Market Like A Nerd

Today we chat with Casey Zeman, Founder of EasyWebinar, who shares the secrets of an automated webinar funnel that earned 3k a day. Casey also shares how to create evergreen webinars, which software and resources to use, and how to do it all on a budget.

Time Stamped Show Notes:

• 1:38 – Introduction.
• 9:42 – Casey explains that an automated webinar is essentially a webinar that can stream in real time without you having to be there. So you take your perfect show and stream it out, it plays in real time, people come to it and they watch it, ask questions and you have offers that popup but you are actually sitting at home and maybe responding to people on phone.
• 10:29 – There are 7 thousand people that use Easy Webinar and most of these people are experts, authors, coaches and consultants. Casey's system of the automated webinar allows you to see how much someone watches a webinar, you can see the actions performed during a webinar and that helps you gauge what people are doing.
• 11:48 – The software allows you to create one time events that are like live webinars but you are just not there or you can create evergreen webinars, events that can stream every single day at any point when someone comes to the page it's going to show the next available time that they can be streamed in your attendee's local time zone. As an admin you can also stream it out multiple times a day and you can also decide that when someone comes to the registration page to not let them register for a same day webinar they have to register for a future webinar but it's still automated.
• 16:00 – Casey says that if you are going to do Facebook ads, and you want to know how to build and nurture effectively the right way and do a Facebook ad straight to a registration page, he has a lot of clients that do it and it works and the majority of them close the clients on the follow up and so even if they don't consume the webinar, they have good enough campaigns where let's say they come and register for a webinar that's starting in real time and someone doesn't watch it, then they will get a follow up reminding them that they registered but didn't show up for the webinar and then a link to re-register for it is sent to them, which takes them to the registration page but now they sign up for a different time slot.
• 17:56 – His system integrates with most of the popular autoresponders and the ones that have a tagging system, you can trigger actions through easy webinar that will start campaigns in those platforms that are based on the actions performed during the webinar.
• 19:14 – Casey's 3K a day funnel is slightly different, he has a four video series that he sends people through which is followed up by an automated webinar and then sales are closed on the automated webinar. And if they don't buy from the four videos or the workshop, they are sent on to another automated webinar in the sequence that sends them into a course that teaches them about webinars.
• 21:19 – He has clients that are using his system for 3K a day where they are using it for a consulting funnel but there also people who are doing 20K a day where they start a low hanging fruit offer on an automated webinar and then sell a higher offer on a second automated webinar.
• 21:56 – If you can offer some sort of early freebie before you offer the webinar, that gets them excited and engaged to where they want to come into the webinar and then come into the workshop.
• 23:38 – Casey says that when you take them to the thank you page, there's a link at the bottom of the thank you page saying this is the link that sends you into the webinar and the video has to be compelling enough on your thank you page to where you take up all the time before the webinar starts. When they are on the thank you page, they access the webinar through the link below and when they do they are automatically going to be getting a free gift when they show up to the webinar and so you don't want to miss this and block out your calendar, show up, click that link to come on to the page that will take you to a countdown page prior to the event starting and when that countdown hits zero, that's when the event starts and if they leave this page then there are emails going out to them and if they click on those emails, they will be able to come into this countdown page as well.
• 26:04 – One of the mistakes that Casey made earlier on is that he made an excellent 4-part video series and spent 25000 dollars on production but he realized that he didn't need to spend that much on a four video series prior to bringing someone into a webinar because he probably could have done a blog article, a pdf, a simple video or even a Facebook live and saved himself a lot of money because people mostly buy from his webinar than they do off of his video series.
• 27:54 – According to Casey when you send people into an in time webinar, the problem with that is that a lot of people that use that way of doing it generally don't sell off of those webinars because you are not building enough nurture ahead of time so selling off those webinars can be somewhat difficult.
• 29:16 – If you can narrow down the scope by creating more nurture, by the time they come to the webinar they already know you, they have already done their due diligence and now they are ready to come on through.
• 34:18 – An example of what Casey did before is that he had a webinar where he sent them to a thank you page and from the thank you page, he told them that the webinar was going to start and he told them that if they went to the countdown page, there is another video on the countdown page where they could hear stories of people who are having successful webinars. So he showed them case studies ahead of the webinar that sells the actual product.

Resources Mentioned:

• You can visit EasyWebinar.com if you want to learn more about the platform.
• Find Casey on Facebook @CaseySZeman.
• Casey has a free gift for the listeners of the podcast, it is a webinar mini course and you can find it at WebinarMiniCourse.com. This mini course has been voted as the best free webinar training online.

In this episode, Nafissa Shireen (Founder of Living Forward) shared how she went from a $1400 first year flop to multiple 6 figures with speaking. Nafissa also shares how to become a sought after speaker, create desirable talk titles, and prepare for your speaking gigs.

Time Stamped Show Notes:

• 1:13 – Introduction.
• 5:57 – Nafissa had come from a corporate background, she was used to making a lot of money but she didn't know how to be an entrepreneur, how to sell, how to get clients and she didn't know anybody because she worked out of the country for five years. So when Nafissa returned, she got online and did all kinds of things but she didn't have a plan and so her first year was very tough. But her mentor told her to get out there and get speaking and she didn't need much convincing for that because she was hitting the networking circuit every week and she doesn't really network now she only hits those things if she is actually the speaker. Nafissa was going out one, two, three times a week she lived way out in the country and these were all downtown Vancouver and so she'd be driving so she thought she'd much rather be the speaker and then go out maybe once a month and get some clients and go home.
• 7:26 – She had savings from her corporate job but she didn't want to exhaust her savings so she decided she will start speaking and what she noticed was that everybody was telling her to get speaking but nobody was telling her how to get speaking gigs so she would just approach event hosts and ask them if she could speak for them. She still didn't have an ideal venue, ideal client and she didn't know how to approach clients.
• 8:08 – The defining moment was when Nafissa went to a Mompreneur club at a daycare. These were business owners who were not really serious about business, it was just a hobby for them and she thought she will just try speaking there but even the Mompreneurs told her no. It is possible to make a lot of money in your first year but if it's not happening, people shouldn't beat themselves up because there's so much evolution you have to go through because if you've had a different successful business, you have to take on a whole new identity that has nothing to with your actual business skills and so a whole lot of stuff comes up and it can be pretty scary. Nafissa finally got a speaking gig it was a person who she knew and requested the person for the gig. From the time Nafissa decided she would speak, it was a year until she actually got her first gig.
• 10:15 – Nafissa had the talk, it was a great audience and everything went really well but at that time her list consisted of just fifty people and in one talk she added fifty more people and thirty discovery sessions from it and a guy used that talk as a case study in her own business on why to speak and within a few months, she had sixteen thousand dollars in revenue from that. That felt great and Nafissa was convinced to continue on this path but she didn't have any more gigs.
• 13:08 – Nafissa tried really hard to get speaking gigs and since she is a systems geek and she says that systems are predictable and repeatable so if it works once, you can repeat it and do it again and if there's a piece that's not working, you can pull it out. She created a system for getting booked and when she put all these steps in place, two three weeks later she had a completely full calendar.
• 15:25 – According to Nafissa, your first step is preparation, you've got to get your mind set into it and you've got to appreciate that you do have a gift, you have to be really confident and you've got to plan out and make decisions on how you want your speaking to go. Nafissa puts the same effort into a speaking tour as she does to an online launch. So you have to make decisions like how many times a month you want to be speaking, what is an ideal venue for you and whether you want to travel and she doesn't recommend people start travelling right away to speak until they know their conversion rates because it can get expensive. And you have to make those decisions in advance because it decides how many times you are going to speak, how you are going to reach out. So you need to be really clear on all of that so that you go into it with a purpose and strategy.
• 17:01 – The next step is time consuming. When Nafissa took two weeks to put a bit of work into it, it totally changed her business so you must take the time it takes to do the prep work. Nafissa says that proper planning makes execution automatic.
• 18:17 – The next step which is also the most important one is making yourself desirable and a lot of entrepreneurs overlook that step you need to make yourself irresistible to event hosts. First of all, you need to brand yourself as a speaker because if someone's going to put you on their stage, they need to know that you can fill the room and hold it.
• 20:58 – Nafissa teaches people that they have to be very clear about their talk titles and they should not reach out with a vague idea or a really abstract title that has to be explained because we are all taught to have an ideal client and in your talk you are speaking to that client but your event host has more than your ideal client in the room and they want to fill the room. So your talk has to make sense for them to put you on there and everyone has to get value hence you should take that step to be very well prepared so that they are impressed.
• 22:00 – Nafissa says that you should do all your research and find places to speak and look at not just what the event is and who goes there but also why they go there. Even if the content of the talk is the same at different venues, just tweak how you position it and tweak your title a little bit.
• 23:35 – Unless you are hiring a PR firm that can open doors for you don't get your assistant to try to market your talk. Reaching out and marketing should be done by you.
• 24:35 – You should be really, really organized because there are so many details and if you know what all those details are then you can delegate that to someone else. But when you are reaching out, remember that you should not make it about you but about the event host.
• 26:14 – You want to be thinking about having a successful talk and a successful talk starts the night before at home. So you should go to bed early, be relaxed and don't drink the night before. Nafissa says that you should get up early in the morning and leave an hour before you are supposed to leave.
• 28:22 – Whether you are working online or you are working in person, it is very important to have that long term focus that everything you are doing is stacking and building.
• 29:45 – Turn yourself into a sought after speaker. Get out there and self-promote yourself, put pictures of yourself up speaking, share the event host's pictures because that gives them more exposure and they like that.

Resources Mentioned:

• The listeners of the podcast can find Nafissa online at NafissaShireen.com.
• Nafissa has a great gift for the listeners of this podcast and it is about how to do talk titles. You can get the gift at MarketLikeaNerd.com/talktitles and if you get that gift and like what you see, you can reply to that and say send me the webinar and Nafissa will send a webinar that goes into detail about talk titles.

Today we chat with personal branding strategist Shadé Adu who shares how she made her first $1000 with livestreaming. Shadé also shares which livestreaming platforms to master, how to be seen as an expert, and what to talk about when you go live.

Time Stamped Show Notes:

• 01:46 – Introduction.
• 7:50 – Shadé loves live streaming and it is a gateway to opportunity for so many people because all you need is a mobile device and 80% of Americans own a mobile device and this is an opportunity for you to meet people, grow your audience and make money. When Shadé started out, she knew that she loved branding and she could put things together but Shadé wasn't making money, that's when someone suggested Periscope and when she got on to Periscope she fell in love with it.
• 8:32 – The great thing about being an early adopter of a platform is that you are shaping the platform and people who are experts on other platforms are amateurish just like you. Shadé realized that she was not an early adopter of other platforms and so she thought this was an opportunity for her to be on the ground floor of something that was going to be powerful and in July 2015 she fell in love with Periscope and she knew that it was going to be impactful in her business and her life.
• 9:13 – Shadé says you should be this powerhouse brand builder on live streaming and she tells people not to just use Periscope but diversify and use Snapchat instastories, Facebook Live and use other live streaming platforms because it's going to be extremely powerful for your business because we want to build powerhouse brands and businesses. Many people have a fear of public speaking and when you go into it you need to plan. Shadé is actually an introvert but Live streaming is just her thing.
• 10:55 – Shadé's number one tip is to plan even if you are an introvert or an extrovert, whatever you do in your business, you need to map it out and you need to have a game plan. Every time Shadé goes on live streaming, she knows exactly what she is going to say before she says it. You should go into live streaming expecting to win, expecting to be profitable and successful.
• 12:00 – Tip number two is to think of live streaming as an opportunity for speaking engagements, clients, JV partnerships, podcasts, interviews etc. because you never know who is watching you or who is going to watch the replay.
• 13:50 – According to Shadé, social media is the wealthy women's movement and she is highly committed to helping women entrepreneurs be successful and she is very adamant about supporting women because of the disparities between how much money men and women make.
• 16:04 – Shadé made her first $1000 within her first 30 days and the only reason it took her 30 days is because she didn't ask for the sale until the 29th or 30th day. As soon as she realized that Periscope is the platform that she wanted to be engaged in, she showed up consistently everyday live streaming consistently for those 30 days and she encourages people who are just starting out to be consistent because people want to see you show up. After that, you have to provide value and be content driven and people are not looking for too much information but the best information and a process that streamlines our success.
• 17:05 – We are looking to be an expert. Shadé decided she wanted to be an expert in branding so she talked about branding everyday. She uses the word branding continuously because she wants people to see her as a branding expert and she looks for opportunities for her to speak about branding.
• 19:01 – It's okay for you to talk about one particular topic and if someone asks you about something you don't know, you can refer them to someone who is an expert on that topic and this gives you an opportunity to connect with people who are extremely smart and genius in something else. So you need to be an expert, create consistent content, provide value and show up for your audience.
• 22:10 – There are a lot of people who have multiple companies and they are building mega brands, you can do that too but not necessarily at the same time so Shadé says that you must focus on one thing first.
• 24:07 – Once you figure out a system that works for you, rinse and repeat it. Shadé loves live streaming and she could do it every day but she does it weekly because she can have some time to relax. Once you have these systems in place and once you start building a fan base and audience for which you are providing value, you can give yourself some wiggle room to not go as hard. Shadé has got to a point now where she is thinking how can she work smarter by going on live stream just once a week and still monetize it.

Resources Mentioned:

• Visit FreeGiftFromShade.com and you can download Shadé's free gift which is 'Sixteen ways to build your brand in addition to live streaming.

In this episode, Jennifer Dunham (aka The Happiness Architect) shares with us how to go from burnout to enjoying the process of making profits. Jennifer also shares how to start and end your day with happiness, the keys to creating good habits that stick, and how to improve your creativity and productivity.

• 00:36 – Introduction.
• 5:41 – Jennifer was hit by a drunk driver, went through a divorce and had cancer all in the same summer and she calls that her crappy summer. But she did not completely change her life after that. Jennifer is a workaholic and she was working all the time and got married again and one day she and her husband were having a conversation about when they are going to retire in the future, they were sitting outside their house and the dogs next door were barking and that irritated her husband and they would have frequent arguments so she thought was on the path to another divorce and so she went inside and said to her husband we've got to make a change and they decided that night to move because they always wanted to live away from the suburbs and seven days later they bought a house they absolutely loved and within thirty days they moved and few weeks after that her friends and family noticed that she looked much happier.
• 7:22 – Jennifer tells people she learned more about happiness and how to elevate her happiness on a daily basis from drinking coffee with her chickens than she did from that bad crappy summer. Jennifer's five steps have to do with the tiny power and leveraging the tiny power of what Jennifer calls happiness habits to really rekindle and rewire those neuro pathways in your brain, they exist but we just all get so busy in our day to day life that it takes three times as many positive experiences to outweigh the negative things in our brain and as human beings we are flight or fight so those are very stressful anxious things and we easily let that go in to our brains but the positive stuff takes work and so she tells people learning to be happier and infusing that into your business takes practice and a conscious effort.
• 9:41 – Jennifer tells people to start their day happy and end their day happy. She does a lot of habit training about how to create habits that stick for your personality and this is a technique that works for most people, it's called habit stacking. Habit stacking involves people stacking a new habit next to a habit they already have because it's easier to make a routine that way. For example, when you brush your teeth in the morning or you are getting dressed you should insert the habit of starting your day happy.
• 12:10 – If you choose something to start happy likewise end your day with appreciation because you can probably appreciate something about the day even if it's the blue sky. Starting your day happy takes 30 seconds and ending your day happy takes another 30 seconds.
• 14:02 – Her next tip is to embrace silence. While she is driving, Jennifer doesn't turn the radio on and enjoys the sights and the sounds around her. Also you could go for a walk without your phone or leave it your pocket.
• 16:22 – Jennifer's next tip is to make contact. Nowadays you see people they are walking and texting at the same time. So you should make a conscious effort to make eye contact and it could even be with strangers.
• 18:05 – The next tip involves reframing negative self-talk. So at breakfast you can think if there was anything leading up to breakfast that started to weigh on your shoulder, start writing it down and after a week when you start figuring out what those negative patterns are and then reframe it into positive language. For example, Jennifer used to say 'my time is so limited' so she started to tell herself 'my time is precious' and when she says it like that it makes it so that she is more accepting of how she is choosing to spend her time.
• 19:30 – All five of these exercises are meant to elevate you because you become more mindful and more present but by doing these five exercises when you elevate your personal happiness, many studies show that you become healthier and it also improves your relationships and you are more productive and more focused.
• 20:08 – When you can elevate your focus, your productivity, your creativity, eventually what you are ultimately raising is your success. Everybody wants to be successful and make more money but sometimes they forget to go back and look at that foundation and it takes only five minutes a day to elevate your happiness.

• You can find Jennifer Dunham at HappinessMatters.com
• Jennifer is also having a summit called 'Dodge the Dark Side of Success' where 22 top influencers are going to throw light on how to enjoy the moment on the messy path to making millions. You can register to join the telesummit at SuccessDarkSide.com

Today we chat with Sarah Kaler, Soul Powered Business Consultant, who shares with us how to cultivate the 7 Figure CEO Mindset. Sarah also shares how to get results through the help of others, maximize your resources and relationships, and hire the right people to scale your business.

Time Stamped Show Notes:

• 1:33 – Introduction.
• 9:19 – Sarah is glad that she is talking about mindset versus specific strategies because mindset is so much of what actually gets you to where you want to be when you are scaling. So when we look at the leap of seven figures and beyond, we need to start thinking about a few key things. Sarah starts with talking about getting results through others and there is a mindset shift where you go from I am the lead driver here, I create results to I create results through others and it sounds obvious when you break it down that simply but the reality of how that looks in your day to day when you are the leader of your business because you get so attached as a founder and a visionary to how things get done, what gets done and that is very natural and yet the mindset of I need to start to shift into getting results through others leading a team and yes you are still going to have your role and your responsibilities but that's a really key shift and you are not going to break through that barrier of seven figures without that.
• 11:52 – One of the biggest fears that comes up in the service provider world is that they think my clients come for me and what are they going to think or are they going to get the same quality of results from someone on my team.
• 12:51 – According to Sarah, the reality is that in order to be scalable, and to have a scalable model you have to start getting results through others at a certain point. It is really important that service providers understand that in order to scale your business you have to have at its core a model that is scalable and that requires other people. The bottom line is that it is about others and you have to have that mindset or you are going to be a block in terms of your growth. You will be blocking yourself from being able to grow at a level that you ultimately want.
• 15:04 – Sarah says that as a CEO, you have to shift your mindset into not just being the doer but being in the awareness and having the mindset that your job is really about resources and relationships. So it's not just I am going to execute and implement and create content or deliver my services but I need to be aware of what does my business need in terms of relationships and resources.
• 17:44 – According to Sarah, part of the hiring process is that you are going to go into what Sarah calls a team design phase. So you need to decide who do I need, what do I need them for and when do I need them because all of that isn't going to happen simultaneously. One of the biggest fears people have when they are scaling and growing is that they can't afford so many people at the same time but the reality is you will get a return on investment. So you are in a relationship with the resources and the people that are interacting in your business so that you are always seeing an ROI versus just having people be transactional.
• 19:21 – A lot of people don't yet have that skill or know how or experience on how to hire well.
• 21:17 – According to Sarah the mistakes that entrepreneurs are making that everyone can avoid so easily is saying everyone is hiring a VA and that's what I need too and that's not how you want to approach your team and your position as a CEO because again it's about mindset and what is your responsibility, you need to come back to the belief and the awareness that you as a CEO have a vision and it's your responsibility to fulfill on that vision and to have the awareness of what resources you need, you need to be in a mindset of proactively creating that vision so that you can step into it before you even need to fulfill on it. Because just like goal setting principles, we know if we write down the goal and we create the vision, we are more likely to do it.
• 23:33 – Sarah's team has had many iterations and currently it consists of 12 members and the team is growing rapidly and Sarah doesn't know yet if there will be many more people in her team or few people's roles will shift and change because sometimes it's not necessarily about quantity of people but it's about making sure that you have the right people whose strengths are really contributing in the right way to your overall mission and vision and moving you forward in the business. As long as you are moving in that direction ultimately and you have the right roles and those roles can potentially evolve over time and you don't have to continue to hire more people. Sarah's team ranges from people who do content development, marketing and sales, operations, COO. The team consists of internal employees as well as contractors.
• 27:11 – According to Sarah, people usually zoom off into hiring but before you do that you should think about the mindset of hiring. It's important to not just talk about the zone of genius but to think about functions in your business. You need to decide what area of the business do you really truly need the most support in and what does that look like. It's really important to think like that and not just rush off to the hiring process because you want to start to build out your business in areas that you are really supported functionally and then you can interview people to find out if they are truly strengthened by the activities of that function.
• 30:18 – You need to prioritize because some functions realistically need to come before others on your growth trajectory and sometimes that emotional charge can get in the way of seeing that.

Resources Mentioned:

• Sarah has a gift for the listeners of this podcast it's the "Hiring Your Dream Team Guide" which includes an interview guide and you can find it at SoulPowered.com/dreamteam.
• You can find Sarah and connect with her team on www.SoulPowered.com.

Today we chat with David Pitts, Founder of Off Day Trainer, who shares how he got a 36% click through rate with text message marketing. David also shares his best tips on why text messages can lead to more sales, how to successfully collect phone numbers, and how to leverage those contacts.

Time Stamped Show Notes:

• 1:43 – Introduction.
• 4:19 – David says that first and foremost, you will have to get everybody's phone number because text messaging is the number one form of communication that exists today and people are more likely to reply to a text than to answer your phone call. So you must collect cellphone numbers of everyone in your network whether they are your prospects or your clients and if you are speaking to your prospects, make sure that you follow up with every one of them within twenty four hours of acquiring that lead because studies show if you wait past 24 hour barrier then most likely you would have missed the opportunity to close the deal.
• 6:10 – According to David, 98% of text messages are read in 5 minutes or less so when you send somebody a text message, they are definitely going to see it and so it is important that we understand the power of this deliverability and craft your message to show the leads how much you care about them and how much you want to help them.
• 6:29 – Step # 1: Collect everyone's phone number.
• 6:32 – Step # 2: Call your prospects and if you end up leaving a voicemail, text them and say that you left a voicemail and you would like to connect with them so that you can learn how to help them.
• 7:10 – To collect phone numbers, if you are talking to someone or if you get a referral simply ask them for their phone number. The second method is if you are running ads on social media or you have a website, you must place an opt in form to collect phone numbers
• 9:51 – So many people in most industries are so obsessed with lead generation and looking for new money and they lose sight of the solid client list that is willing to pay them forever if they deliver their services with their experience. So you must focus more on your current clients and deliver a world class experience by serving them and connecting on a personal level, this way your retention will improve and you will make more money through them. This builds your reputation and you get referrals.
• 12:25 – The first text message that you send could start with, 'Thanks for your interest in my services, I would love to learn more about you' and ask them how you could help.
• 13:51 – David puts a link in the text message asking the prospects to spend two minutes and submit a form that would help him identify their goals and how he could help them. In this manner, you are finding a way to overcome objections before they present themselves so that you can get them excited about working with you because you are providing a solution to them.
• 15:39 – The next step is to schedule a phone call or an in-person meeting depending on the business model to allow you to position yourself as the expert and the solution to the problems and make the sale.
• 18:04 – One of the biggest value propositions of email marketing is the automation and the drip marketing that you could apply to prospects and if you just reapply that to a more effective form of communication, you are going to get better results.
• 19:29 – David says that if you put a link in the text message, the average click through rate on that text messaging link is 36% as compared to 4% in an email campaign. So people will click on your link if you craft the right message to get them excited about what's on the other side of that link.
• 20:19 – According to David, people are hesitant to embrace this model and they feel that from a business standpoint, texting is personal. But David says that the only way this model is going to be invasive or seem annoying to the recipient of your messages is if you are only pitching your product and saying buy my stuff. Before trying to sell anything you must provide some value. So when David sends a message to people and they want to receive that message, it's a completely different perception.

Resources Mentioned:

• Business Growth Strategies – David Pitts's video which explains branding your business, marketing and engagement. For US listeners, to get access to the video by texting the word Podcast to 56955.

Today we chat with Terry Dean, Marketing Coach, who shares with us how he went from delivering pizza to earning $96,250 with one email. Terry also shares why higher ticket offers are better, how to create scarcity to sell more, and why he's a fan of the long form sales page.

Time Stamped Show Notes:

• 1:38 – Introduction.
• 4:57 – Terry got started back in 1996 from delivering pizzas, he came online, bought his first PC and started selling online. He did a lot of experiments with email and found out that email was the secret for him making money online.
• 5:11 – When Terry started speaking at conferences, one of the things that they asked at the conferences was to do a challenge. And in one of the conferences they put up a challenge that in the conference Terry would show them that he would make at least ten thousand dollars with one email to the list during the conference.
• 5:40 – The very first time Terry took up the challenge, he made around eighteen thousand dollars and then he made thirty-three thousand dollars and so he kept doing these promos and he also goofed up one time when he misspelled his own link and so he had to then send the correct link for people to order.
• 6:37 – As they moved forward, Terry was just promising ten thousand dollars but he had amazing results on one particular email. When you actually do a money on demand promotion you really want to think about the big three pieces for the promo. And the big three pieces are: there needs to be some very big special. So there is something you are doing that's totally unique that could be a big discount on one of your products, it could be a product you just launched right now or something you are offering and that time Terry was going to offer licensing to one of his products and he was only going to offer the licensing this weekend and that's where he hit the ninety six thousand dollars. So it was an exciting special offer.
• 7:25 – Another tip by Terry is that the higher ticket promotion always has the higher ticket returns for you.
• 8:30 – The second big piece is that there has to be some kind of scarcity and the scarcity that works best is having both a deadline and a limited number of something and Terry's best promos have had both in them.
• 10:04 – The third piece is often left out by a lot of people and third piece is the reason why you are making this special and the reason why needs to be extremely important.
• 12:12 – From the email copy, the people are going to the sales page. The emails that Terry sends are really short. In the email, he usually only mentions why this is special this weekend and then he gives a good reason why. If you go back to the ninety-six-thousand-dollar email, the first paragraph was about this is special and how he is giving a license to one of his products and a link to it saying click here now if want to this special. And the rest of the email added up to about four more paragraphs the first paragraph described what he was offering, the second paragraph described the limited time for it and then there were about four paragraphs describing why he was making this special offer and the email is more about the reason why than it is about the offer itself.
• 13:26 – The sales page is where he actually makes the sale by telling them about all the the things they are gaining and that is consistent across all of his different sequences, he sends them to the page to make the sale.
• 13:34 – His emails are stories or they are a reason why and when he does the reason why it basically is a story or sometimes answering a question or two that came in or few of the bullet benefits. Rarely does Terry list the price in the email or make the full offer in the email.
• 14:38 – What sets up those big challenges, those big money on demand specials is all the emails you send in between and those emails simply say what they are and the big mistake that most people with email is they send way too much content. You can make a lot more money by sending a lot less content. You need to be building a relationship which means you are sending out true authentic stories about who you are, what you've done, your clients and things like that. And that's what you are consistently emailing out to your list.
• 16:03 – According to Terry, the reason that the high ticket offers produce best is because you are going to find that a buyer is a buyer and if you look through your buyer list especially of the high ticket offers if you've been in business for many years you are going to know the names of a lot of your high-ticket buyers because they're consistently your buyers.
• 17:02 – Terry's sales pages are almost always long form sales pages especially the ones that produce best for his emails and sometimes he also does a video on top of the sales page but when he sends an email to his own list, he does not do video only to his own list because he has a large number of sales that come in within five minutes and the buyers did not watch the video or read the whole sales page. Long from sales pages have always produced best results for Terry by the email promotions.
• 18:57 – The results increase as your mailing list increases but also as you get more and more buyers on your list.
• 20:06 – With all of his clients, Terry always tries to establish some type of front end item so there is one product and some type of signature offer that they have in the front end. The purpose of that is to use that front end product and a couple of upsells to pay for the traffic and the whole purpose of the first sale is to pay for the leads that are being generated.

Resources Mentioned:

• http://MyMarketingCoach.com/free -- Terry is giving away a free report which is a copy of one of his paid newsletters and it's seven unique ways to create money making emails even if you are not a writer. It gives you a lot of secrets of telling different types of stories and it will give you sixty-four story shortcuts to help you come up with stories and a lot of other tips and subject lines to help you create more profits using email.

Today we chat with networking expert Patty Farmer, who shares how she went from 10,000 connections to 10,000 dollars. Patty also shares her best tips on finding the best networking events to attend, following up with your connections, and how to have conversations that convert into cash.

Time Stamped Show Notes:

• 1:34 – Introduction.
• 5:03 – Patty had just moved to a new town where she did not know anybody so she organized a kitty party but then she thought that she is not B2B or B2C but she is in the people business, she is in a brand-new town and she doesn't know anybody and so she identified that as an opportunity and she changed her thinking a little bit to have a shift. She made a decision to meet 100000 people and make $100000.
• 6:50 – According to Patty your goal has to scare you if it doesn't scare you, it's not big enough.
• 6:59 – The next tip is to make a plan and so she started doing research about where should she network and who are the right people to network with. In today's business environment, relationships are the currency but you need to network with the right people because you can waste a lot of time by networking with the wrong people and so you should ask better questions.
• 9:18 – Even in social media it's not just about the numbers but the engagement. Patty has dealt with clients who had a list of 700 but hadn't made multiple six figures. It's all about how much engagement there is and the only difference between a contact and a contract is the relationship.
• 10:10 – You must know the movers and shakers in town and where should you hang out. You should do research and find out who are the influencers and how should you connect with them.
• 11:11 – Patty used Meetup, Eventbrite and Google to find the movers and shakers. She also used social media to find them. According to her you should let the people you connect to, connect you. So after meeting people and having a conversation with them she would ask them where are the best places you find to network where you get the best results and could you tell me the next three people I should connect to and they would tell her who she should connect to and that led her to connect to the next three people and so on.
• 12:31 – When Patty is confirming an appointment she would confirm the time and place of the appointment and she would also ask them who are the top three people they would really love to meet and who are great strategic partners for them and if she knew those people she would bring them with her.
• 14:45 – Sometimes people ask what if you meet those people and you are not so impressed with them. But Patty had just said that she would go through her database and bring them with her if she had them but people don't know whether you had them in your database or not so if you meet them and you are not sure that you want to bring them then don't bring them along.
• 15:37 – Patty's next tip is to serve first and she will ask them how can I best serve you. She not only wants to serve people but she wants to do it in the most strategic way she can.
• 16:37 – Patty comes from a serve not sell mentality first because she believes that if you lead with contribution, compensation will follow.
• 17:09 – Once you have made the connection it's all about taking that conversation and turning it into cash. Once she asks them and finds out who do they serve, the question that Patty asks them is 'I know a lot of people and if I was going to tell them about you, what would you want me to tell them' and that enables them to tell Patty what is the value they bring to the Marketplace. All this leads to a very strong conversation that tells her what the next step should be and it opens up the conversation for how they can collaborate, where is the synergy, is there something they can do together and is there a revenue producing activity they can do together and that's really what she is looking for.
• 20:01 – Patty always has a conversation on the phone before she meets anybody in person and it is very short so she knows a lot of information in a brief amount of time. She tells the person you can ask me anything you want for ten minutes and then after ten minutes we go on the clock and so they either write her a check or otherwise they are done in ten minutes.

Resources Mentioned:

• Patty has a gift for the listeners of this podcast. It's the 6-Figure Biz Quiz and it will tell them everything they need about where they are excelling, where they need some help and how they can have massive growth this year and they can access the free gift at PattyFarmer.com

Business and Wealth Creation Coach Melissa Pharr joins us in this episode to share her 7-Figure Sales Secrets. She also shares how to establish a healthy dynamic with your clients up front, how to avoid fear tactics in your sales calls, and 5 ways to identify your best money-making tasks.

Time Stamped Show Notes:

• 01:33 – Introduction.
• 6:24 – Ninety percent of the women that Melissa talks to on the phone are terrified of being salesy. A lot of us have been taught in sales and one of the reasons we feel that way is because Melissa has gone through sales trainings before where she almost felt like she was supposed to get on the phone and try to be someone's friend to build that trust and make them feel comfortable at the beginning and establish rapport and not make it seem like a sales call and a lot of us feel that's the best way to go about it but it's really interesting because almost a hundred percent of those ninety percent of women who are worried about being bait and switchy approach calls that way and what they are really doing when they do that is setting themselves for a bait and switch because we are not being clear about the fact that this is a sales call and so when we make an offer at the end it comes as a surprise to the people we called.
• 7:39 – Melissa wants to set up a really powerful dynamic with her clients and when you are coaching your client they are not paying you to be their friend, they are paying you for coaching or consulting so Melissa starts her calls in a way that changes the whole game and let's everybody relax.
• 7:59 – She says something like 'Hey Amanda, I am really excited to talk to you today, I am understanding that you are interested in my one on one coaching package is that true?' and usually the person on the other end will say 'yeah that's true' and then Melissa will say 'That's good because our call today is about figuring out whether or not it's a good fit for us to work together, Sound good?'
• 9:48 – On her coaching calls, Melissa asks what do you want to get out of the call. By the time this call is over what's our outcome because you want to position yourself as an expert. And some people might be asking what if they say no or if they say 'I didn't know this was a sales call' and Melissa's response to that would be 'No problem but I do want to let you know this call is really reserved for people who are very serious about starting to work with a coach now and so if you have any other questions about this program, what I am going to do is I am going to go ahead and direct you to the website and then you can contact our team when you are ready to have a conversation because you'd like to go ahead and begin coaching.'
• 11:00 – if Melissa would have offered a free coaching call, then she would have marketed it and if that is happening to you a lot it's probably that you are marketing for what you are actually offering is most likely not clear or your application beforehand if you have one may not be asking clear enough questions.
• 12:09 – She is always trying to get the most qualified leads because she'd rather be on the phone with the right person and have a genuine conversation even if it takes a little while than just calling unqualified leads and hoping for them to convert.
• 12:23 – When Melissa first started, she didn't have the confidence, the systems or the know how to be able to find her ideal clients and she learned her skills over time and so for beginners who are struggling to find the right people she says that there is nothing wrong booking a lot of calls especially if you are trying to perfect your sales technique but no matter what you are offering it is not cool to dress it up as anything that it's not. You need to be clear as to what the call is about from the beginning.
• 14:07 – Right from the beginning give them an overview and tell them this is what the session is about and don't forget to say 'I'm understanding this is that true' because some people have a hard time saying how they feel unless you give them that opportunity.
• 14:35 – Melissa says that you might be used to being on a sales call asking somebody what's going on in their business and figuring out what their challenges are but as soon as you realize that this person is an ideal client based on your conversation you must not directly tell them about your package because even though you've realized this has the potential to be a great fit, you can't make that decision for someone and when you try to do that in sales you get pushy and convincing. You should be asking questions that make it conscious to the potential client that this is a great fit as well so that they can be the person to make that decision and want to stick with it once they make it.
• 15:29 – After she gets through those questions and she is pretty clear and she takes sufficient time to learn about the person, then she asks two other questions one of them is asking how committed they are to the process and the other is asking how urgent the outcome they desire is while working with her.
• 18:09 – When you start asking questions like this the feeling and the dynamic gives them this feeling if I work with this woman, things have to change because I can feel myself changing right now.
• 20:22 – When Melissa was first figuring out sales, she accidentally used fear tactics as well. It can be scary to be an entrepreneur when you don't have a lot of cash flowing and you are really hoping that person will say yes and it's easy to default to some of these tactics because we've been taught so many things and there are many well-meaning people who may have the skills to be great at sales who go to those kinds of tactics because they haven't realized the power of complete transparency and genuine caring for your potential client.
• 21:53 – Even though so many of us want help with sales, sales is one piece of getting that client and in today's world especially as an online entrepreneur a lot of people feel overwhelmed about knowing what to do to get to that point when they are on the phone with somebody.
• 23:02 – There's five things to focus on and if you know these five things it becomes very easy for you to identify whether or not what you are doing is a money-making task. Number one is 85% of the game is about keeping your mind in the game. Number two is building your online community and number three is nurturing that community because if you don't have a community of people who want to partake in your services or your products and you don't have a relationship with them then you are highly unlikely of building an incredible long lasting business that has longevity. Number four is you've got to start making an offer somewhere. Number five is to work on perfecting your sales.

Resources Mentioned:

• Melissa has a free gift for the listeners of this podcast. It's a five part training called 'Book your first paying client' and you can find this free five part training at MelissaPharr.com/BookYourFirstPayingClients-AGP

In this episode, Heather Havenwood, Founder of Sexy Boss™, shares how she got 200 hours of free publicity. Heather also shares how she promotes her media exposure, how she gets booked on shows, and how she leverages her interviews.

Time Stamped Show Notes:

• 1:32 – Introduction.
• 8:50 – In August of 2015 Heather got a call from her friend who asked her to be on his podcast where she had a great conversation with him and just a week or two later she got an email and $5000 coaching client and two years before that she had created a podcast called 'The Sexy Boss Podcast' and she had thought that for her podcasting was done because she had tried that and it failed. But now after appearing on her friend's podcast, she decided to do appear on other people's podcasts and she has been on two hundred hours of other people's shows.
• 10:31 – Heather's entire business has always been on Affiliate traffic but she had not realized then that podcasting was an affiliate traffic source and so when she realized that fact she started really going out there and pitching herself.
• 10:51 – When she started in this business it was the year 2001 and till the year 2017, she was travelling the whole country to get in front of approximately hundred people but now she doesn't have to travel and still she has an audience of more than a hundred people.
• 11:38 – Heather loves to be on other people's shows because she wants to give value, she wants to give content and her story and she doesn't like to travel.
• 12:20 – The beauty of podcasting is that it is way more intimate and it's a conversation and not just a pitch.
• 12:37 – In 2015 she did not have a list or media page, product or message.
• 13:47 – Heather was taught at a very young age by her mother that she should not invite herself to the party and she should go to the party only if she is invited but as an entrepreneur you learn that you should go out and fail or go out and put yourself out there. So you should allow yourself to invite yourself to the party.
• 15:19 – Heather wanted it to be easy for people to say yes or no to her quickly so for that she created media page and she asked people to visit that page as a host. The idea of a media page is really to give the host everything that they need to say yes or no to you quickly, easily and effortlessly.
• 17:00 – The point of podcasting is that it exposes you to so many amazing people and in turn you are getting free publicity also you get to add value to the listeners and share your story and case studies.
• 17:44 – If your media page is really good and it shares a story, people will bring you on and say I know you are successful at this and what I really want to hear is your story.
• 18:17 – Heather's media page is very clear about what she is and what she is not because a confused mind never buys thus you have to make sure you are clear on what your message to market is and the message has to be succinct.
• 18:42 – You don't need very expensive tools, Heather just had a Yeti microphone for her first hundred episodes. Heather is a huge proponent of all businesses to be on a podcast for at least 30 before they even think about starting their own show.
• 21:00 – She signed up with a company that helps you secure a place in podcasts and now Heather is in the process of hiring someone in her team to delegate that but when you start learning to pitch yourself, you learn a lot, people just hire a PR to do that for them.
• 22:12 – Heather's bio on her media page is the third edition because she is evolving and also because she is knowing her niche better. She knows how to talk to them and she also knows what kind of shows she wants to be on so she can make sure that she is really reaching that particular audience.
• 23:41 – Heather has people who have no clue about her podcast or are not prepared and once she had a random person who messaged her via Facebook and said that he loved her podcast and wanted to be on it. So before you make a pitch you have to be prepared and your pitch should say about what you are and what you do and you should explain why you are a fit and how you can add value.
• 24:25 – A few tips for getting booked are to be clear in your message and what are selling. Heather doesn't put her dating book on the forefront because some people get turned off by that but she does put it on there because she knows that not everyone is going to have her on for the dating site.
• 24:50 – You've got to unravel your own stories about self-promotion and some people like to outsource that task because when you learn to sell yourself, you know how to train someone else you.
• 25:38 – You must create a time-tested template to reach out to all the PRs and Heather has a template and some of the things on that template are a media page, her video speaking to KXAN and two other podcasts that she featured on because if they want they can hear other people interviewing her.
• 27:02 – Heather was interviewing someone today and their bio was in the first person and to change it in the moment from the first person to the third person.
• 28:17 – Heather got a couple of clients because of the interviews because after hearing her story they like her. So she sends people to HeatherHavenwood.com and asks them to click on work with Heather and then she gets on a phone call with them to have a conversation. She tells them that she is very passionate about coaching. She also does list building by giving three free audio chapters of her book Sexy Boss by asking them to opt in but she does this also because she wants them to get to know her.
• 31:45 – Heather is also in conversation with a lot of people to go on TV and she is also a contributor on Entrepreneur but she makes sure that this was done to such an extent that the credibility foundation has been created for her.

Resources Mentioned:

• Heather is offering three free audio chapters of her book Sexy Boss and you can go to SexyBossInc.com and opt in or you can text the word Sexy to 72000. The texting option is available only from the USA.
• Also, you can go to iTunes.com and type in Heather's name and you can see about two pages of other shows that Heather has been on.