In the episode:

02:07 - The hemorrhoid guy

07:15 - When the student is ready...

11:51 - A love story in disguise

12:37 - Who are you meant to serve?

14:27 - This does not get you clients

18:52 - Be credible and likeable

19:49 - The first thing you need to implement

24:35 - Why do they buy?

29:14 - Your personal brand identity in 3 parts

35:01 - You'll be judged on this

36:53 - The opposite of a sales funnel

38:50 - They want to hear from you

39:42 - What infoproducts do for you

41:23 - When you can close the business

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Transcription:

James: Please welcome up to the stage, Matthew Kimberley. Come on mate. Do you want me to stay up here and support you?

Matthew: Stay a second James. Hold my hand. I don't think it would be inappropriate if we all took a second to give James...

James: You're trembling like a leaf.

Matthew: [laughs] Thank you darling. I don't think it would be inappropriate if we all took a moment to give James the standing ovation that he absolutely deserves. So could you please just join me in doing that.

James: Oh wow. Thank you. Thank you very much. (Here you go mate) That's nice to have one that I didn't orchestrate in the morning with my own introduction.

Matthew: I hear from a colleague of a mine who's a great public speaker, he says, "If you want to get a standing ovation every time, get them standing up before you finish your presentation.” And then get them to clap at the end. Standing ovation!

Speaking of standing up, would you please do me a favor of standing up. I'll tell you exactly why I'm asking you to stand up in a second. Can you stand up and shake out your arms like so. Just shake them out. I'd like to see everybody standing up, unless there's a very good reason why you shouldn't be. Thank you so much!

Now center yourself, put your arms in front of you like this. That's great. That's great. And then slowly stop the shaking and put your fingers out, like you're doing the diving I'm OK sign. And you're actually clutching a pair of imaginary sunglasses. And as you put those sunglasses on, you can slowly sit down. And the reason you're all wearing sunglasses is because you are about to be dazzled. Kaboom! Thank you! (pointing to audience) One person eh?

[Audience laughing]

Matthew: Love that you laughed.

A little background on Matthew

That's me. That is the face of a man with terrible hemorrhoids. Sparing you any medical details, the year was 2009, and I was hustling and grinding like the best of them. I was the CEO of Target Recruitment. Target Recruitment did 1.1 million in its first year, did 2.6 in its second year, and its third year, my ass was falling out. I was feeling like death. My relationship with my business partner was terrible. He hated me, I hated him. I left with my tail between my legs, and I changed my life. And that was my road to Damascus moment, which every speaker apparently has to have in their presentatio...