306
01:05:07.480 --> 01:05:09.640
where it's just literally like a title

1307
01:05:09.640 --> 01:05:11.820
and a description and a registration.

1308
01:05:11.820 --> 01:05:14.320
And this is a great way to just test an idea

1309
01:05:14.320 --> 01:05:15.840
'cause if no one registers then you don't need

1310
01:05:15.840 --> 01:05:17.400
to do the webinar.

1311
01:05:17.400 --> 01:05:19.960
So like it's, you could just try different titles

1312
01:05:19.960 --> 01:05:20.800
and stuff like that.

1313
01:05:20.800 --> 01:05:23.200
So Jason always starts like this.

1314
01:05:23.200 --> 01:05:25.280
And then if he's seeing good take rate on like,

1315
01:05:25.280 --> 01:05:28.240
hey, I sent this to my list and a lot of people registered,

1316
01:05:28.240 --> 01:05:30.720
then they'll build out more of a funnel around it, right?

1317
01:05:30.720 --> 01:05:32.320
Where it's like more robust and stuff.

1318
01:05:32.320 --> 01:05:34.820
But it's like, if it doesn't sell with just the title

1319
01:05:34.820 --> 01:05:37.720
and kind of the description, people don't sign up,

1320
01:05:37.720 --> 01:05:39.840
then we're like, oh, we got the wrong angle, you know?

1321
01:05:39.840 --> 01:05:42.720
So it's funny, the AI challenge we did,

1322
01:05:42.720 --> 01:05:46.240
we, it was all new content, the last two challenges,

1323
01:05:46.240 --> 01:05:48.320
but we used the same funnel.

1324
01:05:48.320 --> 01:05:51.040
So we were afraid that like our list,

1325
01:05:51.040 --> 01:05:53.040
we promoted it to our email list.

1326
01:05:53.040 --> 01:05:54.240
We were afraid they would see it and go,

1327
01:05:54.240 --> 01:05:56.040
oh, I've been to this, so I won't come.

1328
01:05:56.040 --> 01:06:00.080
So we changed two words, we basically called it easy mode.

1329
01:06:00.080 --> 01:06:01.880
Oh, no, three words, easy mode addition.

1330
01:06:01.880 --> 01:06:03.320
So we just put badges on everything,

1331
01:06:03.320 --> 01:06:05.360
that said like easy mode addition.

1332
01:06:05.360 --> 01:06:06.560
And we said it was all new content,

1333
01:06:06.560 --> 01:06:09.160
but it was like just literally changing the name

1334
01:06:09.160 --> 01:06:10.000
of the challenge.

1335
01:06:10.000 --> 01:06:12.920
We got such a higher show up rate for people.

1336
01:06:12.920 --> 01:06:16.120
So it's just, it's definitely just encouraging to you guys.

1337
01:06:16.120 --> 01:06:19.240
Like whenever you're trying in a webinar or an event,

1338
01:06:19.240 --> 01:06:20.680
just tweaking the name slightly,

1339
01:06:20.680 --> 01:06:23.000
sometimes can really help just testing different names

1340
01:06:23.000 --> 01:06:25.160
or titles of the webinar.

1341
01:06:25.160 --> 01:06:27.120
'Cause it's only a matter of time to be filing

1342
01:06:27.120 --> 01:06:28.880
that really resonates with the audience

1343
01:06:28.880 --> 01:06:30.280
and they show up for.

1344
01:06:30.280 --> 01:06:33.280
So I have some friends that run webinars every week.

1345
01:06:33.280 --> 01:06:35.200
They will literally do the same webinar every week,

1346
01:06:35.200 --> 01:06:38.040
but they'll change the name of it like every couple months.

1347
01:06:38.040 --> 01:06:41.200
Like it's just like a new name for the same thing.

1348
01:06:41.200 --> 01:06:42.920
'Cause the whole different type of person

1349
01:06:42.920 --> 01:06:44.520
will show up to it, which is interesting.

1350
01:06:44.520 --> 01:06:47.260
So yeah, cool.

1351
01:06:47.260 --> 01:06:49.560
All right guys, well,

1352
01:06:49.560 --> 01:06:53.240
I will post this replay in the community group,

1353
01:06:53.240 --> 01:06:56.880
as well as the resources that I,

1354
01:06:56.880 --> 01:07:00.120
the colon thing and the gamma doc.

1355
01:07:00.120 --> 01:07:04.000
And we are gonna be doing more topical trainings

1356
01:07:04.000 --> 01:07:05.600
like this for the members group.

1357
01:07:05.600 --> 01:07:06.640
So keep an eye out for that.

1358
01:07:06.640 --> 01:07:08.280
We've basically kind of planned out

1359
01:07:08.280 --> 01:07:11.960
like this wheel of topics that we wanna cover

1360
01:07:11.960 --> 01:07:15.760
in sales and marketing and operations and leadership.

1361
01:07:15.760 --> 01:07:18.400
And then there's the subtopics in each one of those

1362
01:07:18.400 --> 01:07:19.560
that we're gonna be kind of going through.

1363
01:07:19.560 --> 01:07:20.560
So keep an eye out for that.

1364
01:07:20.560 --> 01:07:22.600
It's still like in development,

1365
01:07:22.600 --> 01:07:25.480
but probably in the next month, we'll be releasing that

1366
01:07:25.480 --> 01:07:26.680
and the schedule of events.

1367
01:07:26.680 --> 01:07:28.920
So basically I go, here's the topics where we're hitting

1368
01:07:28.920 --> 01:07:30.120
and then you guys can come to the ones

1369
01:07:30.120 --> 01:07:31.920
that make sense for your business.

1370
01:07:31.920 --> 01:07:34.160
So yeah, that's coming down the pipeline.

1371
01:07:34.160 --> 01:07:36.280
And until then, we'll see you guys soon.

1372
01:07:36.280 --> 01:07:38.080
- Awesome. Thanks again. - All right.

1373
01:07:38.080 --> 01:07:38.920
- Yeah, sounds good.

1374
01:07:38.920 --> 01:07:40.280
We'll talk to you soon, bye-bye.