Today we’re talking about webinars and why webinars can totally suck because in truth, webinars are really sold as this magic thing that’s just going to make everything work. When it all honesty, it’s not really as perfect of an engine as you’ve heard. And it’s really weird because you have heard people like Russell Brunson touting the fact that everybody was in their Inner Circle must create a webinar and you run that webinar every single week until you’ve made $1 million period. Don’t deviate. Don’t automate, do it. That’s what he tells people. But really in all truth, there are things about the Webinar that nobody knows, number one, because you don’t know the stats about a Webinar. And number two, you’ve never really tried to scale a Webinar and there are some serious issues, but if you get it right, it’s still one of the best systems to use. So that’s what we’re talking about today. So about three years ago, this gal had built her business. She was teaching people how to build a staffing business and she was going business to business selling high ticket and doing it, but she was always traveling, never able to be home, and she was like, can’t I scale this? She was doing YouTube but massively and she was like, I should be able to make money with this. How do I make money? And so she looked online and everyone said do the webinar. And so she had decided, okay, but here’s the thing, the secret with her, she didn’t say, I’m going to go learn everything, become a webinar expert. She said, I’m going to go find somebody who knows how to do this stuff. That’s stroke of genius that literally took years off of her learning curve, brought her knocking on my virtual door. I was the guy who’s going to build this funnel for her. And so she gave me all the ideas, everything she wanted, and I said, okay, that’s wonderful, but if we’re going to do this right and you actually want a webinar that’s actually going to work, I needed to take your stuff, I need to adjust. Are you okay with that? And she’s like, yeah. So first thing is with a webinar, in all truth, the first page has to be 100% curiosity based. If you can’t make somebody say, I don’t know what this is and I have to find out you’re not doing a good enough job, everybody wonders why your webinar doesn’t work or why your first page in your funnel doesn’t work. It’s usually curiosity. And if everybody’s webinar, they’re like, this is the way that makes so much money online. Those, and you’re like, oh, I know that. If somebody looked at your headline and says, Oh, I know how to do that. Already done. You’ve just destroyed here. Entire opportunity in order to make your business work, curiosity has to be built in. So we built an awesome curiosity hook. We made sure the page looked spectacular, so that way she looked professional and we hacked what was working already in that niche. And in the webinar space, after we built the Webinar with the ecosystem and all the emails that follow up and the emails and make sure you purchase and everything, we decided to launch. Now when you launch your first Webinar, it’s not going to be perfect and don’t expect perfection. You’re going to fall flat on your face and that’s okay. And when you do launch your Webinar, make sure you’re only promoting it for like two or three days before the Webinar. There’s this statistic out there, I don’t know what it actually is. It just says that we have less of an attention span than a goldfish. I don’t believe that’s exactly true because you’re still here, but at the same time, you know it’s totally possible. So you need to make sure that you’re giving people only a small window because if it’s longer than two or three days, I guarantee you people will forget and they will not come. That is traffic that is wasted. If you’re going to run live, either run it once a week and only advertise in specific spots or run it two to three times a week and just put in the work. And yes, live webinars do far, far better than automated webinars, automated webinars, they sound attractive because you get your life back. But literally listen to Russell Brunson, do it live. So we launched the webinar and as everything goes with a webinar and any funnel, the first week is going to go and it’s just going to fall over. It’s just going to fail. It’s going to be really bad. I don’t know what I’m liking that noise, but I’m doing it a lot. This stuff. Anyways, we launched the funnel and rule number one, when you’re doing a presentation, any presentation, this specifically a Webinar, you have to bring the energy and luckily this gal, she was bringing it and it was working awesome and she got everybody to be out on top of things like everybody was commenting, everyone. She was having a blast with this thing and then we went to the sales pitch and it didn’t quite make it all the way that we wanted, but that was not a failure. Webinars are an awesome machine for testing because literally one week it’s going to suck. The next week you can suck less. The next week after that you suck even less until you make this thing the magic machine. But it’s literally you adjusting until you get there and it takes a lot of energy. It takes a lot of input, but this is the system that can make this work. There’s only one problem. You’re spending paid traffic to a Webinar. It’s inconsistent beyond inconsistent. Now the ways that big gurus get over this, like Steven Larson and Russell Brunson has a lot of their traffic is organic and so organic traffic will continue to convert the way organic traffic does. Paid traffic, ebbs and flows. There’ll be days when it’s super cheap to get it. These words expensive and as you scale your ad spend, it actually gets more expensive to get a registrant and much more expensive to get a sale. How do you actually make this work? Well, this is the issue we came up with this client. We would have these ebbs and flows because a lot of her traffic was paid. We’re doing Facebook ads and we were doing a good job. We were discovering audiences that work. You’re stepping in the right headlines that worked the right images that brought in. Really what it all came down to in truth was how that traffic felt that day. Look, we ain’t got leads for like $3 and 50 cents. We got leads for like a dollar and then we got leads for $12 and this isn’t something that just happened with this client. I’ve seen it with multiple clients and in fact actually took this question and I asked it to a very big guru. I don’t know if I should name drop, I’m going to name drop. His name is Frank Kern. I’m in his inner circle. Trillium is a good program, honestly. So I’m on a call and he says, literally, yeah, this just kind of the way the Webinar goes. And I was like, nobody told me that. Everybody said, you’ll put in a dollar, you’ll make three years stale. Nobody said, well, it ebbs and flows and yeah, it definitely gets more expensive as you start to increase your ad spend. Nobody said that, and nobody will tell you that. Nobody will tell you. And that’s what sucks. But once you get your webinar converting, it shouldn’t be an issue. Once you get your webinar working and you actually get this conversion rate down, you bring the energy, you have the curiosity, you have all these systems moving and all the pieces working right on the automation side, on the backend to be able to get money as fast as possible. And then close the sale. You should be closing about 10 to 15% of people on the backend. That is $1 million webinar waiting to happen. That’s like, let’s make this thing magic. With that percentage rate, you can take on $12 registrants and they will be more interested in your product. So that’s not that big of an issue, but costs will go up and they will ebb and flow. It’s not going to be perfect every single week. One week you’ll put in $5 and make 15 one week you’ll put in $5 and make two and you know what? It’s got nothing to do with you. It’s the way traffic works. And if you’re doing just paid traffic, that’s the name of the game. So how do you get over this? Well, we actually talked about it before. We make sure that we do other types of traffic. Other options are number one, you want JV. If you can bring in somebody that already understands your topic and it’s like I have an audience that would love to do that, the audience is going to convert better than paid ads guaranteed. I love that. Strategy number two, make sure that you build it out so it’s SEO powerful. Now if you have a blog or a YouTube channel, make sure you put the link everywhere so that way you get some organic traffic moving towards this webinar towards this machine that you are building. Make sure you’re driving as much traffic as you can outside of paid ads, so if organic is a machine and organic can work if you do it right and they can be pretty warm too. The last thing that you can do is start to build out your list and keep inviting your list. Build your list with other paid media first and then bring them into the Webinar. This is where .com secrets, Russell Brunson’s book actually makes sense because instead of promoting the webinar where it’s going to is going to ebb and flow and go kinda crazy. He promoted a book and he made a book funnel and that self liquidated everybody who then went there. So I’ve put in a dollar, I got a dollar in on the book funnel. That’s $1 million funnel. I’m gonna scale that. Why? Because I can then take them and push them to the Webinar. And if only a small smidgen of a percentage actually work there, my business is exploding. So number one, definitely looking to doing a JV. Do a dream 100 start listing out the people that you want to work with in your niche and start reaching out, seeing how you can give them value. Put them on a podcast, on a YouTube channel, whatever you’re doing, promote them and help their following and you will suddenly become somebody they want to connect with it works. Number two, make this an SEO engine. Make sure your link is all over the place. Put It on YouTube, put it on your blog. Put it on your website, make sure that there is a way for organic traffic to come in cause organic traffic is much more consistent. But the way to really build this like a king and a queen is to get a self-liquidating funnel at the beginning. Now the self liquidating offer funnel where you liquidate your ad costs, that’s what I like to call it, which is like a book funnel or a product funnels. I’m like that where it’s low ticket at the beginning and you have upsells and down sales, that type of a funnel, it’s really hard to get working right? It’s kind of complicated, so I highly recommend you do number one and number two, but once you start to do those out and you’re like, okay, I got this, that’s when you go to step number three. So again, just to recap, webinars are one of the best ways for you to scale your business. It still is. It worked for this Gal and we scaled it and it worked. It was inconsistent, but it can work. You just have to know the secrets of a Webinar to be absolutely honest, which include number one, keep the curiosity high. Number two, don’t let people wait longer than two or three days to hop on the Webinar. Number three, present with energy and number four, make sure that you have an entire ecosystem built around this so that way you keep following up on customers all the way through the process and it’s not a one touch and done otherwise. Your webinars are gonna work. Your funnel isn’t going to work. There needs to be that ecosystem. That’s the biggest issue with Webinar funnels when you start to scale with Facebook ads. Guys, I’m grateful that you were on. Thank you so very much. Now you have a question or is this something still on your mind? Did I not cover something that you wanted covered? The next couple of episodes are going to be kind of Webinar focused. I want to talk about the client’s stories where we actually built a Webinar. Eventually we’ll get into other types of, we want to talk about the Webinar first cause this is the presentation funnel. The webinar is one of the best ways to actually start to scale your business. There’s a lot of reasons why Steven Larson just connected as high ticket offer, lab offer into presentation funnels or Webinars, and why Russell Brunson still says build a Webinar, scale it to a million duet live. It still works.
