Hala Taha: Skyrocket Your Sales with My Proven Webinar Blueprint

0:00:05 Today’s episode is sponsored in part by Teachable, Fundrise, Mint Mobile, Working Genius, Indeed,
0:00:06 and Shopify.
0:00:11 Teachable makes it easy for creators to monetize their content with full control.
0:00:15 Head to teachable.com and use code “PROFITING” to claim your free month on their pro-paid
0:00:16 plan.
0:00:20 Grow your real estate investments in minutes with the Fundrise flagship fund.
0:00:26 Add the Fundrise flagship fund to your portfolio with as little as $10 at fundrise.com/profiting.
0:00:29 Save big on wireless with Mint Mobile.
0:00:35 Get your new three-month premium wireless plan for just $15 a month at mintmobile.com/profiting.
0:00:39 Unlock your team’s potential and boost productivity with Working Genius.
0:00:45 Get 20% off the $25 Working Genius assessment at workinggenius.com with code “PROFITING”
0:00:46 at checkout.
0:00:49 Attract interview and hire all in one place with Indeed.
0:00:53 Get a $75 sponsored job credit at indeed.com/profiting.
0:00:55 Terms and conditions apply.
0:00:59 Shopify is the global commerce platform that helps you grow your business.
0:01:04 Sign up for a $1 per month trial period at Shopify.com/profiting.
0:01:09 As always, you can find all of our incredible deals in the show notes.
0:01:22 Hello, young and profitors.
0:01:24 We’ve got a real treat for you today.
0:01:28 Instead of the usual podcast interview, I am going to pull back the curtain and give
0:01:32 you guys at home an inside peek into another one of my exclusive webinars.
0:01:37 The topic of this webinar is how to create and produce impactful webinars.
0:01:39 Very meta, I know.
0:01:41 Webinars are not just a trend.
0:01:45 They’ve emerged as a powerful tool for creators and entrepreneurs looking to engage their
0:01:48 audience, share their expertise, and grow their business.
0:01:52 I can also tell you this, webinars changed everything for me.
0:01:57 I first learned about making them on this show from the webinar king himself, Jason
0:02:00 Flatline, back in episode 229.
0:02:02 It’s a two-parter and it’s fantastic.
0:02:03 You should check it out.
0:02:07 Since talking to Jason, I’ve done my homework, I’ve put in my time, and I’ve become something
0:02:09 of a webinar princess myself.
0:02:13 And today, thanks to the good people at Teachable, you are going to enjoy some of the fruits
0:02:15 of my labors.
0:02:20 Webinars help me shorten my sales cycle, boost conversions, and generate millions in
0:02:21 sales.
0:02:25 It also allowed me to establish myself as an expert in my niche and help thousands of
0:02:27 my fellow entrepreneurs in the process.
0:02:32 So grab a notebook, get comfortable, and learn how you, too, can harness the power of webinars
0:02:37 in your business.
0:02:38 Welcome, everybody.
0:02:41 Today, we are covering webinar mastery.
0:02:47 You’re going to learn how to skyrocket your course and info product sales via a webinar.
0:02:50 And this is presented by Teachable.
0:02:55 And something that I do, if you guys are new to my webinars, something that I always do
0:02:57 is we do our commitments.
0:03:03 So you’re going to learn today that webinars are about creating value.
0:03:07 And some people put on webinars that are just a marketing and sales gimmick.
0:03:09 This is not that.
0:03:12 This is 90 minutes of real work.
0:03:15 You’re going to learn a lot today.
0:03:18 You’re going to want to take notes, you’re going to want to pay attention.
0:03:23 For the first time ever, I’m making the slides available with all the notes afterwards.
0:03:24 So be present.
0:03:28 You’re going to be able to get the slides afterwards and really go deep.
0:03:33 So I want you to think about what are you going to make the most out of these 90 minutes?
0:03:36 How are you going to make the most out of these 90 minutes?
0:03:37 Are you going to put away your phone?
0:03:39 Are you going to shut out of Slack?
0:03:41 I’ve got my tea here.
0:03:46 Are you guys going to go get a tea or a coffee so that you can stay alert, stay warm?
0:03:48 Are you going to make sure you don’t check your email?
0:03:52 Are you going to eat a snack, put your pets away, put your kids away?
0:03:56 What are you going to do so that you can actually pay attention for this 90 minutes?
0:04:02 Because this is a training that I would otherwise be charging at least $1,000 for.
0:04:08 But we’re able to do it for free today because I’m sponsored by Teachable and Teachable
0:04:10 is making this happen.
0:04:13 So shout out to Teachable, first of all, for making this happen.
0:04:15 And secondly, make the most out of it.
0:04:16 I’m never going to do this again.
0:04:20 This is a one and done webinar, most likely.
0:04:24 And I hope you guys can stay because there’s going to be value till the very end.
0:04:29 So like I mentioned, today’s class is worth a lot.
0:04:34 This is something I would typically charge for as a course creator and teacher.
0:04:35 It’s made possible by Teachable.
0:04:41 So Teachable is the best platform for content creators to start and grow an online business authentically.
0:04:45 They’ve got more product options to create and sell than any other platform online.
0:04:51 They allow you to sell digital downloads, coaching services, memberships, communities, courses.
0:04:55 You can get selling fast with easy to use content and website builders.
0:04:59 They have also got a lot of AI tools to make it really easy for you.
0:05:02 You can stack your offer with bundles and upsells.
0:05:05 We’re going to learn all about stacking our offer later today.
0:05:08 And they’ve got a 0% transaction fee on the pro plan.
0:05:11 So I made the switch to Teachable.
0:05:14 And one of the main reasons was because they don’t charge a fee, right?
0:05:17 So it used to get charged a percentage for every course that I sold.
0:05:20 And they don’t do that, which is a great advantage.
0:05:23 So you can be a part of the 100,000 creators who are already using Teachable
0:05:28 to turn their expertise into a thriving business of online learning products.
0:05:32 And we’re going to make the PDF copy of this presentation,
0:05:38 which is jam packed with information and additional notes in the slides.
0:05:39 We’re going to make that available for anybody
0:05:45 who actually signs up to Teachable the pro plan today on the call.
0:05:51 So if you make the choice to sign up to the pro plan, which is no risk,
0:05:53 you can cancel within the first 30 days and get your money back.
0:05:55 So there’s no risk to this.
0:06:02 I never do any sort of trial that has risk or a charge associated with it.
0:06:07 So if you sign up to the pro plan today and you take a screenshot
0:06:10 and send that to Kate, you can send it in the chat, you can email it.
0:06:12 Kate can drop her email here.
0:06:16 You’ll get the PDF download of this presentation with all the notes.
0:06:23 And we’re even giving an extra gift of a tech SOP for your webinar setup as well.
0:06:28 OK. So to get ready for the demo, and we’re going to get,
0:06:31 this is just like the precursor of the actual training.
0:06:34 So if you guys want to just get this out of the way,
0:06:38 so we don’t have to stop when I’m actually presenting content.
0:06:41 Just get ready for the demo later on today.
0:06:44 Go to teachable.com/welcome/holic.
0:06:46 If you select the pro plan, sign up for a new account.
0:06:49 You arrive at the free account demo.
0:06:54 Upgrade to the 30 day risk free pro plan and you’ll receive your gift.
0:06:58 OK, we are going to get started here.
0:07:00 And I’m so excited.
0:07:06 So first of all, I want you guys to know that this presentation is very meta.
0:07:09 This is a webinar on webinars.
0:07:12 So everything that I do from here on out is a lesson,
0:07:14 even if you don’t realize it’s a lesson.
0:07:17 So pay attention to everything.
0:07:19 OK, pay attention to everything.
0:07:23 And we’re going to connect the dots later on as to what I did,
0:07:26 for example, in this introduction.
0:07:31 So everything in this webinar is meant to teach you every single thing that I do.
0:07:36 OK, even what I just did, signing up to the demo before we get started,
0:07:37 even the commitments that I just did.
0:07:42 All of this is a lesson for you guys to think about and pay attention to.
0:07:46 OK, so a little bit about me before we get started.
0:07:50 My name is Hala Taha for those of you guys who are not familiar with me.
0:07:52 I host a number one podcast.
0:07:56 It’s an entrepreneurship podcast frequently in the top 10 on Apple.
0:07:58 It’s a top 10 business podcast.
0:08:01 I have over 20 million downloads.
0:08:03 I’m the founder of YAP Media.
0:08:07 It’s an award winning podcast production and social media agency.
0:08:10 We cater to authors, podcasters, influencers and CEOs.
0:08:14 I’m also the founder and CEO of the YAP Media Podcast Network,
0:08:17 where I grow and monetize other podcasts.
0:08:20 And I have a large LinkedIn following and over a million subscribers
0:08:23 and followers across all of my platforms.
0:08:25 So that’s a little bit about me.
0:08:30 And I want to talk to you about launching my first course.
0:08:34 So I launched my first course a little bit over a year ago.
0:08:39 At the time, I was a really large influencer on LinkedIn
0:08:41 and I had never sold anything before.
0:08:45 I just provided value to my audience with free content,
0:08:49 promoting my podcast, talking about LinkedIn advice, marketing advice.
0:08:52 And I was just a content creator that was just trying to become
0:08:55 an influencer in my space.
0:09:00 And so I had my agency and I was doing all these like really high ticket clients.
0:09:03 But I was primarily selling to the guests that came on my podcast.
0:09:07 I never really sold to my general audience.
0:09:10 I just provided value for a long time.
0:09:15 I used to go on LinkedIn Live and Clubhouse and I would do all these Q&As.
0:09:18 And I would just always give people free advice.
0:09:23 And I started to pay attention to the demand that people were asking me about.
0:09:25 People would be like, can you please do a course?
0:09:27 Can you please do a course on LinkedIn?
0:09:29 I really want to learn more from you.
0:09:32 Can you write all your learnings down in one place?
0:09:33 I’ll pay you for this.
0:09:35 Can you do this for me?
0:09:37 And so people would always ask me.
0:09:41 And so I finally decided when I had a bit of time
0:09:43 that I was going to put out a LinkedIn course.
0:09:46 I decided that I was starting my network
0:09:49 and that I didn’t want to scale my agency so large
0:09:51 because it’s very talent-heavy.
0:09:55 And then I wanted to scale my LinkedIn knowledge through a course instead.
0:09:57 So I decided to develop a two-day masterclass
0:10:00 and then sell my expertise to my audience.
0:10:03 And so I would say at the time I had a large LinkedIn following.
0:10:06 So I probably have like 200,000 at least followers
0:10:11 when I launched my course a year and a half ago on LinkedIn.
0:10:13 And so when I first launched my course,
0:10:16 I decided I was going to start with a pilot
0:10:18 because I never did this before
0:10:21 and I wanted to make sure it was valuable that people liked it.
0:10:23 I wanted to get feedback on it.
0:10:25 I wanted to test my price.
0:10:26 And so I did a pilot launch
0:10:29 where I charged half of what I wanted to eventually charge.
0:10:32 My course was eventually like $2,000.
0:10:36 And so I charged around $700 for this pilot.
0:10:37 The class filled up right away.
0:10:39 I did barely any promotions.
0:10:42 I just talked about it a bit on my feed.
0:10:44 People signed up right from my feed.
0:10:47 I did a little bit of DMing to kind of get people to sign up,
0:10:49 but it was so easy to get signups.
0:10:52 Like it kind of blew my mind, right?
0:10:54 So in my pilot launch alone,
0:10:57 I made $35,000 in my first launch.
0:10:59 Then I decided, all right, I’m going to do this for real.
0:11:02 I’m going to charge the amount that I wanted about $2,000.
0:11:07 I gave some promos usually about 30% off.
0:11:10 Even at some points, I would do like 50% off for like one day
0:11:11 and I would do these promos.
0:11:16 But generally, everyone paid around $1,500 to $2,000
0:11:17 for the course.
0:11:20 And my second launch also got a ton of signups, very easy,
0:11:23 just through feed posts, a little bit of DMing,
0:11:25 $55,000 for my second launch.
0:11:27 And then I made $60,000 in my third launch.
0:11:29 And again, just so easy.
0:11:32 It was very easy to convert people.
0:11:35 But by my fourth and fifth launches, suddenly,
0:11:37 the signups started to tank.
0:11:41 And I was getting half as many signups that I was used to.
0:11:44 And people weren’t really converting easy anymore.
0:11:47 And I realized that I really just exhausted all my leads
0:11:48 from social media.
0:11:53 I had, for a long time, just provided value on Clubhouse,
0:11:55 on LinkedIn Live, just on my feed.
0:11:58 And I had a lot of people who were already so bought into me
0:12:00 and ready to shell out a lot of money.
0:12:02 And it didn’t take a lot of effort
0:12:05 because I had already built that trust over a long period
0:12:06 of time.
0:12:08 But then I was getting new followers
0:12:10 and they weren’t ready to convert.
0:12:12 And they needed something else.
0:12:16 And I thought the answer was paid ads.
0:12:20 And so we hired this consultant that did paid ads for us.
0:12:21 And it was a lot of effort.
0:12:24 On my part, I had to do all these videos.
0:12:26 We spent $30,000 on it.
0:12:29 We had to write out all these emails.
0:12:31 And it was a total failure.
0:12:34 We literally got zero signups from it.
0:12:37 And I was just like, what am I going to do?
0:12:39 I feel like I should just not do this course anymore.
0:12:41 It’s not really working.
0:12:43 And I really learned the hard way
0:12:47 that cold leads from paid ads and my social media profiles
0:12:49 needed more exposure to build trust in me
0:12:52 before they were ready to make such a big investment.
0:12:54 Had it been like a $30 course, maybe
0:12:56 it would have been a different story.
0:12:58 But it’s a $2,000 course.
0:13:00 The people have to trust you before they’re
0:13:03 going to shell out that kind of money.
0:13:06 So I started to evaluate the problem and brainstorm
0:13:07 my next steps.
0:13:10 I needed a way to condense the sales cycle
0:13:13 and get people to trust me fast.
0:13:15 I needed a way to share my knowledge
0:13:17 and get people curious to learn more.
0:13:21 I needed to create goodwill and encourage reciprocity
0:13:23 for my high ticket offering.
0:13:26 And I definitely didn’t have time to sell and handle
0:13:28 objections one-on-one on the program.
0:13:32 Like, I wasn’t about to take 500 discovery calls
0:13:34 to make the sales myself.
0:13:36 And I didn’t have the bandwidth for my team to do that either.
0:13:38 We’re running a whole company.
0:13:40 This was just a side project.
0:13:44 I didn’t want to waste more money on paid ads or a new idea.
0:13:46 I was like, not willing.
0:13:49 I didn’t have any more budget to kind of experiment
0:13:51 with any other solutions.
0:13:53 And I didn’t want to be super salesy either.
0:13:56 Even the paid ads felt really inauthentic.
0:13:59 I wanted to maintain my authenticity with my audience,
0:14:02 which I was known for just always giving a lot of free value
0:14:05 and giving people more than what they pay for, right?
0:14:09 And so I also wanted a way to maintain my authenticity
0:14:12 with my audience as this person that’s of service
0:14:14 and always is giving value.
0:14:16 And then it hit me.
0:14:19 The answer is webinars.
0:14:23 Webinars changed everything for me.
0:14:25 So Jason Flatline is the first person
0:14:27 that introduced me to webinars.
0:14:28 I did a two-part series with him,
0:14:31 and I spent over three hours talking to him.
0:14:33 And he’s known as the webinar king.
0:14:35 And we’re going to learn a lot about his teachings
0:14:37 throughout this webinar.
0:14:39 And he says, “Most advertisements
0:14:41 don’t have the luxury of giving value
0:14:45 and then trying to sell you on why you should buy from them.
0:14:49 In fact, most advertisements are nothing but more–
0:14:52 in fact, most advertisements are nothing more
0:14:54 than annoying interruptions.
0:14:56 The webinar is an advertisement,
0:14:59 but it’s one that has intrinsic value.”
0:15:01 So basically, what he’s saying is that, again,
0:15:04 I was talking about paid ads before.
0:15:06 Paid ads are disruptive.
0:15:07 You didn’t ask for them.
0:15:08 You didn’t want them.
0:15:11 A webinar actually has information
0:15:12 that you signed up for.
0:15:14 You willingly signed up.
0:15:16 You willingly came and attended.
0:15:19 And it has value because you’re learning
0:15:23 from a credible expert the entire time.
0:15:26 So it’s just an advertisement that also has value,
0:15:29 so it’s just so much more impactful.
0:15:32 So I went on this journey to become a webinar master
0:15:33 over the last year.
0:15:36 And I learned from top folks who conduct webinars
0:15:39 and who are marketing and sales experts like Jason
0:15:43 Flatline, Russell Brunson, Alex Hermose.
0:15:45 I also leveraged my deep knowledge
0:15:47 of human behavior and persuasion.
0:15:50 I’ve interviewed every single major human behavior
0:15:53 expert in the world, sometimes three, four, or five times.
0:15:56 So Robert Sheldini, Chris Voss, Robert Green–
0:15:58 these are all people that I’ve sat down with for hours
0:16:00 and hours and picked their brains
0:16:03 and had to study their books and their works.
0:16:05 And so I took everything that I knew
0:16:08 from all the interviews that I’ve done and all the studying
0:16:10 that I’ve done over the last six years from my podcast,
0:16:14 plus specifically asking people like Alex and Jason and Russell
0:16:18 about their webinar approach to come up with my own webinar
0:16:19 framework.
0:16:22 And then I just got to practicing.
0:16:24 I put in the reps.
0:16:28 I did at least three webinars a month for a year.
0:16:31 And I just kept iterating and tweaking and iterating
0:16:35 and tweaking until I became a webinar master myself.
0:16:36 And people would come to my webinars.
0:16:39 And if you’re in the chat and you come to my webinars
0:16:41 all the time, let us know in the chat right now.
0:16:44 People come to my webinars over and over and over again,
0:16:46 even the same webinar that they’ve already
0:16:48 been to they’ll attend again.
0:16:50 And many people say that it’s the best webinars
0:16:52 that they’ve ever been to.
0:16:55 And now, for example, today, I even
0:16:59 get sponsored by brands to conduct webinars on their behalf.
0:17:03 So I’m sponsored by Teachable and Shopify and BetterHelp
0:17:06 and all these different brands to actually conduct webinars
0:17:07 on their behalf.
0:17:11 So I have truly become a webinar master.
0:17:13 And there’s been a lot of unexpected benefits.
0:17:15 So I thought my webinars would just
0:17:17 help me make more sales.
0:17:19 But it did so much more than that.
0:17:22 First of all, faster sales cycle.
0:17:25 So it used to take me months to convert people
0:17:29 to actually want to pay for my high ticket course.
0:17:32 Now, when it would take months or weeks to convert people,
0:17:35 it just takes two hours to get people warm enough
0:17:37 to buy a high ticket offer with me.
0:17:42 Number two was totally unexpected, growing my email list.
0:17:46 This has been the number one way that I’ve grown my email list.
0:17:48 Because when people register for a webinar on Zoom,
0:17:50 they have to insert their email.
0:17:55 Now, I had over 1,000 people sign up for this webinar.
0:17:59 Over 1,000 people registered and I got 1,000 emails
0:18:02 from this webinar alone.
0:18:05 Now, I can retarget these people after the webinar.
0:18:08 And a lot of folks did not attend this webinar.
0:18:12 So I might have another webinar for anybody who missed it
0:18:14 and get those people to hop on the webinar.
0:18:17 Because I have their email, I’m able to do that.
0:18:20 So email is a very valuable asset.
0:18:22 You get 35X or ROI on email.
0:18:24 There’s no other channel like it.
0:18:26 So I grew my email list and I continue
0:18:30 to grow my email list really fast from webinars.
0:18:33 Number three is also an unexpected benefit.
0:18:35 And that’s sticky superfans.
0:18:38 I’ve got a lot of folks who never convert.
0:18:39 They never buy anything.
0:18:42 But they always show up and they always support.
0:18:44 And they tell their friends about the webinars.
0:18:46 And they tell their friends about my podcast.
0:18:48 And they always are engaging on social media.
0:18:49 And why?
0:18:51 Because of the law of reciprocity.
0:18:54 I’ve helped them so much with all these free trainings.
0:18:56 And they feel like they want to give back to me.
0:18:59 And so I create all these superfans
0:19:01 because I’m giving so much value.
0:19:05 And they want to support me in return.
0:19:08 The fourth one is something that’s almost invaluable.
0:19:10 Which is webinars have actually made
0:19:14 me a better communicator, a better storyteller,
0:19:16 a better salesperson.
0:19:18 And those three things have actually
0:19:21 helped me generate millions of dollars outside of just
0:19:22 selling my courses.
0:19:25 So when I go pitch brands for sponsorships from my podcasters,
0:19:27 I’m better at doing that.
0:19:31 When I go pitch agency clients for $10,000 plus agency
0:19:34 services every month, I’m better at doing that
0:19:36 and have higher conversion rates because of the skills
0:19:38 that I’ve learned on webinars.
0:19:45 So in summary, webinars help me shorten my sales cycle
0:19:48 to go from cold to sold.
0:19:51 Webinars have helped me generate millions in sales
0:19:53 and improve lives at the same time.
0:19:58 Webinars help me solidify my position
0:20:00 as a top expert in my niche, specifically
0:20:05 as a LinkedIn teacher because I created so many superfans.
0:20:07 And I want to teach you how to do the same thing
0:20:10 in this webinar.
0:20:11 So I want to ask you guys, I know
0:20:13 I’ve been doing a lot of talking.
0:20:17 Do you have a skill that you can monetize with a course?
0:20:20 Let us know in the chat.
0:20:23 Are you ready to become a webinar master yourself?
0:20:30 OK, so let’s talk about who this webinar is for.
0:20:32 So this webinar is for somebody who
0:20:36 has an expertise that you want to turn into a course soon
0:20:39 or you’ve already built a powerful product or course
0:20:40 and you want to maximize your sales.
0:20:43 So this works for if you already have a course
0:20:46 or you don’t have a course yet.
0:20:48 And even if you don’t have a course
0:20:51 or you never want to have a course,
0:20:54 this webinar is super relevant for you.
0:20:59 For most businesses, simply having even a half-ass webinar,
0:21:02 I’m going to teach you how to have an amazing webinar.
0:21:04 Even having a half-baked webinar
0:21:07 will put you leagues above your competition who
0:21:09 don’t have webinars at all.
0:21:12 Russell Brunson has this quote, if you do a webinar
0:21:14 every single week, eventually you’ll never
0:21:16 have to worry about money again.
0:21:18 And again, it’s not just from doing the webinars.
0:21:21 It’s from becoming a better storyteller,
0:21:23 becoming a better marketer and salesperson
0:21:25 because you’ve got all your ideas down.
0:21:27 You understand how to persuade, you
0:21:29 understand the psychology of sales and all the things
0:21:31 that we’re going to learn about today.
0:21:34 OK?
0:21:40 So my promise to you, in the next 90 minutes,
0:21:43 you’ll get my exclusive blueprint for scaling your product
0:21:48 to five-figure monthly sales and beyond without major investment,
0:21:51 complicated tech, or high pressure selling,
0:21:55 even if you’re new to webinars or don’t have a big following.
0:21:59 So again, my promise to you, in just 90 minutes,
0:22:02 you’re going to get my exclusive blueprint for selling
0:22:06 your course or your product to five-figure, six-figure monthly
0:22:09 sales and beyond without major investment.
0:22:13 In fact, it’s pretty much free.
0:22:14 No complicated tech.
0:22:15 I’m on my laptop.
0:22:17 I don’t even have a camera on.
0:22:21 I’ve got a ring light and a laptop right now.
0:22:25 No high pressure selling, even if you’ve never done webinars
0:22:29 before or you don’t have a big following.
0:22:31 OK?
0:22:33 So if I make good on this promise,
0:22:35 I want to ask you guys, will you be
0:22:39 open to hearing how teachable can pour gasoline on the strategies
0:22:39 that I teach you?
0:22:44 If I give you, we’ve got about 60 minutes left or more.
0:22:48 I’m going to stay on as long as I have to to help you guys.
0:22:51 If I provide value for 60 minutes,
0:22:53 that’s going to make you five-figure monthly sales,
0:22:56 six-figure monthly sales from the teachings that I give you,
0:22:59 are you open to hearing how teachable can pour gasoline
0:23:03 on the strategies that I teach you?
0:23:05 Pour it on us, Bill says.
0:23:06 OK.
0:23:09 And if I save you money and time by giving you the blueprint
0:23:12 to create effective webinars for free,
0:23:14 will you consider getting started on your dreams
0:23:20 and upgrading to a pro-paid plan on Teachable for a free, no-risk 30-day trial?
0:23:25 You can cancel within 30 days and get a refund if you are not happy.
0:23:26 OK?
0:23:30 So if I save you money and time, I give you 30-day trial.
0:23:37 Happy. OK? So if I save you money and time, I gave you the blueprint for free,
0:23:39 will you consider getting started on your dreams,
0:23:43 creating a course, upgrading to the pro-plan so you can get all the features
0:23:47 on Teachable for a free, no-risk trial?
0:23:49 Will you invest in yourself, basically?
0:23:59 There we go. Pauline already did.
0:24:03 And by the way, Pauline, you get a free gift for doing that.
0:24:07 You get all the slides, all the notes, the tech SOP.
0:24:12 You get all the goods from today’s webinar.
0:24:17 OK. If you can help anybody who is having trouble, I’d appreciate that.
0:24:23 All right. So you guys already told me that sounds fair, so we can skip this part.
0:24:26 And now I want to have you guys rate yourself.
0:24:29 I want to know what level are we at right now?
0:24:31 Red, you’ve never done a webinar.
0:24:36 Yellow, you’ve done a few webinars, but not serious part of your business.
0:24:40 Green, you’re a webinar pro.
0:24:45 All right. We got a lot of yellow, so everybody feels like they’re medium,
0:24:46 which is a good place to be.
0:24:51 And if you guys feel that way, get engaged in the chat when you see me
0:24:55 doing something sneaky that you feel like, oh, I know what she’s doing right now.
0:25:00 Let us know what you think I’m doing for all those that are yellow and green.
0:25:04 Well, I’m excited for everybody who’s red because you’re going to learn so much.
0:25:08 And yellow and greens, I know you’re going to learn a lot.
0:25:12 So today we’re going to be covering the psychology of introductions.
0:25:16 We’re going to be covering education without overwhelm,
0:25:21 the three-step transition, stacking your offer and driving attendance.
0:25:26 OK, so here’s the webinar roadmap. It starts with an introduction, content,
0:25:29 transition, close.
0:25:33 Webinar leads are like your fuel.
0:25:36 To make all this happen, you need people to actually attend your webinar.
0:25:41 So the last section of today’s course is about driving your webinar leads.
0:25:46 OK, so it’s introduction, content, transition, close and webinar leads.
0:25:49 Those are the five sections of today’s presentation.
0:25:54 So let’s talk about the psychology of introductions.
0:25:57 What are your goals on your introductions?
0:26:00 Number one is to establish your authority.
0:26:04 Number two is to shift audience identity with commitments.
0:26:09 Number three is to deal with common objections in advance.
0:26:15 Number four is to create hope for the future and a desire for status.
0:26:19 Number five is to create mystery and intrigue on what’s next.
0:26:24 So you want to create mystery and intrigue on your offer specifically.
0:26:28 What are you going to teach to get people to stay on your webinar?
0:26:36 OK, how you do this is with something called your hero story and your big promise.
0:26:39 And like I said, this is a meta presentation.
0:26:41 This is a webinar on webinars.
0:26:45 So I already gave you my hero story and our big promise,
0:26:47 and we’re going to break that down now.
0:26:51 We’re going to break down what I just did in the introduction, OK?
0:26:55 So Russell Brunson is a webinar guru.
0:26:59 He’s one of the biggest, most accomplished marketers in the world.
0:27:02 He’s the creator of ClickFunnels.
0:27:06 And he understands the psychology of sales like no other person on this planet.
0:27:11 In fact, all the big entrepreneurs now that you hear of like Alex from Muzie and things like that,
0:27:14 they all learned from Russell.
0:27:16 And so Russell’s in my podcast network.
0:27:17 He’s one of my mentors.
0:27:21 He’s taught me a lot, and he taught me about a hero story.
0:27:24 And so there’s six key elements to a hero story.
0:27:26 The relatable start.
0:27:31 So how can you mirror your audience’s starting point?
0:27:33 Number two is struggles and setbacks.
0:27:39 So what challenges or mistakes or your frustrations did you have?
0:27:45 Your aha moment. So what was your pivotal discovery or realization in your story?
0:27:46 Explaining the solution.
0:27:52 So your new method that you use to overcome the obstacle that you had.
0:27:54 Then you go into your proof of success.
0:27:56 So what evidence do you have of your success?
0:27:59 Do people think you’re a big deal in your field?
0:28:01 What awards do you have?
0:28:04 How do you attach yourself to a celebrity, for example,
0:28:07 to showcase your proof of success?
0:28:09 And then lastly, service to others.
0:28:12 So you frame your mission to help others replicate your success.
0:28:15 Again, you want to be a value of service.
0:28:19 The hero story is also known as an epiphany bridge story.
0:28:24 OK, so let’s break down how I did this earlier in this presentation.
0:28:25 So a relatable start.
0:28:29 I never sold a course before, but I was building following online.
0:28:35 I think a lot of you guys in the chat right now can relate to that, right?
0:28:37 Number two, my sales went flat.
0:28:41 My paid ads test was a failure.
0:28:43 I’m sure a lot of you guys also can relate to that.
0:28:49 Having flat sales, trying something new that didn’t really work.
0:28:53 My aha moment was realizing that I needed to warm up my cold leads.
0:28:54 That these leads were too cold.
0:28:56 They needed something else.
0:29:00 Webinars was my aha moment.
0:29:03 The solution was coming up with my own webinar framework
0:29:05 by learning from the best in the business.
0:29:09 Doing what I thought was really good from everybody else’s strategies
0:29:11 and creating my own.
0:29:14 And then I practiced.
0:29:17 My proof of success was my sales skyrocketed.
0:29:20 I became known as a webinar princess or queen.
0:29:22 Like everybody loves my webinars.
0:29:24 I get paid to do webinars from sponsors.
0:29:27 Like that’s the ultimate validation.
0:29:30 And then lastly, I’m going to teach you guys how to do the same thing, right?
0:29:32 So I flipped it around.
0:29:33 It’s not about me.
0:29:36 It’s now about helping you guys do what I did, right?
0:29:41 So all that I did in the beginning was actually a hero story.
0:29:43 And then I gave you my big promise, right?
0:29:46 In the next 90 minutes, you’ll get my exclusive blueprint
0:29:49 for scaling your product to five or six figure monthly sales
0:29:53 without major investment, complicated tech or high pressure selling.
0:29:58 Even if you’re new to webinars or don’t have a big following.
0:30:00 OK, so what does a big promise do?
0:30:04 It triggers emotional buying by speaking directly to the audience’s
0:30:08 deepest desires, needs and fears.
0:30:10 So when you’re thinking about creating a big promise,
0:30:13 and this is something that you guys should do immediately after this webinar,
0:30:15 is like, what is my big promise?
0:30:19 And this is something that you can use everywhere, right?
0:30:25 Be specific and measurable by including a revenue target, timeline or goal, right?
0:30:32 So in just 90 minutes, I’ll get you to five figure sales.
0:30:34 Emphasize ease and simplicity.
0:30:36 There’s no complicated tech.
0:30:38 There’s there’s no high pressure selling.
0:30:41 There’s no major investment, even if you’re new,
0:30:44 even if you don’t have a big following.
0:30:51 Show a unique approach, my exclusive blueprint for scaling your product.
0:30:53 Address common doubts and objections, right?
0:30:55 People think, well, I don’t have a following.
0:30:57 I’ve never done this before, right?
0:31:00 So these are the doubts and objections that people might say when they’re
0:31:03 thinking about starting a webinar.
0:31:06 Then you want to focus on the end benefits, not the process.
0:31:11 I don’t say you’re going to have to sit here, take notes, download the PDF,
0:31:13 sign up to the demo.
0:31:14 I’m not giving you any of that.
0:31:16 That’s work that’s going to scare you away.
0:31:21 I’m talking about the end outcome and then show implied speed.
0:31:24 So in just 90 minutes, right?
0:31:28 So those are some really good elements to have in your big promise and things
0:31:30 to consider.
0:31:33 So again, we’re going to give you the slides after the call.
0:31:36 And I’ll go over this quickly.
0:31:38 But again, you’re going to be able to read through this in detail
0:31:40 if you sign up for the pro plan.
0:31:42 So common objections.
0:31:45 During your introduction throughout your entire webinar,
0:31:48 you just want to weave in objection handling.
0:31:51 You don’t want objection handling to be like one section
0:31:52 at the end of your webinar.
0:31:54 You want to just address it especially up front.
0:31:57 So in your big promise throughout your hero story.
0:32:01 So there’s lots of common objections, universal objections.
0:32:04 People believe that they can’t do it, right?
0:32:06 They failed every time before.
0:32:08 People believe they don’t have the ability
0:32:10 that it’s too hard for them to learn.
0:32:12 People have problems with trust.
0:32:14 This is too good to be true.
0:32:15 Like I can’t do five figure sales.
0:32:19 Maybe she can, but this is just too, too good to be true.
0:32:23 A lot of people have fear of failure, conflict.
0:32:28 They feel like it’s betraying who they are to make a change.
0:32:30 Confusion, they don’t have the solution.
0:32:32 They don’t have the framework.
0:32:35 Timing is not the right time.
0:32:35 Am I too old?
0:32:37 Is this too late?
0:32:40 OK, so these are some common objections that people have
0:32:42 that you want to address in your big promise
0:32:45 and throughout your introduction.
0:32:47 All right, so we just went over some stuff.
0:32:53 Do you guys see yourself putting these strategies in place?
0:32:56 So another quote from Jason Fladline.
0:32:59 He says, “Purchases occur emotionally
0:33:01 and emotions are felt in the moment.”
0:33:07 So something that I’ve been doing throughout this webinar
0:33:11 today is the yes ladder technique.
0:33:14 So essentially what I’m doing throughout this whole webinar
0:33:17 is I’ve been guiding you guys through a series
0:33:19 of small yeses.
0:33:23 If I can get you guys in the routine of saying yes,
0:33:26 you’re going to say yes when I ask you to sign up to the demo.
0:33:30 You’re going to say yes when I ask you to go to upgrade
0:33:31 to the pro plan.
0:33:34 And if I was selling something, which I’m not today,
0:33:36 you would say yes to buy my course, right?
0:33:39 So I want to get you to start saying yes, yes, yes.
0:33:41 Get in the momentum of saying yes.
0:33:46 This is also called yes momentum, yes ladder technique.
0:33:51 OK, so you want to get people to get in the mindset of yes.
0:33:57 The other thing that we’re doing in the introduction
0:34:01 is we actually need to create a new identity for people.
0:34:03 So anybody who is hopping on this webinar
0:34:07 is doing so because they feel that something is a little bit
0:34:11 broken when it comes to their own webinar strategy, when it
0:34:13 comes to their own sales strategy,
0:34:17 they’re showing up here because they feel like there’s a gap.
0:34:18 If they were webinar masters that’s
0:34:21 already making five, six figures in their webinars,
0:34:24 they probably wouldn’t show up today.
0:34:27 So it’s your job to give them a stronger identity
0:34:30 so that they can get the help they need.
0:34:32 So your job is to meet people where
0:34:36 they are in their problems, in their struggles,
0:34:40 and then you want to sell them hope with your solution.
0:34:43 And if these folks saw themselves confidently moving
0:34:47 forward and easily putting their solutions in place,
0:34:48 they would be better off.
0:34:49 This is not manipulation.
0:34:52 This is service, right?
0:34:54 You’re selling something that’s valuable
0:34:56 that you feel like is going to improve people’s lives,
0:34:58 the people who need it.
0:35:01 So your job in the webinar is to actually
0:35:04 to continue to nudge and nudge and nudge people
0:35:07 from their current identity to a better one.
0:35:10 And you do this with commitments.
0:35:12 Remember when I just said, can you
0:35:15 see yourself putting these strategies in place?
0:35:17 That was, yes, a lot of technique.
0:35:23 That was getting you guys to start committing to changing.
0:35:24 OK.
0:35:25 So we’re going to learn from that.
0:35:26 Let’s dig on that a little bit.
0:35:28 It’s really important for people to understand
0:35:30 that there’s hope on that a little bit.
0:35:32 It’s really important for people to understand
0:35:33 that there’s hope for the future.
0:35:33 Why?
0:35:35 Here’s the reality.
0:35:37 Almost anything you saw to almost anybody,
0:35:39 they’re trying to escape pain.
0:35:40 Their life is miserable.
0:35:43 Nobody goes to a therapist and says, hey, listen,
0:35:44 I’m doing really good.
0:35:45 I want to go great.
0:35:46 Like hook it up, right?
0:35:48 They go to a therapist because they’re depressed.
0:35:50 They can’t even get out of bed in the morning
0:35:51 and brush your teeth.
0:35:52 It’s gotten that bad.
0:35:54 They’re doing it out of desperation.
0:35:56 So almost everybody who’s spending serious money
0:35:59 is doing so to escape a massive pain.
0:36:01 So we got to meet them in the pain.
0:36:03 This is the biggest mismatch I see
0:36:05 with successful entrepreneurs selling
0:36:08 to audiences who aspire to be successful just like them.
0:36:11 A successful entrepreneur, their life is easy
0:36:14 related to that issue that they’re teaching about.
0:36:16 And their audience related to that issue,
0:36:17 their life is very hard.
0:36:20 So we spend a lot of time in the darkness.
0:36:23 We help them get out of hell before we get them into heaven.
0:36:25 But there has to be some heaven too.
0:36:28 There has to be a reason to fight for today
0:36:31 with the hopes that there’s a better tomorrow.
0:36:33 So most people do one or the other.
0:36:36 They’re all pot of gold at the end of the rainbow
0:36:39 and they’re mismatched with their audience who’s suffering
0:36:41 or they stay in suffering.
0:36:43 They take their headache and they turn it into a migraine
0:36:45 and then they sell them a Tylenol, right?
0:36:48 Like we got to do both because making the sell
0:36:50 is only the beginning of the journey.
0:36:52 If I make the sell and I don’t help you as a customer,
0:36:54 I’m doing myself no favors
0:36:57 because I’m not creating the capacity
0:37:00 for you to want to do more business with me in the future.
0:37:01 I’m actually designing it
0:37:03 so you do less business with me in the future.
0:37:05 Not only does commitment and consistency
0:37:08 move through the purchase into the action phase
0:37:10 which increases your success stories.
0:37:14 But this whole concept of if we just scare them into buying,
0:37:16 we might get their money once
0:37:18 but we didn’t empower them.
0:37:19 We’ve actually created trauma.
0:37:21 So we got to sell the hope
0:37:23 that tomorrow will be better today.
0:37:25 And then we have to anchor that down
0:37:28 and build upon that in the actual product to see it through
0:37:30 so we can make more money
0:37:31 and serve more people in the future.
0:37:37 So that was Jason Flatline on creating hope
0:37:40 and also making sure that we actually give value
0:37:43 in our products so that we can have repeat customers.
0:37:47 It is much easier to get people to continue to buy from you
0:37:50 than it is to try to just create new customers.
0:37:53 So it’s not just about like manipulating people
0:37:54 to buy this product from you.
0:37:57 It’s actually delivering on your promise
0:37:59 in the webinar that you sell.
0:38:02 That’s gonna create the flywheel effect, okay?
0:38:06 Now, another psychological thing
0:38:09 that you need to realize about selling in general,
0:38:14 about webinars in general, is that status sells.
0:38:15 Status sells.
0:38:18 People make decisions based on the desire
0:38:22 to either increase their status or avoid losing it.
0:38:25 Every decision that you make in your life
0:38:27 that anybody on this webinar makes in their life
0:38:30 is based on status, who you date, what you buy,
0:38:33 what courses you buy, all your decisions,
0:38:37 what job you take is based on either increasing your status
0:38:39 or losing your status, okay?
0:38:43 So you wanna use this insight to shape your messaging
0:38:45 and the structure of your webinars.
0:38:48 You wanna make sure that your audience sees your offer
0:38:50 as a way to elevate their status,
0:38:53 whether socially, professionally, or personally.
0:38:56 So a couple of ways that I’ve done this throughout the webinar
0:38:59 is I talked to you guys about how webinars help me generate
0:39:01 millions in sales and improve lives.
0:39:04 Webinars help me become a top expert in my niche.
0:39:06 Webinars help me shorten the sales cycle
0:39:08 to go from cold to sold.
0:39:10 Everybody wants to make millionaires.
0:39:12 Everybody wants to be known as a top expert.
0:39:15 And then I flipped it back and now I wanna teach you guys
0:39:18 how to do the same thing, okay?
0:39:20 So let’s hear Russell Brunson talk about–
0:39:22 – Okay, so related to new opportunities,
0:39:25 why is status and leveraging status really important
0:39:27 to do a good job with that?
0:39:30 – Yeah, it’s fascinating, in fact,
0:39:32 I bet most listeners will argue with me on this
0:39:35 or they won’t believe it’s true for themselves,
0:39:37 but I promise you it is.
0:39:38 Everything we do or we don’t do in life
0:39:40 is because it also has to do with status.
0:39:42 If you do something, so you’re gonna increase your status
0:39:43 or it’s gonna decrease your status.
0:39:44 So we do things because we hope it’s going
0:39:47 to increase our status or we don’t do things
0:39:49 ’cause we’re afraid that it’s going to decrease our status.
0:39:51 So for example, somebody sees a nice car
0:39:52 like I wanna buy a Ferrari.
0:39:53 The reason why I wanna buy the Ferrari
0:39:55 is ’cause if I buy this thing, it’ll increase my status.
0:39:57 My people around me will think that I’m better.
0:40:00 So that’s what drives us to wanna buy something, right?
0:40:01 If I’m gonna buy a course from somebody,
0:40:03 there’s two weird things, right?
0:40:05 If I buy something from you,
0:40:06 I’m taking money out of my bank account and giving it to you.
0:40:10 So what happens to me is my status is decreased
0:40:11 ’cause I’m losing money,
0:40:13 but I have a hope that by giving you this money,
0:40:14 it’s gonna increase my status
0:40:16 by the result you’re giving me, right?
0:40:17 And so they’re always waiting like,
0:40:18 ah, if I give you this,
0:40:20 it’s gonna decrease my status temporarily,
0:40:21 but by doing so, I will learn,
0:40:23 I’ll figure out this thing which will increase my status,
0:40:24 therefore I’m willing to take that risk.
0:40:26 So whenever I show these people why I was laughing,
0:40:27 ’cause they’re like, well, I’m not in that way.
0:40:29 Like, I don’t do things based on my status.
0:40:30 And I actually had this conversation with my wife
0:40:31 when I was writing “Expert’s Secrets,”
0:40:33 I had a whole chapter on status,
0:40:34 and I asked her, I was reading this to her,
0:40:35 and she was like, she was like,
0:40:36 Russell, you know what I’m saying?
0:40:37 I don’t look at it that same way.
0:40:38 I’m like, what do you mean?
0:40:39 She’s like, I would never buy a Ferrari.
0:40:40 I would never do it.
0:40:41 I’m like, why not?
0:40:42 And she’s like, if I had a Ferrari,
0:40:43 she’s like, my friends would make fun of me.
0:40:44 They’d be like, oh, the mom’s showing up at the pickup line,
0:41:06 picking the kids in a Ferrari, and I was like, okay, I kind of stopped.
0:41:08 And I said, so by you buying a Ferrari, for you,
0:41:10 it would have actually been a decrease in status,
0:41:11 ’cause your friends and people with a pickup line
0:41:12 would have made fun of you, right?
0:41:14 She’s like, oh, I was like, yes,
0:41:15 they’re going to lose more weight.
0:41:17 Whatever that thing is they’re trying to get, right?
0:41:19 And if they believe that the increase in the status
0:41:21 will offset the decrease by paying you,
0:41:23 then they’re more likely to buy the thing.
0:41:25 So status is an interesting one
0:41:27 that’s hard for a lot of people to believe.
0:41:29 Dictates your choices, but 100% it is.
0:41:31 From everything, I think about like the people we date,
0:41:33 the people we marry, the clothes we wear,
0:41:36 all these things have to do with how we perceive
0:41:37 it’s gonna increase or decrease our status.
0:41:39 It’s kind of fascinating. – It is so fascinating.
0:41:42 – Awesome.
0:41:44 I hope you guys learned something new
0:41:48 about creating commitments and status,
0:41:51 and we’re gonna move on to the second section
0:41:54 of our webinar roadmap, which is education.
0:41:55 So we just talked about the introduction,
0:41:57 we just talked about psychology,
0:42:01 and now we’re gonna talk about educating without overwhelm,
0:42:02 okay?
0:42:06 So here’s a really powerful quote from Craig Valentine.
0:42:08 I’d rather give you three things you remember
0:42:11 than 10 things you forget, okay?
0:42:14 Your goal is not to just like overwhelm your audience
0:42:16 with information, your goal is to teach
0:42:19 and deliver real value.
0:42:21 So you wanna establish credibility and trust
0:42:24 by giving actionable insights rather than fluff.
0:42:27 You wanna deliver genuine practical content
0:42:30 that participants can apply immediately.
0:42:33 You wanna avoid overloading attendees with information
0:42:36 and instead focus on what will provide
0:42:38 the greatest impact to them.
0:42:41 And you also wanna niche down your webinar topics.
0:42:44 So focus on one main aspect of your course or solution
0:42:45 and go deep on it.
0:42:48 So for example, in the concept of webinars,
0:42:51 I’m really talking about primarily executing
0:42:53 your live webinar.
0:42:56 I’m not talking about the tech setup, I’m not really,
0:42:58 I am gonna talk about driving leads
0:43:01 because I just wanna make sure you guys know how to do that.
0:43:04 But if I was selling like a high ticket offer,
0:43:05 I probably wouldn’t do that.
0:43:08 It would just be too much information on the webinar.
0:43:11 So you wanna niche down one main aspect
0:43:14 and a good rule of thumb is that you wanna give away
0:43:16 just 5% of what you teach in your course
0:43:17 during your webinar.
0:43:20 So for example, I have a LinkedIn masterclass
0:43:22 as a two day workshop.
0:43:26 And I have about 10 modules a day for this workshop
0:43:30 and I just go over one module for the free webinar.
0:43:35 And speaking of that one module on the webinar,
0:43:38 when I have webinars, because like I said,
0:43:40 people attend these webinars over and over again,
0:43:44 I typically rotate three different topics.
0:43:47 So one webinar might be on engagement strategies,
0:43:51 one webinar might be on DMing and DM funnels,
0:43:53 the other one might be on the algorithm.
0:43:54 And I kind of rotate those topics.
0:43:57 So I have three webinars that have very similar frameworks,
0:44:01 but the teaching portion has a slightly different niche
0:44:04 so that if people need to join more than one webinar
0:44:06 before they convert, they get like a slightly different
0:44:10 experience and it’s not the same repetitive webinar.
0:44:12 For the content piece, you wanna go deep
0:44:14 for at least 45 minutes.
0:44:17 Jason Flatline believes that people don’t build trust
0:44:20 until hour number three of your webinar.
0:44:23 So having like a 30 minute webinar is just really short.
0:44:27 I usually go an hour and a half to two hours on my webinars.
0:44:29 Jason says to go up to three hours.
0:44:31 I find like three hours is kind of like overkill
0:44:35 personally for me, but he just stays on
0:44:38 and answers questions and just kind of handles
0:44:41 any sort of objections and proactively brings up objections
0:44:44 in the QA and just like keeps the conversation going.
0:44:47 And he feels like the longer people stay on your webinar,
0:44:51 the more likely they’re going to convert, okay?
0:44:56 So let’s talk about a case study.
0:44:59 Phil Stringer is a new friend of mine
0:45:02 and he is excellent at webinars,
0:45:04 but he wasn’t always that way.
0:45:07 So he’s an up and coming AI efficiency coach
0:45:11 and he was invited last minute to conduct a virtual webinar
0:45:13 for a large celebrity real estate mastermind
0:45:15 because the host was sick.
0:45:17 So the host called him up, he’s like a celebrity,
0:45:19 this host, and he basically was like,
0:45:23 hey, Phil, I just saw you at a real estate event
0:45:25 and you crushed it, I’m sick as a dog.
0:45:29 I’ve got 5,000 people who are gonna be on this call today.
0:45:31 Could you, or tomorrow, whenever it was,
0:45:34 it was like 24 hours notice.
0:45:36 Could you hop on this call and do your thing?
0:45:40 So Phil at the time was not famous, he was not well known.
0:45:43 He was recently chose because he spoke at a real estate event
0:45:45 and he made a good impression.
0:45:47 He had a strong sales background
0:45:50 and so he ended up just studying
0:45:52 and kind of doing like a crash course on webinars,
0:45:54 studying grades like Jason Flatline,
0:45:56 similar strategies that we learned today.
0:46:00 And in a day, he put together a real estate webinar.
0:46:03 He took his like sales presentation that he does for AI
0:46:06 and he customized it for real estate
0:46:09 and he went on this call and he sold a course
0:46:11 that he didn’t even have yet.
0:46:14 He just knew what he wanted to do for the course.
0:46:16 He sold a course that didn’t even exist yet
0:46:21 and he made over $267,000 in sales and a single webinar.
0:46:26 That is amazing results, all right?
0:46:27 So I asked Phil, like, what did you do?
0:46:29 What was your approach?
0:46:34 And he said he had a niche topic for a niche audience.
0:46:37 He said he made the content specific to real estate agents
0:46:39 so it felt highly relevant.
0:46:41 This wasn’t just a general AI course,
0:46:44 it was tailored to them, to their industry.
0:46:47 It made them easier to see the tangible value.
0:46:49 It was a webinar also that was specifically
0:46:50 for real estate agents.
0:46:52 So everything was highly relevant to his audience.
0:46:56 He over delivered on free value.
0:46:58 He gave more actionable content for free
0:47:00 than most people charge for.
0:47:03 This set a high standard making his attendees think
0:47:04 if the free stuff is this good,
0:47:07 the paid content must be incredible.
0:47:11 And then he connected this free content
0:47:11 to his paid content.
0:47:13 Everything was very cohesive.
0:47:16 At the end of it, he didn’t just sell a generic AI course,
0:47:20 he sold an AI course that was for real estate agents.
0:47:21 His free solutions that he shared
0:47:25 were directly tied to a more in-depth material in his course.
0:47:27 People saw the quality of what they were getting for free
0:47:30 so it felt natural for them to take the next step.
0:47:34 So again, these people had no idea who he was.
0:47:36 And in an hour or so,
0:47:39 he was able to take them from cold to sold
0:47:44 and made over $250,000 at once from his webinar.
0:47:51 So this is an example of a testimonial that I’m giving you.
0:47:56 I’m trying to show you guys and handle objections
0:47:59 and change your identity
0:48:02 by giving you a testimonial in my content.
0:48:06 Again, a meta presentation, a webinar on webinars, right?
0:48:07 So there’s different types of testimonials
0:48:08 that you can take people through
0:48:11 and decide to put in your intro and your content
0:48:13 throughout your webinar itself, okay?
0:48:17 You wanna reinforce transformation with testimonials.
0:48:21 If Bill can do it, you can do it too, okay?
0:48:23 So there’s many different types of testimonials.
0:48:25 There’s character testimonials,
0:48:28 somebody who talks about how good you are
0:48:30 as a person and what you do,
0:48:32 a celebrity of clout and influence.
0:48:34 So this would be like if Russell came on
0:48:36 and was like, “Hala’s amazing at webinar.
0:48:38 “She’s my webinar protege,” right?
0:48:39 That didn’t happen.
0:48:40 Maybe it will happen someday.
0:48:43 Big results testimonials.
0:48:45 So somebody who has an exceptional,
0:48:47 specific tangible outcome
0:48:50 from doing similar strategies that you’re learning today.
0:48:52 Initial results testimonial,
0:48:55 somebody who as a result of seeing a webinar
0:48:57 like the one you’re doing got an immediate result
0:48:59 even if it’s a modest one
0:49:02 and an inspirational transformation testimonial.
0:49:04 So somebody whose life who was dramatically impacted
0:49:06 as a result from learning from you
0:49:08 that transcended just the benefits
0:49:11 related to the topic at hand, okay?
0:49:14 So these are all different types of testimonials
0:49:16 that you can use in your content.
0:49:20 So pop quiz, what kind of testimonial was Phil Stringer?
0:49:22 Let me know in the chat, was it A,
0:49:26 a character testimonial, B, a big results testimonial,
0:49:28 C, initial results testimonial,
0:49:32 or D, an inspirational transformation testimonial.
0:49:37 You guys are smart.
0:49:39 Good job, everybody got it right.
0:49:42 Thank you.
0:49:47 Yeah, big results testimonial.
0:49:48 So shout out to Phil.
0:49:52 Okay, so let’s talk about other tips
0:49:55 to keep it lively in your webinar.
0:49:56 You want to keep it fun guys.
0:49:59 You don’t want your webinar to feel like a boring lecture.
0:50:01 I feel like I do a really good job
0:50:03 of like making it feel energetic and fun.
0:50:05 And that’s why people like to come on the webinar,
0:50:07 even the same webinar that I have over and over again.
0:50:10 It’s like a fun event for people to come to.
0:50:12 So how do we keep it fun?
0:50:14 Holes, quizzes, open-ended questions.
0:50:17 You want people to get engaging in the chat.
0:50:19 It’s a two-way mid-funnel activity
0:50:22 because I can talk to you, you can talk to me, right?
0:50:24 Share stories, people love stories.
0:50:26 Stories feel so fun.
0:50:28 This is why movies are so fun, right?
0:50:30 People love to listen to stories.
0:50:31 It keeps things engaging.
0:50:33 It makes people remember things more.
0:50:37 So you want to infuse your whole presentation with stories.
0:50:40 Okay, you also want to pay attention to the chat.
0:50:41 People want to know, is she reading?
0:50:42 Is she live?
0:50:43 Is she paying attention?
0:50:45 Guys, I’ve read almost every single comment.
0:50:47 I’m pulling up the chat.
0:50:49 You guys can’t see that I’m pulling up the chat,
0:50:51 but I’m paying attention to what you guys are saying
0:50:53 and the feedback that I’m getting, all right?
0:50:55 And then you want to answer questions.
0:50:57 We haven’t had a lot of questions yet.
0:50:58 You don’t want to interrupt the content
0:51:00 when you’re answering questions,
0:51:04 but at the end of every section,
0:51:06 you can kind of pause if you have somebody,
0:51:07 like I have Kate in the chat
0:51:10 that’s helping me kind of like mine everything.
0:51:12 She’s answering questions that are really urgent, right?
0:51:14 So you need a support person
0:51:17 if you’ve got a lot of people on helping throughout,
0:51:19 but then like she can consolidate like,
0:51:21 “Hey, Hala, you’ve got like these three big questions
0:51:23 “that keep getting asked and I can pause
0:51:24 “and answer the questions.”
0:51:27 So be interactive, capture questions,
0:51:28 answer them all at once.
0:51:30 Don’t, it’s really distracting though
0:51:31 if you like always like pause
0:51:32 and answer questions throughout the content
0:51:34 and it’s distracting to everybody else.
0:51:37 So I would like take a break, answer questions, okay?
0:51:42 All right, so how have I made this webinar fun so far?
0:51:47 Like I mentioned, anybody who signs up to the pro plan
0:51:51 gets the 30 day free trial, you get all these slides.
0:51:54 So I’m gonna have to move a little faster
0:51:56 because we’ve got a lot more content to go through.
0:51:59 And so there are universal emotions.
0:52:02 The key thing that I want you guys to know about this slide
0:52:05 is that when you’re creating your webinar,
0:52:07 what I want you to do is once you’re done
0:52:08 creating all the content,
0:52:11 I want you to put it through some filters.
0:52:13 And these are the filters that I want you to put it through.
0:52:16 So fear is anything that you say in your webinar,
0:52:18 creating fear.
0:52:20 Sometimes I have webinars and they’re like a flop.
0:52:22 And then I think like, why did it flop?
0:52:23 Why didn’t anybody buy?
0:52:25 And I’m like, oh, I like scared everybody.
0:52:27 I made it seem too hard.
0:52:27 It was too much work.
0:52:29 I overwhelmed them with too much information.
0:52:32 They’re like, Jesus, this is what it takes.
0:52:33 I’m out, you know?
0:52:36 And so you don’t wanna scare people off.
0:52:39 And that often is from putting too much information
0:52:42 or just talking too much about the process
0:52:44 that it’s gonna take, okay?
0:52:46 So anything that’s gonna scare them,
0:52:47 you wanna take out.
0:52:51 Anything that’s gonna confuse them, you want to take out.
0:52:53 So anything that just seems like
0:52:55 you might wanna go through it with other people,
0:52:56 like was there anything confusing about this?
0:52:58 How can I make this more clear?
0:53:01 So confusion, a confused mind is never gonna buy from you.
0:53:05 A scared mind is never gonna buy from you.
0:53:06 The other thing is safety.
0:53:09 So how can you create safety throughout the presentation?
0:53:11 Hey, if you do this journey with me,
0:53:13 this is your safest option.
0:53:15 And then again, enthusiasm.
0:53:18 So we’re gonna talk more about enthusiasm now.
0:53:21 And I want you guys to think about your tone,
0:53:24 your volume, your pace.
0:53:26 And I recently talked to Yasser Khan,
0:53:28 who gave me really great advice on this.
0:53:29 So I’m just gonna play the video
0:53:32 and you guys can hear it from him.
0:53:33 – I’ve had a change of heart in this.
0:53:35 I used to think you have to talk louder
0:53:36 to be more confident, right?
0:53:38 But then I realized if you’re always loud
0:53:40 and just talking like this the entire time,
0:53:42 eventually it gets really annoying.
0:53:44 But if you’re always quiet like this all the time
0:53:45 and you look timid.
0:53:46 So the key is not just volume,
0:53:49 the key is variety in volume.
0:53:51 So you go up and down and up and down.
0:53:53 – Yeah, and speed is another one
0:53:54 where I think we need variety.
0:53:57 Now I have my own perspectives on speed.
0:53:58 I am a fast talker.
0:54:01 I feel like people are just like awake when I’m talking.
0:54:04 And I can have like an eight hour session
0:54:06 and keep everybody engaged the entire time.
0:54:10 And I think a part of it is talking fast.
0:54:13 But I do feel like when public speaking folks come on,
0:54:16 they often say like, slow it down, you know.
0:54:17 So tell me, what do you think?
0:54:19 – Listen, I have ADHD.
0:54:21 I have a million thoughts running in my head
0:54:23 and all of them wanna come out at the same time.
0:54:26 So I’m just like you, I wanna talk fast.
0:54:28 I was once invited to do a seminar
0:54:30 on public speaking anxiety.
0:54:32 And I’ve done this seminar a million times.
0:54:34 So I show up with my 17 different things
0:54:36 to do to overcome your public speaking anxiety.
0:54:38 I present in front of 200 people
0:54:38 and immediately people say,
0:54:41 wow, Yasser, you covered so much information.
0:54:42 That was absolutely amazing.
0:54:43 One of the guys says,
0:54:45 Yasser, I’m about to go next after you.
0:54:47 That’s exactly what I needed
0:54:49 because I was so anxious in the moment.
0:54:50 I said, amazing.
0:54:52 So I went out, got some coffee, sat back in the room.
0:54:54 He shows up on stage
0:54:56 and Hala, I can see the notes shaking
0:54:58 in his hand in the moment.
0:55:00 So he slowly walks on to the lectern.
0:55:02 He puts his notes there.
0:55:04 He starts speaking, going through his slides
0:55:07 and he’s stuttering and then eventually he hits this word
0:55:09 that he can’t really pronounce properly.
0:55:14 And he just puts the clicker down and walks off stage.
0:55:15 I can’t understand why.
0:55:17 So afterwards I see him in the parking lot
0:55:19 and I say, hey, what happened?
0:55:21 He said three words I’ll never forget.
0:55:24 I couldn’t remember, I couldn’t remember.
0:55:26 And that’s when I realized,
0:55:29 what’s the point of me talking fast, high energy,
0:55:30 covering these 17 points
0:55:33 when he couldn’t remember it when he needed it most.
0:55:35 That’s when I learned to slow it down.
0:55:37 So my coach has this great saying, Craig Valentine.
0:55:39 He says, I’d rather give you three things you remember
0:55:40 than 10 things you forget.
0:55:43 I’ve really narrowed down the amount of material I share
0:55:46 but I also try to vary the pace a little bit as well
0:55:47 when I talk.
0:55:50 – Yeah, so same thing with volume.
0:55:52 You also want to vary your pace.
0:55:55 So what is talking slow do versus talking fast?
0:55:59 Like what is it portray when people are listening to you?
0:56:01 – Yeah, talking fast builds momentum.
0:56:02 Like, okay, we’re going somewhere.
0:56:04 We’ll come along with me, I’m good.
0:56:07 But then I want you to think about this for a second.
0:56:10 Then you slow the pace down.
0:56:12 And every time you want to make a point,
0:56:14 this is one of the biggest challenges people have
0:56:15 in storytelling.
0:56:17 This skip over the most important part of the story
0:56:19 because it’s going so fast.
0:56:22 So if you really want people to listen, slow down
0:56:25 and you whisper.
0:56:26 What happens when you slow down?
0:56:27 What happens when you whisper?
0:56:28 People immediately lean forward.
0:56:30 If you look at any of my talks,
0:56:32 you’ll say I’m super high energy
0:56:33 and then I’ll immediately drop the energy
0:56:35 and then people feel it in that moment.
0:56:41 – So what did you guys learn there from Yaster?
0:56:43 Tell me some of the things that you learned.
0:56:45 So one of the things that I learned
0:56:48 is that talking fast builds momentum
0:56:52 and talking slow helps you emphasize your points.
0:56:55 And everybody has, I heard people talking in the chat
0:56:58 that everybody kind of has their natural talking pace.
0:57:01 I talk really fast, right?
0:57:04 I’m like really energetic, I talk really fast.
0:57:07 But I have to tell myself like, okay, let me slow down.
0:57:12 Let me repeat this point because I want to make a point, right?
0:57:16 Whispering draws near, variety makes you not boring.
0:57:18 It’s not about always being fast, always being slow,
0:57:20 always being loud, always being quiet, right?
0:57:24 It’s the variety that keeps people engaged.
0:57:26 And again, when you’re on a webinar,
0:57:29 your goal is to keep people on as long as possible.
0:57:31 And this will help you with everything, right?
0:57:33 Again, being good at webinars
0:57:35 will help you on your sales calls,
0:57:37 will help you in any sort of public speaking,
0:57:41 will help you even tell better stories at dinner, right?
0:57:43 So there’s just so many benefits
0:57:45 to like getting better at this type of stuff.
0:57:47 All right, let’s move on.
0:57:52 – I’ve had a change of heart in this, right?
0:57:55 – Okay, so let’s move on to the transition part.
0:57:57 So remember when I had this little like road,
0:58:01 we had introduction, content, transition,
0:58:03 we’re on the third step, okay?
0:58:07 So basically this is your transition to your offer.
0:58:09 You don’t want to go like straight to the sale.
0:58:10 That seems like really inauthentic.
0:58:12 You need to like warm people up,
0:58:15 let them get ready for their sale, okay?
0:58:17 So one of the things that you can do
0:58:18 is a 60-second summary.
0:58:21 So 60 minutes and 60 seconds.
0:58:24 So you want a summary that reinforces the value given,
0:58:27 reminding your audience of the unique insights
0:58:29 they’ve gained and setting the stage for how much easier
0:58:32 it will be to achieve the results with the full solution.
0:58:34 So you give a 60-second summary,
0:58:37 here is the content that I just went over, boom,
0:58:38 here’s the summary, okay?
0:58:40 So in this instance, I’d be like, okay,
0:58:41 we talked about introductions
0:58:44 and we talked about content.
0:58:46 You’ve got to have a hero story,
0:58:49 create your big promise.
0:58:51 You want to shift identities.
0:58:54 You want to solicit desire, right?
0:58:58 With status, and then you don’t want to overwhelm with content,
0:59:00 whatever, I would do a 60-second summary.
0:59:03 Then you want to do commitment invite questions.
0:59:06 So you want to invite the audience to consider the offer.
0:59:10 So to be non-salesy, you make your audience tell you
0:59:13 that they’re ready to hear your offer, okay?
0:59:15 Throughout the whole presentation,
0:59:18 you’re sparking curiosity about your offer,
0:59:22 you’re creating a curiosity gap about what your offer is,
0:59:23 that’s going to be the solution
0:59:24 that’s going to help them go further
0:59:26 from what they learned today.
0:59:29 And then you want to paint a picture of transformation.
0:59:32 So you want to imagine having all the tools and support you need
0:59:35 to finally get the desired results.
0:59:37 So you’re basically going to tell them,
0:59:40 imagine having all the tools and support you need
0:59:42 to get that final result.
0:59:45 That’s what my offer is all about.
0:59:47 So you want to paint a picture of transformation.
0:59:50 So I’m going to go over some commitment questions
0:59:53 and you guys can literally use this in your next webinar.
0:59:58 So you basically want to get them to start saying yes,
1:00:00 you want to use the yes letter technique,
1:00:02 you’re trying to shift their identity,
1:00:05 you’re trying to get them to agree
1:00:07 for you to actually go ahead and make the sale.
1:00:11 You want to allow them to be in control.
1:00:14 People make decisions and say yes
1:00:16 when they feel like they’re in control.
1:00:19 So you’re giving them the control here, okay?
1:00:21 So a broad commitment question,
1:00:24 did you enjoy our time together on this webinar thus far?
1:00:27 A specific commitment question,
1:00:28 would you like to spend more time together
1:00:30 than just on this one webinar?
1:00:33 Would you like to learn more from me, okay?
1:00:35 A big commitment question,
1:00:39 if I had something that would take what we discussed today
1:00:41 and kick it up to the next level,
1:00:43 would you like to know about it?
1:00:48 So you take these people on this commitment question journey
1:00:53 so that you get permission to sell your offer, okay?
1:00:55 So now we’re going to talk about making the sale,
1:00:58 the clothes, stacking your offer.
1:00:59 So what is stacking your offer?
1:01:02 So once you get people on this journey,
1:01:04 they’re ready to hear your offer,
1:01:08 you want to make this offer so irresistible
1:01:09 that it’s just so ridiculous
1:01:11 for anybody to say no to you, okay?
1:01:16 So first of all, you’ve done this whole webinar
1:01:17 where you’ve just established rapport,
1:01:20 established credibility, you’ve given testimonials,
1:01:23 you’ve transformed people’s identities,
1:01:25 you’ve provided so much value
1:01:27 that now everyone has the feeling
1:01:30 of this reciprocity factor, okay?
1:01:32 The law of reciprocity is in play.
1:01:36 People never want to feel like they owe somebody something.
1:01:39 They always want to return the favor.
1:01:44 So everybody on your webinar is going to have this imbalance
1:01:47 because you’ve just provided so much value
1:01:49 where they feel like they either need to buy from you
1:01:52 or they need to support you in some way, okay?
1:01:55 So you want to stack the offer,
1:01:57 make it seem as valuable as possible.
1:02:01 So you start off by introducing your main product or service.
1:02:04 What is the core thing that they’re going to get?
1:02:06 So for example, with my LinkedIn course,
1:02:08 they’re getting a two-day workshop.
1:02:12 Here’s all the modules that we’re going to go over, all right?
1:02:14 We’re not talking about price yet, we’re not doing it.
1:02:16 We’re just talking about here’s the core thing
1:02:19 that you’re getting, the main thing that you’re buying.
1:02:21 Then you’re going to break down each component.
1:02:24 These are all the, this is day one, this is day two,
1:02:25 these are all the sections.
1:02:27 We’re going to have a workbook.
1:02:30 You’re going to be able to create voice guidelines.
1:02:33 You will get all these SOPs related to this.
1:02:36 There’s going to be trainings within the video.
1:02:37 It’s alive with me.
1:02:39 And then I go over all the bonuses.
1:02:41 You’re going to get a reporting spreadsheet.
1:02:43 You’re going to get a can of a training.
1:02:47 You’re going to get all these different bonuses
1:02:49 that we have a checklist, a copywriting checklist,
1:02:52 and so on, a calculator, an engagement calculator.
1:02:55 And I show all these different bonuses,
1:02:58 dozens of bonuses, all right?
1:03:00 The other thing that I’m doing
1:03:04 is I’m reducing the risk associated with the course.
1:03:08 I’m saying things like this course is $2,000,
1:03:11 but when we did a survey, all of my students,
1:03:14 on average, rated it $13,000 value.
1:03:17 Another thing that I’m saying is
1:03:19 I’ve never had a refund once.
1:03:22 I’ve had hundreds of students that have come to this course
1:03:27 and I have a full 30 day money back guarantee.
1:03:30 I’ve never had a student ask for a refund.
1:03:34 And I think that’s a pretty good track record, right?
1:03:38 So I’m trying to reduce the risk of buying from me
1:03:43 by adding bonuses and giving people the security to know
1:03:48 that people have become influencers from my course,
1:03:50 have learned so much from my course,
1:03:52 and have never asked for a refund.
1:03:54 One of the other things that you can do
1:03:59 is start creating a tally of how much these offers are worth.
1:04:01 So you could say, okay, this copywriting checklist,
1:04:03 this is a $100 value.
1:04:06 This canva training is a $300 value.
1:04:08 And you can start to create a running value
1:04:10 of how much all these services are,
1:04:14 and it adds up to a lot, okay?
1:04:16 And then you give a price reveal.
1:04:19 After you’ve already talked about everything
1:04:22 that you’re offering, you give a significantly lower price.
1:04:26 So all of this adds up to $13,000,
1:04:28 but right now I’m giving you 30% off
1:04:32 for the next 24 hours where you can get my course
1:04:35 for $12.99, okay?
1:04:41 So what are some stack-in-the-offer tips?
1:04:43 One thing that you can do
1:04:46 is you can include elements that feel priceless.
1:04:49 So how can you even give something
1:04:53 that is completely something you can’t put a price tag on?
1:04:58 So for example, I have bi-weekly office hours
1:05:01 for anybody who does my course, right?
1:05:05 So it’s an hour with me and everybody else
1:05:07 and all your classmates, mates,
1:05:09 where we do an office hours, right?
1:05:12 So that’s a priceless offering.
1:05:15 Is there a VIP access, personalized coaching?
1:05:18 What can you do that you can include in your offer
1:05:20 that will feel priceless?
1:05:23 The other thing you wanna do is include special deals,
1:05:24 limited time bonuses.
1:05:25 How can you have urgency?
1:05:27 How can you have scarcity?
1:05:31 We’ve got this 30% off code for just 24 hours.
1:05:34 I’ve capped the seats at just 50 seats.
1:05:36 Okay?
1:05:38 You can also offer a gift
1:05:40 for those who purchase on the webinar.
1:05:42 You wanna do everything you can
1:05:45 to close people on the webinar.
1:05:47 That means keeping people as long as possible.
1:05:49 That means adding gifts to those
1:05:51 who purchase on the webinar.
1:05:53 Once people leave your webinar,
1:05:57 they are way less likely to convert.
1:06:00 You can try to hit them up on email,
1:06:02 but basically people are ready to make their decision
1:06:04 and if you haven’t done a good enough job,
1:06:05 they’re gonna leave that webinar
1:06:08 and they might come back again for another chance
1:06:09 to sell them on a webinar,
1:06:12 but your goal is how can I get as many conversions
1:06:15 as possible on this webinar?
1:06:16 Okay?
1:06:18 I already talked about risk-free guarantee.
1:06:19 And then in terms of pricing,
1:06:21 the sweet spot for pricing on webinars
1:06:25 is anywhere from $297 to $2,000.
1:06:26 Now we’re gonna hear from Russell Brunson
1:06:29 on how you can sell a higher ticket offer.
1:06:32 It’s just harder and there might be more steps in that.
1:06:33 Okay?
1:06:36 – They’re also so fun.
1:06:39 Like I love creating my webinars,
1:06:41 optimizing my webinars.
1:06:44 What kind of things work well to sell on a webinar
1:06:45 and what doesn’t,
1:06:47 like is there a certain price point where it doesn’t work
1:06:49 or can you give an advice on that?
1:06:50 – For sure.
1:06:53 I think the reality is like I have a $10,000 offer
1:06:55 I sell on the webinar and it works,
1:06:56 but it’s harder.
1:06:58 The more expensive, the better you have to get, right?
1:07:00 And so for most people,
1:07:03 I think the sweet spot for webinars is like $297.
1:07:06 Up to like $2,000 is kind of the sweet spot
1:07:08 where a 90 minute presentation can get somebody
1:07:10 warm up enough where they feel comfortable
1:07:11 like parting with that much money.
1:07:14 So that’s kind of the sweet spot in the pricing.
1:07:15 I’ve seen people sell member,
1:07:18 like for us, we sell a year where a quick funnel’s
1:07:20 on a webinar for like $1,000.
1:07:22 And then they get it for free for a year
1:07:23 or for six months and after that starts billing them.
1:07:24 So you can sell,
1:07:26 you can sell memberships and continuity programs
1:07:27 through webinars as well.
1:07:28 It works really effectively.
1:07:30 I just like, if I have some of the attention for 90 minutes,
1:07:32 I’ll usually again bundle it together.
1:07:34 So you’re getting five or six months for free,
1:07:36 for a higher price than put people into it.
1:07:38 But yeah, I think that’s kind of the price.
1:07:39 When we get to above that,
1:07:40 I’ll still do webinars a lot of times,
1:07:42 but the webinar will traditionally push them
1:07:44 to a sales call or a discovery call.
1:07:46 That way I still have the time to build the relationship
1:07:47 with them and then I can push them there
1:07:49 to do the higher transactions if we need to.
1:07:50 – Yeah.
1:07:53 So in summary, if you guys have a higher ticket offer,
1:07:55 you can sell it on a webinar.
1:07:58 The better you get the higher ticket offer,
1:08:00 your offer can be in the webinar,
1:08:03 but you might need to spend additional time
1:08:06 on a discovery call or something else like that
1:08:11 to kind of get them to do the actual close, okay?
1:08:13 And I also really liked what he mentioned.
1:08:17 If you have a software product, he does a whole webinar
1:08:21 and the offer is you get a year of the product
1:08:24 with a discount if you buy on the webinar,
1:08:25 which is just such a brilliant idea.
1:08:27 So if you’ve got a business that’s not a course,
1:08:28 this is what I was saying,
1:08:30 like this is relevant for everyone.
1:08:34 Because you can sell one to many on your webinar
1:08:36 and just think of a strategy of, all right,
1:08:38 what is my offer for this webinar?
1:08:42 A year of agency services where you get two months free
1:08:45 if you buy today, right?
1:08:46 So you can get creative no matter
1:08:49 what kind of business you have.
1:08:50 – Let’s hold that thought
1:08:52 and take a quick break with our sponsors.
1:08:57 YapGang, I appreciate a good deal just like anyone else,
1:08:59 but I’m not going to cross a desert
1:09:03 or walk through a bed of hot coals just to save a few bucks.
1:09:04 It needs to be straightforward,
1:09:07 no complications and no nonsense.
1:09:08 So when Mint Mobile said
1:09:11 that I could get wireless service for just 15 bucks a month
1:09:14 with a three month plan, I was skeptical.
1:09:16 But it is truly that simple to secure wireless
1:09:18 at 15 bucks a month.
1:09:21 And Mint Mobile made my transition incredibly easy.
1:09:23 The entire process was online.
1:09:25 It was easier to purchase, easy to activate
1:09:27 and easy to save money.
1:09:29 The only lengthy part that took up any time
1:09:32 was waiting on hold to cancel my previous provider.
1:09:33 If you want to get started,
1:09:36 just go to mintmobile.com/profiting.
1:09:38 You’ll see right now that all the three month plans
1:09:42 are only 15 bucks a month, including the unlimited plan.
1:09:44 All plans come with high-speed data
1:09:45 and unlimited talk and text
1:09:48 delivered on the nation’s largest 5G network.
1:09:50 And don’t worry, you can use your own phone
1:09:52 and keep your current phone number
1:09:54 with any Mint Mobile plan.
1:09:56 Find out how easy it is to switch to Mint Mobile
1:09:58 and get three months of premium wireless
1:10:01 for just 15 bucks a month.
1:10:02 To get this new customer offer
1:10:04 and your new three month premium wireless plan
1:10:06 for just 15 bucks a month,
1:10:08 go to mintmobile.com/profiting.
1:10:11 That’s mintmobile.com/profiting.
1:10:14 Cut your wireless bill to just 15 bucks a month
1:10:16 at mintmobile.com/profiting.
1:10:19 $45 upfront payment required
1:10:21 equivalent to $15 a month.
1:10:23 New customers on first three month plan only.
1:10:27 Speed slower above 40 GB on unlimited plan.
1:10:29 Additional taxes, fees, and restrictions apply.
1:10:31 See Mint Mobile for details.
1:10:34 Hey, yeah, bam, launching my LinkedIn secrets masterclass
1:10:37 was one of the best things I’ve ever done for my business.
1:10:39 And I didn’t have to figure out all the nuts and bolts
1:10:42 of creating a website for my course.
1:10:44 I needed a lot of different features.
1:10:46 I needed chat capabilities
1:10:48 in case anybody had questions.
1:10:50 I needed promo code discounts.
1:10:52 I needed a laundry list of features
1:10:56 to enable what I was envisioning with my course.
1:10:57 But here’s the thing,
1:11:00 all I had to do was literally lift a finger
1:11:01 to get it all done.
1:11:03 And that’s because I used Shopify.
1:11:09 Shopify is the easiest way to sell anything,
1:11:11 to sell online or in person.
1:11:14 It’s the home of the number one checkout on the planet.
1:11:17 And Shopify is not so secret secret as Shoppay,
1:11:19 which boosts conversions up to 50%.
1:11:21 That means way fewer cards get abandoned
1:11:23 and way more sales get done.
1:11:28 So when students tell me that they can’t afford my course,
1:11:31 I let them know about payment plans with Shoppay.
1:11:32 It is a game changer.
1:11:34 If you’re into growing your business,
1:11:36 your commerce platform better be ready to sell
1:11:39 wherever your customers are scrolling or strolling
1:11:41 on the web and your store in their feed
1:11:43 and everywhere in between.
1:11:47 Put simply businesses that sell more sell with Shopify.
1:11:49 Upgrade your business and get the same checkout
1:11:52 we use at YAP Media with Shopify.
1:11:54 Sign up for your $1 per month trial period
1:11:58 at Shopify.com/profiting and that’s all lowercase.
1:12:02 Go to Shopify.com/profiting to upgrade your selling today.
1:12:05 That’s Shopify.com/profiting.
1:12:09 Young and Profiters, chances are if you’re listening
1:12:11 to this show, you’ve got an expertise
1:12:12 that you can teach other people.
1:12:15 Chances are you can make passive income
1:12:17 by creating your first course.
1:12:20 If you’ve been on the fence about creating a course,
1:12:22 what are you waiting for?
1:12:24 It is so easy to launch a course these days
1:12:26 because Teachable has got your back.
1:12:29 Teachable is the number one course platform.
1:12:31 It is simply the best platform for content creators
1:12:34 to start or grow an online business authentically.
1:12:36 That’s because Teachable offers more product options
1:12:39 to create and sell than any other platform
1:12:41 with online courses, digital downloads,
1:12:44 coaching services, memberships and communities.
1:12:47 You can engage your online audience on a deeper level
1:12:50 and you can get selling fast with easy to use content
1:12:53 and website builders plus a variety of AI tools.
1:12:56 They have an AI curriculum generator.
1:12:59 They have automatic subtitles and translations.
1:13:01 So they’ve really figured out how to use AI
1:13:05 to optimize our course creation and make it much faster.
1:13:06 They also have a top rated mobile app
1:13:09 that allows your customers to enjoy your products on the go.
1:13:11 On Teachable, creators also get more power
1:13:14 and ownership over monetizing their content.
1:13:16 Your content shouldn’t get lost in the algorithm
1:13:19 and you shouldn’t have to rely on other companies to pay you.
1:13:21 Now is the perfect time to join Teachable
1:13:23 because you get an exclusive deal
1:13:25 with our partner code profiting.
1:13:27 Go to teachable.com and use code profiting
1:13:30 to unlock a free month on their pro plan.
1:13:33 You’ll get all their marketing, product creation features
1:13:34 to build out your offerings
1:13:36 and there’s no limitations on this trial.
1:13:38 So you definitely don’t wanna miss this.
1:13:39 Again, it’s teachable.com.
1:13:42 You can use code profiting for an entire free month
1:13:43 on Teachable.
1:13:45 Be a part of the 100,000 plus creators
1:13:48 who are already using Teachable to turn their expertise
1:13:50 into a thriving online business.
1:13:53 (air whooshing)
1:13:58 All right, let’s talk about stacking the offer with Teachable.
1:14:03 So with Teachable, you can stack your offer.
1:14:05 Teachable is an amazing platform.
1:14:07 My LinkedIn masterclass is no longer gonna be live.
1:14:09 I’m putting all of my courses on Teachable
1:14:12 and we’re gonna make a big announcement next month
1:14:16 where it’s gonna be on demand in separate modules
1:14:19 and it’s gonna be all on Teachable.
1:14:23 So Teachable lets you create online courses.
1:14:24 So you can create them really quickly
1:14:27 with no code and AI assistance.
1:14:30 You can build it customized to your brand.
1:14:35 They also offer a way for you to sell your digital downloads.
1:14:37 Also creating lead gen pages.
1:14:39 So creating gated asset pages
1:14:41 where you can get people’s emails
1:14:43 in exchange for these downloaded guides,
1:14:44 which is really awesome.
1:14:45 And if you guys take my other courses,
1:14:48 you know that creating these lead gens are really important.
1:14:51 So Teachable lets you create those pages.
1:14:55 You can also add on, create bundles, upsells and so on.
1:14:57 You could do all your coaching on Teachable.
1:15:00 So if you’re a coach or a consultant,
1:15:03 you can keep your coaching organized.
1:15:06 There’s a scheduler, you can track client progress.
1:15:10 You can create curriculums for your coaching on Teachable
1:15:11 and they also have memberships.
1:15:13 So I have a mastermind for example
1:15:16 and so we’re gonna move everything onto Teachable.
1:15:19 It will have exclusive member only content,
1:15:22 subscription tiers, free trials, monthly pricing.
1:15:23 They have everything.
1:15:25 So Teachable is awesome.
1:15:29 If you wanna stack your offer, they’ve got all the tools.
1:15:31 So like I mentioned, they have this AI curriculum generator.
1:15:33 They have an AI quiz generator.
1:15:35 We’re gonna do a short demo
1:15:38 that’s gonna show you all of this stuff.
1:15:41 And if you guys can, I would really appreciate,
1:15:43 we’ve got just as a reminder,
1:15:48 we have an entire last section of driving leads
1:15:50 which is just as valuable
1:15:53 as everything that I did before this demo.
1:15:55 So after this demo, I’m doing the last section.
1:15:57 So this is not the end of the webinar
1:16:01 and Teachable sponsored this webinar for us.
1:16:04 And so stay on, get the value.
1:16:06 This was a really amazing webinar
1:16:09 and this is how we’re gonna thank Teachable, okay?
1:16:13 So advanced monetization features.
1:16:16 They have subscriptions, bundles, upsells,
1:16:18 order bumps, coupons and promo codes.
1:16:22 So everything that you need to create more sales
1:16:27 with the same customer, Teachable enables you to do.
1:16:28 So you can create upsells.
1:16:29 So like once they finish a course,
1:16:33 they get a solicit to buy the next segment of your course
1:16:34 and check out, they get offer bumps.
1:16:37 So you can try to solicit people
1:16:39 to buy additional things at checkout.
1:16:41 And then you can do promo code.
1:16:44 So you can do like, you know, enter a code Black Friday
1:16:46 for 50% off, they let you do all that kind of stuff.
1:16:49 So if you guys love the type of things that I do
1:16:50 when I’m selling my courses,
1:16:53 you can do all that kind of stuff on Teachable.
1:16:56 And the best part is there’s zero transaction fee
1:16:57 on the pro plan, okay?
1:17:01 All right, so a lot of you guys did this already.
1:17:03 If you didn’t, here’s your last chance
1:17:04 to sign up to Teachable,
1:17:07 teachable.com/welcome/halla,
1:17:09 select pro, sign up for a new account.
1:17:12 Then you arrive at the backend.
1:17:14 And if you guys want the slides from today
1:17:18 with all of my notes and our free tech SOP
1:17:20 for setting up your webinars,
1:17:23 you can sign up to the no risk 30 day free plan.
1:17:25 You can get your refund within 30 days.
1:17:28 If you don’t like Teachable, hopefully you love it though.
1:17:29 And then you get your free gifts.
1:17:31 So you can just take a screenshot
1:17:34 of you upgrading to the pro plan, send it to Kate.
1:17:37 Okay, I’m gonna hop right into the demo.
1:17:38 Like I mentioned, guys,
1:17:40 if you guys upgrade to the pro plan,
1:17:44 you get a month for free, which is $159 value.
1:17:47 If you guys do that, you get a PDF copy of today’s webinar.
1:17:50 We actually have extended notes.
1:17:53 So Andrea on my team, who’s my right hand
1:17:55 when it comes to my brand,
1:17:59 has literally went in and given all the extended
1:18:02 like transcripts and information in the notes.
1:18:05 So even what I talked about today,
1:18:08 there’s more value in the notes section
1:18:10 to kind of go deeper on everything.
1:18:13 And you guys get all of that as a free gift.
1:18:17 Thanks Andrea.
1:18:20 Okay, so we’re gonna do a quick demo
1:18:24 and then we’re gonna get right back into the content.
1:18:25 – Hi all, in this video,
1:18:28 I’ll be doing a quick overview of the Teachable backend.
1:18:29 So first things first,
1:18:32 if you’ve already gone ahead and signed up for the free trial,
1:18:34 what you’ll do is create an account.
1:18:35 You’ll answer a few questions
1:18:38 and then you will have created your first school.
1:18:42 So this is what the backend of your school will look like.
1:18:42 And once you’re in here,
1:18:46 you can see all the navigation options on the left hand side.
1:18:48 For today, we’re gonna focus on the bottom half
1:18:50 in terms of creating the different types of products
1:18:53 that Teachable offers integrations with.
1:18:56 So for this example, we’re gonna go to courses
1:18:58 and we can see a couple dummy courses
1:19:01 that we’ve already created for this example.
1:19:02 A really awesome feature of Teachable
1:19:04 is their integration with AI.
1:19:07 So I’m gonna recreate this podcasting one-on-one course
1:19:09 just to give you a sense of how cool
1:19:11 their AI features are.
1:19:14 So I’ve already created this example course title
1:19:16 and the example course description.
1:19:17 I’m gonna click continue.
1:19:20 We can skip things like thumbnails and pricing for now.
1:19:22 We can come back to that later.
1:19:24 And now this is where it gets awesome.
1:19:27 So you can generate with AI
1:19:29 a course outline and curriculum
1:19:32 based on the description that you feed to Teachable.
1:19:35 So I’ve already put in this description
1:19:36 and it’s gonna use this description
1:19:37 to create the course outline.
1:19:40 You can also start from scratch or bulk upload
1:19:41 up to your preference.
1:19:43 But for this example, we’re gonna use AI.
1:19:45 So we’ll click finish.
1:19:47 Now we’re gonna watch the magic happen.
1:19:50 It’s going to be actively generating content
1:19:53 for this course based off of the title and description
1:19:55 that I’ve bet it with.
1:19:57 So you can see that AI is actively working.
1:19:59 They’re putting content into each of these sections
1:20:02 and modules so we can see they’ve created different topics
1:20:05 about identifying your podcast audience,
1:20:07 creating your unique value proposition,
1:20:09 podcast equipment and software that you need.
1:20:10 All the things that you would maybe need
1:20:12 in a podcasting one-on-one course,
1:20:15 it’s creating this based off of AI.
1:20:17 And so just for an example,
1:20:19 it’ll say that your content is ready.
1:20:22 Just make sure that while this is a really cool feature,
1:20:24 this should just be used as a starting point, right?
1:20:26 Like you wanna make sure when you go in here
1:20:28 that you go in and add your own expertise,
1:20:30 your own value, your own perspectives
1:20:32 to make sure that you’re providing
1:20:35 the right amount of value for your audience.
1:20:38 Another cool AI feature that Teachable has
1:20:39 is this quiz option.
1:20:42 So under quiz, you can actually use Teachable’s AI
1:20:45 to generate questions based off of the content
1:20:46 you’ve already created in there.
1:20:49 So just another cool feature to save you time
1:20:51 and provide a little bit more interactivity
1:20:52 with your students.
1:20:56 Now, if we go back to the curriculum,
1:20:59 the last thing I want to feature in here
1:21:01 is the upsell feature.
1:21:05 So it already generated a next steps feature.
1:21:09 I wanna add some content to this and click upsell.
1:21:12 So I want to upsell to the podcasting two-on-one course
1:21:15 so that if someone finishes my one-on-one course
1:21:16 and they want to learn more,
1:21:19 there’s an immediate opportunity for them to do so.
1:21:21 So I can add the headline,
1:21:23 develop your podcasting skills even further,
1:21:25 you can add a description, button text,
1:21:28 and this will automatically add the upsell here.
1:21:29 Of course, I’d recommend going in
1:21:32 and further personalizing this with a thumbnail,
1:21:33 a better description,
1:21:35 but it just goes to show you how automatic
1:21:38 and integrated Teachable can be with your other offers.
1:21:41 So super cool to see that.
1:21:43 Now, finally, we’ll go back to our courses
1:21:45 and we’ll head to bundles.
1:21:49 So a bundle is a super cool offering that Teachable offers
1:21:52 in terms of being able to bundle multiple coaching
1:21:56 or course products to offer to your audience.
1:21:58 So for example, if someone just wants to learn
1:22:00 everything that you have out there in terms of podcasting,
1:22:01 they don’t wanna be piecemeal,
1:22:04 they wanna just see everything A to Z.
1:22:06 They could buy this podcast master bundle
1:22:08 which has both the podcasting one-on-one
1:22:10 and two-on-one course in it.
1:22:12 So you’re able to bundle different courses,
1:22:14 different products to best fit
1:22:17 what your audience may want and need from you.
1:22:19 So another interesting product
1:22:21 to be able to integrate with your offerings
1:22:24 and make sure that you’re serving your audience
1:22:26 in the best way possible.
1:22:28 Now, again, if you haven’t already,
1:22:31 make sure you go and test out Teachable for yourself.
1:22:33 We have a 30-day free trial.
1:22:35 If you go to the link in the chat
1:22:40 or head to teachable.com/welcome/halla,
1:22:42 you get the free 30-day offer.
1:22:43 It’s a pro.
1:22:46 You can cancel within any time.
1:22:49 You’ll get 30 days free.
1:22:52 If you do so, you will be able to get an extended version
1:22:55 of today’s slides and the notes
1:22:57 just by sending over some information
1:23:00 that Halla will go over in the next slide.
1:23:05 – Awesome, well, thank you, Kate,
1:23:07 for putting together that awesome demo.
1:23:10 Kate is my tech, the–
1:23:12 – I all, in this video,
1:23:14 I’ll be doing a quick overview of–
1:23:16 – Sorry, clearly Kate is my tech.
1:23:19 I don’t know how to work this presentation.
1:23:23 – Okay, so I am really excited
1:23:26 to get back into the contents.
1:23:28 And just one last reminder,
1:23:30 if you guys signed up for the bonus,
1:23:31 I want you guys to get the free gift.
1:23:33 So take a screenshot,
1:23:35 send it to academy@yappmedia.com.
1:23:37 Kate will put that in the chat.
1:23:38 You get the free extended version
1:23:40 with today’s webinar notes.
1:23:42 You get the free tech SOP
1:23:44 and there’s no strings attached.
1:23:46 And now we’re gonna talk about driving leads
1:23:48 to your webinar.
1:23:52 – All right, so when you’re thinking about
1:23:54 how to track your webinar success,
1:23:58 you actually wanna track some metrics, okay?
1:24:00 So that you can get better and better and better.
1:24:03 So what are the things that we’re tracking at YAP Media?
1:24:06 We’re tracking total registrants.
1:24:08 We’re tracking webinar attendees.
1:24:12 We’re tracking attendance rate, webinar length,
1:24:14 webinar conversions, post-webinar conversions.
1:24:18 So we actually have a spreadsheet
1:24:20 that tracks every single webinar we did
1:24:22 and the results that we got.
1:24:23 So how many people registered?
1:24:26 Meaning how many emails we got?
1:24:27 How many people actually attended?
1:24:29 What’s the attendance rate?
1:24:33 Typically it’s 30 to 50%.
1:24:34 The more that we can get people
1:24:37 to actually attend the webinars, the better.
1:24:39 And so you wanna look like, okay,
1:24:42 like only 10% of the people attended my webinar.
1:24:46 For example, when I did that paid ad strategy,
1:24:49 we had both low people sign up
1:24:51 and even lower people attended.
1:24:53 50% of my audience on social media
1:24:54 would attend the webinars,
1:24:59 but only 10% from paid traffic attended the webinars.
1:25:01 ‘Cause they didn’t remember, they forgot who I was.
1:25:03 They’re like, who’s Hala, what?
1:25:04 What did I sign up for?
1:25:08 So you wanna remind people for your webinars
1:25:10 and you wanna keep driving up that attendance rate
1:25:13 and that’s really, really important, okay?
1:25:15 Now, if a lot of people signed up
1:25:18 and a lot of people didn’t attend,
1:25:21 you have an opportunity to do another webinar.
1:25:26 So for example, I had a decent attendance rate today.
1:25:28 Wasn’t the best attendance rate.
1:25:29 So now I have to go back to my team,
1:25:31 like we had 1,000 sign ups.
1:25:33 We might need to do another webinar.
1:25:35 Again, more people on this webinar.
1:25:36 I spent a lot of time on it
1:25:39 and people already registered showed their interests.
1:25:40 Maybe we should do it at night.
1:25:41 Maybe we should try something different
1:25:45 and get people to actually come to this webinar, okay?
1:25:47 ‘Cause again, people are more likely to buy
1:25:48 when they’re warmed up on your webinar.
1:25:51 So you might wanna have a second webinar
1:25:52 if you had a lot of sign ups,
1:25:55 but people didn’t show up, okay?
1:25:57 You wanna also look at your webinar lengths.
1:25:58 Trial and error.
1:26:00 All right, if I did two hours, what was the conversion?
1:26:02 If I did three hours, what was the conversion?
1:26:05 If I shortened it up, if I shortened up the education piece,
1:26:07 if I increased the education piece,
1:26:09 you wanna keep iterating and find like,
1:26:12 what is your best formula for you and your audience
1:26:14 and what you sell, okay?
1:26:16 Webinar conversions.
1:26:21 It’s anywhere from five to 10% is a good webinar conversion.
1:26:24 So based on your attendees,
1:26:26 if you’re getting five to 10% conversions,
1:26:28 anything higher than that is amazing.
1:26:29 Anything lower than that,
1:26:32 you’re gonna have to try to work on it, okay?
1:26:34 And I teach this in another webinar.
1:26:35 We don’t have time to talk about it today,
1:26:38 but I teach something called bottoms up forecasting.
1:26:41 All right, what does bottoms up forecasting mean?
1:26:44 Because everything is so standard in terms of like,
1:26:47 typically you’re getting a 50% attendance rate
1:26:49 or 30 to 50% attendance rate,
1:26:51 you’re getting a five to 8% conversion rate
1:26:54 on your webinars if they’re decent.
1:26:56 You can try to figure out like, okay,
1:26:59 what are the ways that I’m driving people to this webinar?
1:27:03 So for example, I drive everybody from social posts
1:27:08 and DMs and then I know the click rate of my DMs.
1:27:10 And so I can basically work backwards
1:27:13 and see, okay, if I send 1,000 DMs,
1:27:17 we get 500 people to sign up, 250 show up,
1:27:21 5% of them convert, I make X amount of money.
1:27:23 So if I take a bottoms up approach,
1:27:24 I can say, all right,
1:27:26 I want to double the amount of money,
1:27:28 we need to send 2,000 DMs.
1:27:33 And then I get the results that I want, okay?
1:27:35 So you can kind of work backwards
1:27:38 on the way that you solicit your webinars
1:27:40 and then just do more of the actions
1:27:42 that actually bring in the most leads.
1:27:44 And so you want to evaluate everything
1:27:46 that you’re doing in your funnel, okay?
1:27:51 So webinar funnels, Miss Excel,
1:27:54 who’s a huge TikTok star, Kat Norton,
1:27:59 she blew up over COVID and she’s a TikTok influencer
1:28:02 who monetizes her Excel tip videos with webinar funnels
1:28:04 that lead to a course.
1:28:06 And when Kat first started on TikTok,
1:28:09 she had no idea how to monetize her following.
1:28:11 And although her videos would be shown to new users
1:28:14 on a daily basis, they were not long enough
1:28:17 to build substantial trust.
1:28:20 By age 29, Kat Norton, Miss Excel,
1:28:21 built an online course business
1:28:24 that generated over $2 million annually.
1:28:27 And Kat came on my podcast
1:28:29 and when I asked her what was the number one driver
1:28:30 of her course sales,
1:28:32 I thought she was gonna tell me TikTok,
1:28:35 but she told me it was webinars.
1:28:37 And she hosts monthly webinars
1:28:40 where she teaches on a specific topic for 45 minutes
1:28:42 and she gives her audience a taste
1:28:45 of her excellent teaching capabilities.
1:28:47 She then provides her audience with an irresistible offer
1:28:51 that includes a massive discount and a gift with purchase.
1:28:56 So let’s hear it from her of how she markets her webinar.
1:28:58 She had some of the most innovative strategies
1:29:01 that I’ve ever heard somebody doing for a webinar.
1:29:05 And I used a lot of her strategies for my presentation.
1:29:08 And again, she’s new to the game
1:29:10 and she’s a webinar master herself
1:29:12 and we’re gonna learn from her now.
1:29:15 So like we talked about, this is an entrepreneurship podcast.
1:29:17 A lot of people have their own courses
1:29:20 and you’ve done a phenomenal job promoting,
1:29:22 creating courses, selling your courses.
1:29:25 So let’s walk through some of your strategy there.
1:29:28 Can you talk just about how you promote your courses today?
1:29:30 What are the things that you’re doing to drive people
1:29:33 to your platform to buy your courses?
1:29:36 – Yeah, so our biggest revenue driver is webinars.
1:29:40 So I host typically every month, every couple of months,
1:29:44 live sessions where I for 45 minutes,
1:29:46 I’m teaching a full-blown Excel class.
1:29:47 Like we’re either going into data cleaning,
1:29:49 pivot tables, lookup functions.
1:29:52 I have a little intro and then I go in
1:29:54 and I teach a full-blown class
1:29:56 because I want them to get a taste of what I can do
1:29:59 and how I can actually break these concepts down.
1:30:00 And on the other side of that,
1:30:02 people are like, my gosh, what?
1:30:03 I just learned all these things.
1:30:05 And then we give them an incredible deal
1:30:07 to keep learning with us
1:30:09 and a massive discount and gift with purchases.
1:30:12 And really from there, we do the webinar
1:30:14 and then we have a closed down sequence that goes through
1:30:16 and we also get a lot of sales on the back end.
1:30:19 And another huge driver of our webinars
1:30:20 has been our affiliate program.
1:30:23 So we came up with an affiliate program
1:30:25 where we do a 50/50 split.
1:30:28 Meaning if someone brings in a lead to us,
1:30:30 whether we have like Morning Brew,
1:30:32 we work with some of the huge Excel creators
1:30:34 where they get their own events.
1:30:35 And then we have tons of people
1:30:38 at their smaller creators going into our webinars
1:30:41 where if you send us that lead and they make a sale,
1:30:44 you get 50% of the revenue.
1:30:46 So that’s something where we have creators
1:30:51 making 10, $15,000 a month to up to like $70,000 a month
1:30:52 with us in commissions.
1:30:54 So it’s been like a win-win.
1:30:56 – Yeah, I love that strategy of affiliates.
1:30:58 That’s one that I’ve never heard of before,
1:31:01 specifically driving people to your webinar.
1:31:04 And then if it converts, they get a portion of the sale.
1:31:07 So I kind of want to like distill some of the things
1:31:08 that you had mentioned.
1:31:10 Webinars are really important to me.
1:31:12 I use it to sell my LinkedIn courses.
1:31:16 I’m actually putting out a webinar about using webinars
1:31:19 to launch info products or sell info products
1:31:21 sponsored by Teachable in about a month.
1:31:23 And so I’d love to get some of your perspective
1:31:25 about this topic specifically.
1:31:30 So first of all, you mentioned that you retarget folks
1:31:31 after the webinar is over.
1:31:32 You said after the webinar is over,
1:31:35 there’s also sales that are happening afterwards.
1:31:37 So a lot of people don’t realize
1:31:39 that when people are signing up to Zoom webinar,
1:31:40 you get to collect emails.
1:31:45 So one of my favorite things about webinars in Zoom webinars
1:31:47 is the fact that people have to give you their email
1:31:51 and it really helps to accelerate and grow your email list.
1:31:53 And then you can retarget those people on email afterwards.
1:31:56 But talk to us about your retargeting strategy
1:31:58 after the webinars over what happens.
1:32:01 – Yeah, so our full process is on the front end.
1:32:02 We’re getting the name, the email,
1:32:05 and sometimes we have an optional for phone number.
1:32:08 So we also have a text campaign that’s going out too.
1:32:10 We use those more so on the show upside.
1:32:13 So on the front end, you’re getting a five email drip
1:32:14 for a show up sequence.
1:32:16 You have extra tickets, invite other people.
1:32:19 And then we also do like right before the webinar,
1:32:20 you get a little text.
1:32:21 If you signed up with your number,
1:32:23 it’s like, hey, reminder, it’s on there.
1:32:25 We also integrate with ad event
1:32:27 to be able to give them little calendar links
1:32:29 and they could hit a button and boom,
1:32:30 the events on their Google calendar,
1:32:32 their Outlook calendar and whatnot.
1:32:35 From there after the webinar, once we hang up,
1:32:38 we have all the email sequences going out.
1:32:42 So we have things like people get gifts for attending live.
1:32:43 So we have those going out.
1:32:45 We have people who get gift with purchases
1:32:46 from their purchases.
1:32:48 And then we also have our traditional closed down sequence,
1:32:53 which we do a six email sequence and it goes through
1:32:56 and gives them the discount code again, the replay link.
1:32:58 And then throughout those emails,
1:33:01 we’re also just integrating different testimonials
1:33:03 and things that’ll go and work through
1:33:04 to the base with the sale.
1:33:07 And then we have like a last call on the bottom there too.
1:33:12 – So what did she say here?
1:33:15 She talked about an affiliate program
1:33:19 where she gets people 50% of the revenue
1:33:22 if they can bring a lead to a webinar.
1:33:26 When you’re selling a course, it’s just like all profit, right?
1:33:28 You’re really creating a price out of the sky.
1:33:32 What you determine is the value, it’s all profit.
1:33:37 So if you decide that like, okay, one lead is worth $500,
1:33:40 you could just pay that to your affiliates,
1:33:42 whatever you decide that lead is worth.
1:33:46 Like I mentioned, I did a paid ad strategy
1:33:50 and it was like one lead was like a couple thousand dollars
1:33:52 to get ’cause it was like failed.
1:33:54 So then you realize, okay, if I can get people
1:33:57 to bring people by word of mouth, that’s a lot cheaper
1:34:00 than trying to like test a paid ad strategy
1:34:03 and it’s just a good way to go about it, right?
1:34:06 So an influencer affiliate program,
1:34:08 you basically have people spreading your stuff
1:34:10 via word of mouth because they have an incentive.
1:34:12 The bigger you make that incentive,
1:34:14 the more likely they’re actually gonna do the work
1:34:16 to try to bring people to the webinar,
1:34:19 especially if they were your former student
1:34:21 and they know that it’s something valuable.
1:34:23 They’re not gonna feel like a sleazy salesperson
1:34:25 ’cause they know that they’re gonna help people
1:34:28 if they actually join an attempt, okay?
1:34:30 So she actually made me rethink,
1:34:32 I have an affiliate program with my course
1:34:35 where I gave people $250, that’s just like some,
1:34:38 I felt like that was a good amount,
1:34:39 but then she gives 50% and I’m like,
1:34:41 well, I wonder if I had done that strategy,
1:34:43 like how many more signups I would have gotten
1:34:47 if I was just more generous with the commission
1:34:49 for my affiliate program, okay?
1:34:53 She does a five email show up sequence.
1:34:57 She does a fun incentive like bring a friend.
1:35:00 She solicits a free gift throughout her sequence
1:35:02 so people know if they join the webinar live,
1:35:05 they get a free gift, if they buy live, they get a free gift.
1:35:08 And then here’s the other thing that Zoom does
1:35:11 that I found out from Kat that I didn’t know
1:35:14 is that when people sign up for your webinar,
1:35:17 they can put their email and their phone number, okay?
1:35:21 And then you can actually send SMS text reminders.
1:35:25 And SMS text is now available on most email platforms.
1:35:29 So if you have MailChimp, you can send email reminders
1:35:33 and you can send SMS text reminders just right on MailChimp, okay?
1:35:35 So really great strategy.
1:35:37 Again, you wanna drive up attendance rates
1:35:42 that’s a really big part of doing well in your webinars.
1:35:45 All right, so with purchase live on a webinar,
1:35:46 this is something we tried new today.
1:35:48 I think it worked really well.
1:35:50 I feel like it probably incentivized,
1:35:52 for those of you who’ve been to my webinars before,
1:35:55 did getting the slides with all the notes,
1:35:58 incentivize you guys to sign up to the demo,
1:36:00 sign up to Brooklyn, let me know in the chat.
1:36:03 And then you wanna retarget people after the webinar.
1:36:08 So so much of the magic actually happens post-webinar, all right?
1:36:11 So you get people’s emails, they’re warmed up to you,
1:36:14 and then you wanna keep providing value.
1:36:16 So you might send the replay of your webinar
1:36:18 and get people to watch on demand.
1:36:21 So far less people are gonna watch on demand
1:36:24 than your actual live webinar.
1:36:26 One of the strategies that we do is like a last minute,
1:36:28 like, “Hey, I’m gonna hop on at seven o’clock.”
1:36:31 And anybody who missed it, if you wanna join this webinar,
1:36:35 we usually get literally the same amount of attendees
1:36:36 who are like, “Oh, man, I missed it.
1:36:37 “I can’t believe I missed it.”
1:36:40 And then they’re more likely to show up the next time.
1:36:43 So I got 1,000 sign-ups for this webinar.
1:36:46 I didn’t have as good as an attendance rate
1:36:48 as I thought, I had like 350 people,
1:36:50 I was expecting 500 people.
1:36:52 I’ll get the final results ’cause people are in and out,
1:36:53 so I never really know.
1:36:54 So like it might have been closer to 500,
1:36:56 but I don’t know yet.
1:37:00 So basically, I will try to get the other 500 people
1:37:02 to now show up to another webinar.
1:37:04 I’m just gonna do a last minute.
1:37:06 I already decided it based on how many people showed up.
1:37:08 I’m gonna do another webinar
1:37:10 for anybody who didn’t show up.
1:37:13 And I bet you a lot of people will show up again
1:37:15 and even be more likely to convert
1:37:17 because they’re like, “Oh, I wanna call a talk fast.”
1:37:20 I’m gonna be like we talked about.
1:37:23 I’m gonna wanna come on this webinar again, right?
1:37:27 So you wanna get people to come up to this webinar
1:37:30 throughout your sequence, you’re giving special discounts,
1:37:32 you might do a customer testimonial.
1:37:35 So maybe I’ll turn the cat nor in case study into an email.
1:37:38 Maybe I’ll take the Phil Stringer case study,
1:37:40 turn it into an email, get people to realize
1:37:42 like these people were where they are,
1:37:46 this is relatable, you can do it too, right?
1:37:49 Address common objections throughout your messaging,
1:37:51 talk about your big promise throughout your messaging,
1:37:52 talk about your hero story.
1:37:55 So basically you’re taking what’s in your webinar,
1:37:58 that’s not the educational content
1:38:01 and you’re creating a curiosity gap in your email, okay?
1:38:03 So what is a curiosity gap?
1:38:04 This is something that you use in videos
1:38:07 and social in your webinar.
1:38:10 A curiosity gap is basically giving people
1:38:14 just enough information to make them curious to learn more
1:38:17 without satisfying and you’re just teasing them.
1:38:20 And so you’re just opening up curiosity gaps
1:38:22 throughout your email, throughout your webinar
1:38:24 so that you get people to take an action,
1:38:27 stay on the webinar to learn more,
1:38:29 register for the webinar to learn more,
1:38:30 click to learn more, right?
1:38:34 So you open up these curiosity loops, curiosity gaps
1:38:38 to get people curious and willing to stay on, learn more, okay?
1:38:39 So like we talked about,
1:38:41 this is an entrepreneurship podcast,
1:38:44 a lot of the only downfall of videos, like very finicky, okay?
1:38:47 So marketing with Teachable, so marketing,
1:38:49 so Teachable has all these amazing things
1:38:50 to stack your offer,
1:38:53 they also have all these amazing things to market your offer.
1:38:57 So with Teachable, you can create a custom branded site.
1:38:59 So you can use all of your branding,
1:39:01 they’ve got, you can just create it in no minutes,
1:39:04 there’s no coding required, so you can create a site.
1:39:06 You can create those lead magnet pages
1:39:07 that I always talk about.
1:39:10 So if you guys have no idea how to create a lead magnet page,
1:39:13 signing up to Teachable just for that in itself
1:39:17 will pay for itself and get you emails and things like that.
1:39:20 So you build an audience by offering free content.
1:39:24 So creating digital downloads, checklists, quizzes.
1:39:26 Teachable has an AI quiz generator
1:39:29 and then you can create a lead magnet page with no code
1:39:31 and drive people from social media and email
1:39:34 and things like that to your lead magnet page
1:39:35 to get your free download.
1:39:38 And then you can upsell them to your course and whatever
1:39:41 and Teachable lets you do that whole flow, okay?
1:39:43 Affiliate programs,
1:39:45 Teachable helps you screen and onboard affiliates,
1:39:48 pay commissions, handle commission tax reporting.
1:39:49 So your whole affiliate program
1:39:51 can just be built out on Teachable.
1:39:55 Whether you’re a coach, whether you have a course, okay?
1:39:56 Abandoned carts.
1:39:59 So basically, if somebody is about to make a purchase,
1:40:00 you’ll get a notification
1:40:02 if people made it to the cart phase
1:40:06 and then you can target them with specific emails
1:40:09 with language about like, you know, objection handling
1:40:12 and things like that to try to get them to make a purchase.
1:40:14 And then they also have integrations
1:40:16 with MailChimp, with ConvertKit.
1:40:19 I saw somebody had a question about click funnels.
1:40:21 You can go in and check all their integrations
1:40:23 and see what they integrate with.
1:40:25 But for sure, you could do like Excel downloads,
1:40:27 uploads and things like that.
1:40:31 – We’ll be right back after a quick break from our sponsors.
1:40:34 – Yeah, Pam, if you’re anything like me,
1:40:36 you didn’t start your business
1:40:38 to spend all your time managing finances,
1:40:41 budgeting, invoicing and tax prep,
1:40:44 not exactly the fun part of entrepreneurship.
1:40:48 My CEO, Jason, on the other hand, is great at finances,
1:40:49 but even he doesn’t wanna switch
1:40:51 between five different apps for banking,
1:40:54 expense tracking and contractor payments.
1:40:56 We wanted a tool that could just do it all.
1:40:58 And guess what, we found one.
1:41:01 And yes, it’s called Found.
1:41:03 Found is an all-in-one financial tool
1:41:06 made for entrepreneurs and solopreneurs.
1:41:08 Found handles everything, business banking,
1:41:10 bookkeeping, invoicing, vendor payments
1:41:12 and even tax planning.
1:41:14 No more juggling multiple apps.
1:41:17 Found does it all in one place.
1:41:20 With smart features like automatic expense tracking,
1:41:22 virtual cards for specific budgets
1:41:25 and no hidden fees or minimum balances,
1:41:27 Found helps us stay organized and save time.
1:41:29 Plus, signing up is quick and easy.
1:41:32 No paperwork or credit checks required.
1:41:36 Join the 500,000 small business owners who trust Found.
1:41:38 Get your business banking working for you.
1:41:41 Try Found for free at found.com/profiting.
1:41:44 Stop getting lost in countless finance apps
1:41:47 and try Found for free at found.com/profiting.
1:41:52 Sign up for Found for free at found.com/profiting.
1:41:55 Found is a financial technology company, not a bank.
1:41:59 Banking services are provided by Pyramont Bank, member FDIC.
1:42:00 Found’s core features are free.
1:42:04 They also offer an optional paid product, Found Plus.
1:42:07 Young and Profiters, I spent years slaving away
1:42:10 in so many different jobs, trying to prove myself,
1:42:13 trying to figure out what gave me joy at work
1:42:15 and trying to build productive teams.
1:42:17 Eventually, I figured it all out.
1:42:20 But what if you could learn that stuff about yourself
1:42:23 and your team in a fraction of the time that I did?
1:42:26 The working genius model will transform your work,
1:42:29 your team and your life by leveraging your natural gifts.
1:42:33 We each possess a unique set of skills and let’s face it,
1:42:35 you’re gonna be more fulfilled and successful
1:42:37 when you lean into rather than away from
1:42:40 your natural true talents.
1:42:42 Working genius can help you discover how to increase joy
1:42:44 and energy at work by understanding
1:42:47 what your working geniuses really are.
1:42:50 The working genius assessment only takes 10 minutes
1:42:52 and the results can be applied immediately.
1:42:55 I took the assessment and my two primary working geniuses
1:42:58 are inventing and galvanizing.
1:42:59 I just love creating new things
1:43:03 and then rallying people together to bring them to life.
1:43:04 That’s why I’ve been starting businesses
1:43:06 and growing teams for years.
1:43:09 Your own working genius may be completely different.
1:43:11 The working genius assessment
1:43:14 is not just a personality test, it’s a productivity tool.
1:43:17 It can help you identify your own individual talents
1:43:20 and provide a great roadmap for creating productive
1:43:22 and satisfied teams.
1:43:24 You and your team will get more done in less time
1:43:26 with more joy and energy.
1:43:30 To get 20% off the $25 working genius assessment,
1:43:32 go to workinggenius.com
1:43:35 and enter the promo code profiting at checkout.
1:43:36 That’s right, you can get 20% off
1:43:39 the $25 working genius assessment
1:43:43 at workinggenius.com using promo code profiting.
1:43:45 Young and Profiters, when I started my podcast,
1:43:47 I had a volunteer team.
1:43:48 I was able to just go on social media,
1:43:50 put up a post, recruit some interns,
1:43:52 and it was no big deal.
1:43:56 But as we scaled as a company, I need real A players.
1:44:00 I need people with experience, but we’re a small company.
1:44:01 And so I don’t have an HR team.
1:44:03 However, I found the secret sauce
1:44:06 to hiring effectively with no HR team.
1:44:08 And the secret is indeed.
1:44:11 Indeed is your go-to hiring and matching platform
1:44:14 where you can find vet and lock in the best talent
1:44:15 all in one place.
1:44:18 Stop bouncing around between different job sites
1:44:19 and let Indeed’s matching engine
1:44:22 help you build your dream team fast.
1:44:24 I’m super glad I found Indeed when I did
1:44:26 because now hiring is so much easier.
1:44:28 We’re not just doing it from scratch.
1:44:31 We do our hiring all in one place.
1:44:33 Indeed matches you with quality candidates.
1:44:37 In fact, a recent survey found that 93% of employers
1:44:39 agree that Indeed delivers the highest quality matches
1:44:41 compared to other job sites.
1:44:43 Getting high quality matches the minute
1:44:46 you put up a post saves you so much time.
1:44:48 Trust me.
1:44:49 I know.
1:44:51 Join the over 3 million businesses worldwide
1:44:53 that use Indeed to hire A players fast.
1:44:57 And listeners of the show will get a $75 sponsored job credit
1:44:59 to give your jobs more visibility
1:45:01 at indeed.com/profiting.
1:45:03 That’s indeed.com/profiting.
1:45:07 And tell Indeed you heard about them on this podcast.
1:45:09 Terms and conditions apply.
1:45:10 Need to hire.
1:45:11 You need Indeed.
1:45:20 OK, so quick demo about the marketing piece for Teachable.
1:45:23 In this video, I’ll be walking through some of the extra features
1:45:24 that Teachable offers that really
1:45:28 make the Teachable experience the best one possible.
1:45:30 So first off, I just want to touch on the ability
1:45:33 to customize your Teachable sites.
1:45:36 So not only can you customize the logo, branding,
1:45:38 the thumbnail that you have, you can go a step further.
1:45:42 And Teachable actually offers you several different fonts
1:45:45 that you can choose from, as well as preset color palettes.
1:45:47 But not only just presets, they actually
1:45:49 allow you to select the exact colors
1:45:52 you want for the different aspects of the Teachable page.
1:45:56 So you can see here, we’ve added our Yap Navy Blue and our Yap
1:45:59 Pink to our site to make it feel that it is truly
1:46:04 a branded experience when you go to the course pages.
1:46:06 Next thing I want to quickly touch on
1:46:09 in terms of the course pages and the courses themselves
1:46:11 are once your courses are up and running,
1:46:14 you have the ability to actually build and have
1:46:17 your affiliate program within Teachable’s backend.
1:46:21 So under the Users tab, you can go to Affiliates.
1:46:22 They’ll ask you a couple of questions.
1:46:24 It takes about 15 seconds to set up.
1:46:27 And then in here, you can see your affiliates, sales
1:46:30 by affiliates, earnings, the affiliate resources
1:46:33 you can add in terms of the URLs that you have,
1:46:35 the links that you have available to them,
1:46:37 and then the settings if you would like to change any of them
1:46:40 as your course goes on in time.
1:46:42 So again, really cool that Teachable
1:46:45 has all of these aspects under their one umbrella
1:46:49 to be able to build your course in truly a comprehensive way.
1:46:52 The next thing I want to talk about in terms of integrations
1:46:55 and having everything under one umbrella is Teachable’s app
1:46:56 hub.
1:46:59 So under settings, you’re able to go to the app hub
1:47:03 and you can see how many softwares and apps Teachable actually
1:47:05 has an integration with.
1:47:07 So you can work with Zoom and install Zoom
1:47:09 and work with them with Teachable.
1:47:11 You can have integrations with Calendly,
1:47:15 with Google Analytics, with MailChimp, with TikTok,
1:47:18 with Zapier, all of these different softwares,
1:47:20 especially with your email service providers,
1:47:23 to make sure that everything that’s happening on Teachable
1:47:25 and all the data collection and management
1:47:28 is seamlessly integrated with your ESPs
1:47:32 or whatever other data platforms that you are using.
1:47:35 And then the final little extra feature
1:47:38 that we love at Yap that might be interesting to you all
1:47:43 is under the digital download section of products,
1:47:46 you can have low ticket or free offerings here,
1:47:49 like eBooks, Workbooks, Guides, to really add value
1:47:52 to your audience first before they may purchase a course.
1:47:55 So you can see here, we have our LinkedIn cheat sheet
1:47:56 and what you can do is on the top right,
1:47:58 you can create a digital download
1:48:01 and either share a downloadable file
1:48:04 or just deliver content through a specific link.
1:48:06 And so it’ll ask you and go through a couple steps,
1:48:11 then you’ll have these either free or low ticket downloads
1:48:14 that you’re able to share for free or put a price on
1:48:16 that will get people into your funnel
1:48:17 and then later down the line,
1:48:20 you can upsell them to courses, coaching,
1:48:22 other products as you see fit.
1:48:25 So just as a reminder, we love all these extra features.
1:48:29 If you’re interested in trying the pro plan for 30 days,
1:48:30 head to the link in the chat.
1:48:33 We would love to see you all using Teachable like we do.
1:48:37 – Awesome.
1:48:39 And Kate, if you could just drop the link
1:48:44 for everybody to sign up as one last thing.
1:48:46 And I’m gonna stay on for like,
1:48:49 hold on, how do I get out of this?
1:48:50 I’m gonna stay on for-
1:48:52 – In this video, I’ll be walking.
1:48:55 – Oh, okay, hold on.
1:48:58 I need to just wrap some content up.
1:49:03 So when it comes to the pre-drip webinar,
1:49:06 like we mentioned, anybody who signs up for the pro plan
1:49:09 takes the screenshot, you get the download,
1:49:12 you get her five email drip campaign.
1:49:13 So this is everything that Kat does
1:49:16 to get people to show up, all right?
1:49:21 We also are giving you our YAP playbook
1:49:24 for post-webinar retargeting.
1:49:28 So essentially what we do at YAP for our courses
1:49:31 to get people to convert to the courses
1:49:33 after the webinar, right?
1:49:36 ‘Cause it’s, typically we get,
1:49:37 I would say, Kate, you can correct me if I’m wrong.
1:49:39 We basically get the same amount of signups
1:49:42 in the webinar and post-webinar with our stuff.
1:49:44 I don’t know if our stuff is different than most people,
1:49:46 but we’ll get the same amount of people
1:49:48 signing up after the webinar, but it takes more time.
1:49:50 It’s like, we get all at one signups
1:49:53 and then we get people trickling in
1:49:54 until the course goes live.
1:49:56 We have a live course, okay?
1:50:00 So you have all of our webinar drip series for YAP media
1:50:03 as part of this free gift, okay?
1:50:06 And then we are also including,
1:50:10 this is linked in the presentation, a tech setup SOP.
1:50:11 So Kate, do you wanna just tell them
1:50:13 what’s in the tech setup SOP?
1:50:19 – Yes, you will get access to everything that we do
1:50:22 from before the webinar to after the webinar
1:50:25 to make sure that the signup process
1:50:29 and registration process is all cohesively linked together
1:50:31 with your email provider with Google Calendar
1:50:35 to maximize the rate of show up for your attendees
1:50:37 and just making sure that if you’re newer
1:50:41 to hosting webinars and putting on these sorts of events,
1:50:43 that it is as simple and easy for you
1:50:45 to execute as possible.
1:50:48 – Yeah, so you guys get to tech setup SOP
1:50:53 as an additional gift to all you guys.
1:50:58 So this is the SOP and like we mentioned,
1:51:01 if you just sign up to the pro plan,
1:51:03 take a screenshot of your confirmation and email,
1:51:06 send it to academy@yapmedia, share it in the chat,
1:51:07 you’ll get the bonuses.
1:51:09 So our team after this webinar
1:51:11 is going to be responding back to the emails
1:51:13 and sending everybody the PDFs.
1:51:17 There’s extended notes in this, you get all the slides.
1:51:19 We’re going to put out the recording in a few days.
1:51:23 So if you want to watch it again, you get to do that, okay?
1:51:26 And I’ll stay on now and do some Q&A.
1:51:30 So I have about seven-ish minutes.
1:51:34 I’ll stay on an extra five, 10, 15 minutes of Q&A.
1:51:36 If you guys have a question, raise your hand.
1:51:41 And Kate has a hard stop at 115, so that’s our hard stop.
1:51:43 If you guys have questions, raise your hand.
1:51:44 I’m happy to answer them.
1:51:48 Don’t be shy.
1:51:53 Well, how did you guys like this webinar?
1:51:55 If you don’t have questions, okay, there we go.
1:51:59 All right.
1:52:01 So let’s start with Sean.
1:52:06 All right, Sean.
1:52:07 Hello.
1:52:10 – Hello, hello, how are you?
1:52:13 Once again, another great webinar once again.
1:52:14 I’ve always been a fan of you.
1:52:17 So as I joined LinkedIn, my question is,
1:52:19 and I hope this makes sense,
1:52:23 and I’m going to try to be as concise as possible.
1:52:28 So I already have a product, a framework,
1:52:34 a high ticket off of whatever I have you that I, you know,
1:52:39 and I, before this webinar have been prepping for the rollout.
1:52:42 And I wanted, you know, some of what I’ve been trying
1:52:44 to do with some things I learned from you.
1:52:47 And I picked up from all the friends who just, you know,
1:52:52 I definitely don’t know as much as you do about branding.
1:52:55 But one thing I do know is you always want to make
1:52:58 your brand and experience much bigger than it might be
1:53:00 at the current time.
1:53:03 So my question, so let me get to the question.
1:53:06 So my question is, now I’ve seen this webinar,
1:53:08 I’m starting to think, kind of rethink
1:53:11 of what my original strategy was.
1:53:16 My original strategy was to send out this demo presentation,
1:53:17 you know, not a webinar,
1:53:20 like a 15, 20 minute demo presentation,
1:53:23 which like a Google form sign up that would,
1:53:27 after they witnessed the demo presentation, like,
1:53:29 hey, you know, if you’re interested in doing business
1:53:33 of, you know, buying momentum, that’s the name of my product,
1:53:35 please sign and then let’s connect.
1:53:40 So my question is, do you think I should proceed
1:53:44 with that strategy or with having a webinar
1:53:47 about momentum, be the better way to go about it
1:53:51 before the demo presentation?
1:53:55 Or can I still do proceed the way I plan to
1:53:57 and then have a webinar behind it?
1:54:01 – Yeah, what kind of a, what is the price of your product?
1:54:02 And is it like a software?
1:54:04 Like what does your product do?
1:54:05 Is it agency services?
1:54:07 Like what is your product and what is the price?
1:54:12 – So the price is 5,995 and it’s a framework,
1:54:19 momentum is a framework that demonstrates to organization
1:54:22 how to be mindful of their people’s mental health
1:54:27 and trauma for the purpose of improving communications,
1:54:30 productivity, performance, retention,
1:54:34 and then profit margin or funding if it’s a nonprofit.
1:54:37 And then also when it comes to technology,
1:54:39 what it does is because a lot of organizations
1:54:42 already have mental health apps and platforms,
1:54:46 but by the data, by the numbers and by my research
1:54:50 about half of employees still say that they’re still suffering
1:54:52 from mental health problems and trauma
1:54:57 and a lot of their bosses, so to speak,
1:55:01 think that they’re the environment or the culture,
1:55:06 the organization is a lot more welcoming
1:55:10 or a lot more mental health proof or trauma proof,
1:55:12 however you wanna put it, whatever the wording is.
1:55:16 So another thing that momentum does that my framework does
1:55:21 instead of just like one size fits all,
1:55:25 either an app or a software platform,
1:55:29 it also shows like, hey, this is what the appropriate
1:55:32 software or platform would be
1:55:34 for your particular organization
1:55:36 because what works for one organization
1:55:38 is probably not gonna work,
1:55:40 every organization is different.
1:55:42 And I hope I answered your question.
1:55:44 – You did, you did, it’s really helpful.
1:55:45 So like I have a couple ideas
1:55:47 and I feel like you need to do,
1:55:50 you’re gonna have to have multiple sales strategies.
1:55:52 So I feel like on your websites
1:55:55 and anybody who’s like sort of ready to buy
1:55:57 or has done their own research,
1:55:59 I would definitely include an option
1:56:02 to kind of get different demos based on their use case
1:56:04 so that they can do it self-service, right?
1:56:06 So your original idea I think is good
1:56:07 for anybody who’s already warmed up,
1:56:09 you’ve been talking about it on social,
1:56:11 they don’t need a webinar, right?
1:56:12 You always wanna have an option
1:56:14 for people who are already warm
1:56:16 to go down your funnel, right?
1:56:17 – Right.
1:56:19 – But you can have a pro-activist approach
1:56:22 because there seems like there’s a lot of information
1:56:25 and it’s not that high to get
1:56:28 or even employees could attend your webinar
1:56:30 and kind of advocate to roll it out
1:56:33 to their companies and things like that.
1:56:34 But I do think that there’s education
1:56:37 that needs to be done like why do people need this?
1:56:39 Why do companies need this offering, right?
1:56:43 And so creating a webinar allows you to build the case
1:56:46 of why people need this and why they should care
1:56:48 and kind of tease out your framework
1:56:50 and create a curiosity gap
1:56:53 without giving away the whole framework, right?
1:56:53 – Right.
1:56:56 – So I do think a webinar could be really powerful for you.
1:56:59 What you’re gonna have to experiment with is like,
1:57:00 who would attend this webinar?
1:57:02 Who are my target titles?
1:57:04 Who buys from me?
1:57:05 How am I gonna find these people?
1:57:07 How am I gonna pull them into this webinar
1:57:09 and get them all there in one place?
1:57:11 And if it’s not very broad, right?
1:57:13 So if it’s not so broad,
1:57:16 it might be difficult to get people in one place
1:57:17 at one time for a webinar.
1:57:19 You’re gonna have to experiment with that.
1:57:22 And if you find that it’s too difficult to do one to many
1:57:24 because it’s not enough leads
1:57:27 to get everybody in one place where it makes sense,
1:57:29 then you wanna do a webinar framework
1:57:32 but do a discovery call
1:57:35 where you’re basically taking leads
1:57:37 and bringing them through the webinar
1:57:40 that you would be doing for one to many
1:57:41 with less education.
1:57:45 It has to be a 30 minute version of that
1:57:49 on the discovery call, right?
1:57:51 And so you need to just figure out, can I actually get?
1:57:52 And what is it worth?
1:57:55 Like, if you get 20 people to attend a webinar,
1:57:55 is that good?
1:58:00 You might not need, you know, 500 people on the webinar.
1:58:01 It might be 10 good leads
1:58:04 and that might be an even better experience
1:58:05 but I would experiment with it.
1:58:09 Expecting people to just convert off a demo
1:58:12 without being warm at all is gonna be a tough sell.
1:58:13 – What?
1:58:15 – So that can be, yeah.
1:58:17 – Oh, let me, no, let me let you finish.
1:58:18 I’m so sorry.
1:58:20 – No, no, that’s, I think I’m,
1:58:23 that was the advice that I had for you.
1:58:24 – All right, Justin,
1:58:25 could I don’t wanna hog the mic?
1:58:28 – I don’t, I just, as a follow up to that,
1:58:30 I just wanna give you a little insight to my thinking.
1:58:34 The original reason why I thought that was good enough
1:58:37 is because it’s such a big emphasis on that.
1:58:40 You know, it’s not like I’m offering something niche
1:58:45 but within a market that like is,
1:58:50 it’s already, you know what I mean?
1:58:53 It’s already widespread and well now, that’s it.
1:58:55 But I definitely appreciate all your advice.
1:58:56 Thank you so much.
1:58:57 – Yeah, 100%.
1:58:58 Good luck with it.
1:59:01 I hope that you do an amazing job with it.
1:59:04 We’ll take our last question from Paris.
1:59:09 – Hey, Halla, can you hear me?
1:59:10 – Yes.
1:59:12 – Okay, okay, so first of all, I need to thank you.
1:59:17 First of all, to start off, this was so, so, so, so good.
1:59:22 But my question for you is I am going to be launching
1:59:27 a offer to help moms who have daughters
1:59:30 who are living with bipolar disorder.
1:59:33 And that’s because I was diagnosed 10 years ago
1:59:36 and my story is very much entwined with the struggles
1:59:39 of that, but what we can do to step out of that darkness
1:59:43 to own our lives and not let that keep us stuck.
1:59:47 So my question for you is I’m in the process right now
1:59:51 of finalizing the outline for my course,
1:59:53 what I want to include with this.
1:59:57 I want to know if it would be the best first step
2:00:00 to start off before launching that offer.
2:00:04 I think it would make more sense to go with a webinar first.
2:00:06 Like you said, you broke down.
2:00:08 I took so many notes, my notebook is like dead
2:00:10 because it’s so many notes, so good.
2:00:15 But I wrote down that I think I want to focus on one
2:00:19 or two of the things I’m going to focus on in the course.
2:00:20 So I just gave a webinar yesterday.
2:00:24 I was asked to speak by this foundation about self-stigma.
2:00:27 So I talked about dismantling the roots
2:00:29 that keep self-stigma flourishing.
2:00:31 So do you think that, I already have, it’s literally done.
2:00:33 It’s recorded.
2:00:34 I literally got the recording yesterday.
2:00:35 I did it yesterday.
2:00:40 So I’m thinking, should I just use that and re-record that
2:00:43 and release that before launching my course?
2:00:48 Or what do you think would be the best approach for that?
2:00:53 – Yeah, I would, is your plan to have like an on-demand course
2:00:55 on Teachable or something like this?
2:00:58 – Yes, yes, I think that, so I am not sure,
2:01:00 but I think that would be the best.
2:01:02 It sounds like the best way to do it to me.
2:01:07 – So I would create the course first
2:01:09 before you create your webinar,
2:01:12 just because you want people to buy on the webinar.
2:01:13 – Okay.
2:01:15 – And I would take the content that you already made
2:01:17 in your webinar and thought through
2:01:20 to use this promotional material
2:01:22 to invite people to your webinar.
2:01:23 – Okay.
2:01:25 – And then you can use that content for your webinar.
2:01:29 So that way you have your offer in place
2:01:31 so that people can buy right on the webinar.
2:01:35 If you were doing like a live workshop in two months,
2:01:38 people could buy that now
2:01:42 and then wait for the live course.
2:01:42 – Okay.
2:01:48 – You wouldn’t necessarily need to have your course first,
2:01:51 but if you want people to buy, you need to have an offer.
2:01:51 – Okay.
2:01:53 – So that means you should work on your course
2:01:55 and then some of the content that you use
2:01:59 for your presentation, you can use in your social posts
2:02:00 to try to like get momentum, get people to register.
2:02:03 You can get people, your offer now
2:02:05 is registering for this webinar.
2:02:06 That’s something you can start right away.
2:02:08 You don’t need anything prepared.
2:02:10 You can work on it on the journey.
2:02:14 Your offer now is getting people to sign up to the webinar.
2:02:15 – Okay.
2:02:17 – And then in the meanwhile, you’re gonna build your course
2:02:19 so that the course is ready by the time the webinar is live
2:02:22 so that people can buy the course on the webinar.
2:02:24 – Okay, I think my issue I might run into with that
2:02:28 is that that’s done, but I think I have a tendency
2:02:30 to overcomplicate things.
2:02:32 I really make things way more complicated
2:02:33 than they need to be.
2:02:37 So should I just, so I’m gonna do that webinar.
2:02:40 That’s already done, that’s perfect.
2:02:42 But I’m gonna finish.
2:02:44 I think my issue is I just need to literally
2:02:47 lock myself in a room and not talk to anyone
2:02:47 and finish this course.
2:02:50 That’s why I actually am off social media,
2:02:52 but I think from your perspective,
2:02:54 do you think that makes sense to launch,
2:02:56 have people register for a webinar
2:02:58 where it is about how to dismantle the roots
2:03:01 of self-stigma and then it doesn’t really makes,
2:03:02 I feel like it doesn’t really make sense
2:03:06 to go into the offer of, okay, I want to work with you.
2:03:07 If you are a mom and you have a daughter
2:03:09 who’s living with bipolar,
2:03:11 I will help give you the education
2:03:14 so you understand what is bipolar disorder.
2:03:17 How can I support myself and then be able to show up
2:03:19 to support my daughter in a way
2:03:20 that doesn’t fracture the relationship?
2:03:24 Do you think that makes sense or should I do something?
2:03:28 – Your education needs to connect directly to the offer.
2:03:28 – Okay, okay.
2:03:30 – But you actually wanna think about like,
2:03:34 how does what I, you might wanna reframe it
2:03:38 to be like, you know, a bipolar for mom’s webinar
2:03:41 because otherwise it’s not gonna connect.
2:03:42 – Yeah, yeah.
2:03:44 – And so you really wanna connect.
2:03:45 And then the other thing I would say
2:03:47 is that you might wanna broaden it out a little bit.
2:03:48 Like it’s really specific.
2:03:51 You gotta be a mom, you gotta have a daughter,
2:03:53 you gotta have bipolar.
2:03:56 Like, can you broaden it out a little bit
2:03:57 so you can get some leads?
2:04:00 ‘Cause that’s really, really specific.
2:04:02 And it’s gonna be like, you don’t wanna haystack, right?
2:04:04 – Yeah, so I agree with that.
2:04:07 The reason I did it so specific
2:04:10 is because I used to do coaching and I hated coaching
2:04:13 and it was very, it was just for anyone with bipolar.
2:04:15 And I did it, I was really good at it,
2:04:16 but I hated coaching.
2:04:17 So I said, I’m not doing this anymore.
2:04:21 I’m gonna be able, and I wanted to work with them more.
2:04:23 The reason I picked that is because of my mom.
2:04:25 It’s because my issues with my mom,
2:04:28 that has been the most damaging being in my entire life
2:04:29 and probably still is.
2:04:31 So I wanted to help people with that
2:04:33 because I know the knowledge on it.
2:04:36 So maybe I should, I’ll listen to you.
2:04:38 You tell me what to do, I’ll listen to you.
2:04:41 – Well, if you feel passionate about women
2:04:46 and it’s just women with bipolar, not necessarily moms,
2:04:49 maybe it’s neurodiversity with moms
2:04:51 and it’s not just bipolar.
2:04:53 You could talk about anxiety, you could talk about ADHD.
2:04:58 Like, it’s like, how can you bring in more leads?
2:05:03 Or you gotta get really good
2:05:06 at finding moms with bipolar disorder.
2:05:07 Like, where do they hang out?
2:05:09 What do they sign up to?
2:05:10 How can you find them?
2:05:14 But the more that you, like, niching is good,
2:05:16 especially in the beginning of your journey.
2:05:18 Niching is the best way to get started.
2:05:20 But when you go too niche,
2:05:23 you’re just closing out the opportunity.
2:05:24 – Okay.
2:05:26 – So I would just think about how can you, like,
2:05:28 just broaden it out a bit
2:05:30 so that there’s just more people
2:05:32 who would be interested in what you’re selling.
2:05:34 – Well, I think I already have that because I have,
2:05:36 I’ve had my podcast for five years.
2:05:38 It’s the top 1%, 130 countries people listen.
2:05:41 So I already have a massive audience,
2:05:43 everyone around people who live with bipolar,
2:05:44 they work in the field.
2:05:47 And what I wanna do is it’s not moms with bipolar,
2:05:50 it’s moms who have a daughter who has a diagnosis.
2:05:52 So I’m helping, ’cause I’m the daughter.
2:05:53 I’m the daughter with a diagnosis
2:05:58 and my mom had no education, was not there for me at all,
2:06:00 still is not.
2:06:03 So I wanna help people through that of how do you,
2:06:05 how do you show up for yourself,
2:06:08 regardless of whether or not you have that support in place,
2:06:10 because you can cultivate that within yourself.
2:06:15 And you can tell to me, guys, my LinkedIn, oh, sorry,
2:06:17 my LinkedIn I’ve been putting in the chat.
2:06:19 So that’s all my stuff on there.
2:06:21 But Hala, this has been, I mean, what do you think?
2:06:23 Do you think, ’cause I don’t wanna do what you said,
2:06:25 where you said to do ADHD and all that,
2:06:27 because I know bipolar, I live with bipolar,
2:06:29 I feel like I can only speak to what I’ve experienced
2:06:30 in this lifetime.
2:06:34 I don’t feel like I’m an authority or a voice on that stuff.
2:06:35 I understand it very intimately
2:06:36 because I have a lot of people I know,
2:06:39 but I think what I know super, super, super well
2:06:42 is how to not let this destroy you
2:06:44 to where you become suicidal, you end you,
2:06:46 and I’ve had a lot of that.
2:06:49 So I think, I don’t know, I think you’re right.
2:06:50 So I think you’re sorry. – I have an idea.
2:06:54 Maybe it’s just, maybe it’s bipolar is the core,
2:06:57 but maybe it’s anybody who has anybody they love
2:06:58 in their life with bipolar.
2:06:59 Like maybe– – Yes.
2:07:02 – Such daughters, maybe it can be sons, your husband,
2:07:06 your what, like just anyone who wants to deal with,
2:07:08 like who wants to understand how to deal with somebody
2:07:10 that they love that has bipolar
2:07:12 and how to deal with it in the best way.
2:07:13 – I love that.
2:07:15 No, that breaks everything down
2:07:16 because I feel like what you’re saying,
2:07:19 that’s not too niche, ’cause I think moms with a daughter
2:07:22 with bipolar is like, that’s cutting things too down,
2:07:26 but I think you’re saying if the person has bipolar,
2:07:29 if this course is for anyone who loves somebody
2:07:32 who has that diagnosis, so they can get the education,
2:07:35 understand, take care of themselves, that makes sense.
2:07:37 Is that kind of what you’re saying?
2:07:38 – Totally what I’m saying.
2:07:40 So I feel like that’s gonna broaden it up,
2:07:44 and then your hero story is the example of you and your mom.
2:07:48 – Okay, okay, I think, well, we’re not,
2:07:50 I think the hero story might just be me
2:07:55 because we’re not, that’s still not, she’s still not there.
2:07:59 So I think I’ll use, I’ll think what I’ll do is I’ll use myself
2:08:02 as the hero story to show how I have forgiven her
2:08:05 and extended forgiveness and grace to her
2:08:07 that she did not have the tools that she needed
2:08:09 to raise me in the way that I deserve to be raised.
2:08:11 So I think that makes sense, but I don’t wanna be,
2:08:12 ’cause I’m very aggressive.
2:08:15 I feel like I come across as very, very aggressive,
2:08:17 and I think I’m working on not being,
2:08:18 I mean, I don’t know, I don’t know,
2:08:20 but I think that makes sense.
2:08:24 So I appreciate you, you are absolutely incredible.
2:08:27 You’re a fucking shark, like you are amazing.
2:08:29 I’m so glad you messaged me on LinkedIn
2:08:31 because if you had not messaged me on LinkedIn,
2:08:33 I would not be on this webinar right now,
2:08:36 and I would not be having as much clarity as I do right now.
2:08:38 So you are just amazing.
2:08:40 I’m so grateful for you and all that you do.
2:08:43 And I will go ahead and pass it on over for someone else
2:08:44 ’cause I don’t wanna hog up
2:08:48 the entire microphone the whole time.
2:08:49 – Thank you, Paris.
2:08:50 I wish you the best of luck.
2:08:52 I’m really excited for your idea.
2:08:55 I appreciate everybody who joined this webinar.
2:08:56 I had so much fun.
2:08:58 It was the first time I ever did it.
2:09:00 So I hope that you guys found a lot of value from it.
2:09:03 I hope you guys learned something from it.
2:09:04 I’m excited to give away the materials
2:09:07 so you guys can study it on your own.
2:09:10 I hope you guys follow me on Instagram, LinkedIn,
2:09:11 if you’re not already.
2:09:13 Check out Young and Profiting Podcast.
2:09:17 Everything that I know in life is from my podcast.
2:09:18 That’s how I learned.
2:09:19 So if you like this kind of stuff,
2:09:21 you’ll love the podcast.
2:09:24 Shout out to Teachable again for making this happen.
2:09:26 The reason why I was able to do this for free
2:09:27 and spend all this time on it
2:09:29 was because Teachable sponsored us.
2:09:30 So support Teachable.
2:09:31 When you think about a course platform
2:09:33 that you want to join,
2:09:36 just remember that Teachable is really invested
2:09:37 in their creators.
2:09:39 They do stuff like this.
2:09:40 And just thank you so much.
2:09:42 I hope everybody has a great rest of their day.
2:09:44 Had such a fun time with everybody today.
2:09:45 Thank you, everybody.
2:09:46 All right, guys.
2:09:47 Thank you so much.
2:09:49 Until next time.
2:09:50 Bye, guys.
2:09:53 (upbeat music)
2:09:55 (upbeat music)
2:09:58 (upbeat music)
2:10:00 (upbeat music)
2:10:04 (upbeat music)
2:10:14 [BLANK_AUDIO]