$250,000,000 In Webinar Sales! - Jason Fladlien #375

Everybody just making like big money right in this digital space they're all doing it through a webinar so I'm thinking to myself what the heck is this webinar and that's we're gonna have a conversation about today yeah yeah so when you think of a webinar what is it the webinar that I use the most is a sales webinar so it's generally 60 to 75 minutes of content and then after that you present an offer it comes from the Term online seminar so a seminar on the web shorten that to webinar and there you go when

I'm selling if I know they're going to say no if I show you everything and then get a no where am I going to go from there by the way if I do my whole pitch and I end on price I have you focused on price yeah if I start with price and end on value I have you focused on value right yes that's where I want you at because the price is irrelevant man for some things a dollar Is too much and for other things a million dollars isn't enough my pitch when I start

I show them the bare minimum here's what it is here's what it does here's why this is awesome here's what it should cost here's what it normally costs here's a special deal for you if you act fast enough go here and get it they're already kind of open to the idea of buying it they're trying to talk themselves into it so they're already open to it and they haven't even Seen the best part yet I want them in that frame of mind everybody else is scared out of their mind David because they're like they're gonna

I'm gonna ask you for money you're gonna say no and then you're gonna run the other way and I'm never gonna see you again that's what most people believe but the reality is do a webinar make your offer and watch how few people leave the first time you ask for their money now you're right there are those jump shippers That'll get off right away but once you account for those once they're done look who stays welcome to another edition of the social proof podcast we find dope people to do really really dope stuff and I'm

excited because I'm another really really really rich person someone who's made a lot more money than me uh Jason flattling what's going on man how are you what's up David how's it going man I am amazing we were on a yacht that I probably Um didn't qualify to be on and you were sitting there and you had a crowd of people around you foreign and you're already teaching these people who are already making a whole lot of money how to make more money and I didn't understand what you were talking about I had no idea

like because there's certain lingo and language that you all use in the digital marketing space I'm just a podcaster I'm not like a digital marketer but I was so impressed of how You can Captivate people who are already making a whole lot of money so I've been waiting on this conversation so um you can break it down into layman's terms I'm gonna try my best you will man so Jason introduce yourself how do you introduce yourself when people say hey who are you so I'm they call me the go to webinar so that's what I

go with these days uh best at webinars I at least have the track record to prove it we sold a quarter billion Dollars through webinars alone specifically set records in the internet marketing space for launches as an affiliate and pretty much anybody who's using webinars in the game has learned it either directly for for me or indirectly from one of my students who taught what I did for me to them really yes sir a quarter of a billion dollars yeah that's when we quit counting after that you don't need to count anymore yeah Okay so

what were you selling you know it's a good question right so our our attitude is let's find the very best thing to sell and then build marketing around that so throughout the years I've sold things such as like how to sell on Amazon before it was cool like everybody and their brother has a course on it these days but we were the the top affiliate for the first first real course on like Amazon FBA uh I've helped people launch and sell stuff in the Financial space mostly though we look at what's going on in the

digital marketing landscape and what's the thing that will help the most people get the biggest Edge right now I have a philosophy in business David like I don't want to make you better I want you to stay the same but get a better result so how do I allow you to stay the same and get a better result well I find better opportunities better fields for you to play in give you advantages that most People couldn't have I'm going to give them to you the analogy is this like if I want to make you make

more money at poker I could teach you like how to Bluff how to calculate probability or I can just put you in a table with a really bad people that play poker that bet lots of money money and suck at the game now you don't get better but you make more money so I'm always on the quest of what's the product in the market right now that can take an Average person and get them an above average result and then how can we then make that even better how do we take the best offer and

then make it even better so that's what we're always doing and it always changes man got it so I'm seeing in uh I'm seeing that a lot of these people are making a lot of money but the way that they're making money is through um teaching people how to make a lot of money so all these people are saying yo I'm doing a million dollars a month half A million dollars I'm meeting these people right and I'm like oh well what do you do and they say well I'll I don't know their thing might be

I I help people get into the Airbnb space yep and then through conversation I realize it's through a webinar um everybody just making like big money right in this digital space they're all doing it through a webinar so I'm thinking to myself what the heck is this webinar and that's we're going to have a Conversation about today yeah yeah so what is a webinar when you think of a webinar what is it it's a great question right because it it could be a lot of different things uh the thing that I'm most called upon to

teach and the thing the webinar that I use the most is a sales webinar so it's generally 60 to 75 minutes of content and then after that you present an offer but it could be anything man it's it comes from the term online seminar so a seminar on the web Shorten that to webinar and there you go the first webinars I ever ran were pure content webinars I'd go to a very small list of people that I had way back in 2008 and they most of them only pay me like 5 10 15 bucks for

an info product and I'd say hey come to this webinar I want to train on something and then they would show up and they would let me train here's what's great about it you go on stage and you speak you get like an hour and a half right we on this Podcast you know we go for however long we typically go which is not like maybe an hour 45 minutes what have you right when it's your webinar you go for as long as you want and so I would do these trainings and just teach on

on a topic for two or three or four hours just pure content three or four hours yeah man yeah yeah yeah and they stay if it's good they do yeah makes sense okay yeah and so I I that's a webinar is just any way that you can Get people a bunch of people together in one virtual event where there's interaction going on and predominantly it's training generally that's how it is so I'm and this is why I like a webinar this is why a lot of successful products get launched off of webinars because it's a

value first sales second most advertising is is pure selling there's no value to it so you're annoyed by it but then hopefully it makes up for it when you buy the product or it's pure Content so it's valuable but nobody's making money directly off of it and so the webinar is the most efficient way to simultaneously educate and sell in the same setting with the least amount of moving Parts if you're good at it the challenge is you got to be both good at communication to to help somebody like educate them and then you also

got to know how to sell people are most people aren't good at either some people are good at one very few people are good at Both and that's the challenging part of the webinar is you've got to be able to to inform and sell and then you've got to be able to speak publicly too which is also challenging for most people but if you can learn those skills and I'm confident anybody with something worthwhile to say can learn that then you have an edge over everybody else in the marketplace because nobody wants to do a

webinar because they're like oh that's too hard That's too much work so if you can master that it's really it'll set you apart from everybody else in the industry I suck at sales bro yeah man and I did I do the webinar because I'm passionate about teaching people all the stuff that I got in my brain and I'm going to help you now at the end of it I have to ask for the money and my friend he said that I don't spend enough time on the clothes Costco would you like to buy no Congratulations

to those that did and then it's over yeah that's wrong we can fix that very easily yeah let's fix it right now all right so this is the first webinar that I ever did this framework and I still use it to this day David not as not as often as I used to but if I had to teach anybody I'd start here okay okay so I always was uncomfortable at first with webinars because I felt like it was kind of bait and switch especially when I Began because when I began people genuinely thought you were

just teaching out of the goodness of your own heart right there was no ulterior about it whatsoever uh and so they they were like you lure them in like I'm gonna teach you something you know oh you're selling it right I I was always uncomfortable with that it didn't feel right felt deceptive so I I said how do I counteract that so I can still do webinars and feel comfortable with it so When I used to start my webinars I would start it off something like this I said I have two goals today on this

webinar my first goal is to teach you how to do X Y and Z some big grandiose promise that I knew I could deliver on but it sounded outrageous so like goal number one I'm going to show you how to do X Y and Z goal number two I'm gonna sell you something now I go here's the caveat if I don't make good on my first goal to Do XYZ show you how to do one two and three then I insist that you not buy anything that I ever offer on this webinar or any other

webinar right because it takes the pressure off yeah now here's the second part however if by some small miracle I do make good and actually show you how to do a b and c one two and three then you absolutely need to pay attention to my offer that I'm gonna make at the end of this webinar do we have a deal Uh so we just set the framework man we got the agenda laid out flat out I got to blow your mind with value if I do I earn the right to sell you if I

don't then please don't buy and everybody says dude if you can pull off a b and c I'd be happy to consider purchasing something from you and now everybody's clear and nobody's getting in each other's way and you don't have to worry am I selling them too hard or am I too uncomfortable because they're like dude I hope you can sell me something because you got to bring it and that makes your webinars easier to create because now you've got something very specific that you can work towards as an outcome wow why didn't you tell

me that no you didn't he did tell you that he's killing it on the webinars and he's just he didn't he didn't you didn't tell me that I wish I would have known that that is good yeah yeah for especially for Somebody with my temperament that doesn't feel like doing a hard sell but it's almost like it's almost like if I do something good the audience is almost feels obligated to say okay yes I will I would use that actual word and on my opener I would say then you should feel obligated to purchase what

I have to offer at the end wow obligated and everybody would agree that's amazing okay so so I'm I'm starting and let's talk about the offer I don't know if my offer is attractive enough or I have a very niche market I help I help uh podcasters yeah I want to help people get in the podcasting space I'm really excited about it good my objective is to be to Usher more people into podcasting than anybody else because I think it's a freedom thing like you get to get all the stuff off your chest and off

your heart and off your head and you become a better Communicator through the process yes however um I don't I can't have I don't have a promise of money is that going to be a hindrance for a webinar not necessarily right um it's typically a slower burn meaning that it's easier to sell money at a discount up front pay me a small amount of money and get a large amount of money in return the easiest pitch in the world Right long term that doesn't really matter what matters is are people better off than they were

after they bought your course if there's a whole bunch of those people then you can take over that market you can be the one that everybody ends up going to so I don't really care if we're selling a result based on money or not on the webinar where we start is always with the limitations and this is something I do differently than everybody else David which is probably Why I get a different result so if I'm creating an offer with you or if I'm your offer strategist if you will right I would say what prevents

people from doing what your offer promises them to do what would stop them what would get in the way where would they go wrong where would they fail that's where we start when we look at constructing an offer so do you have an example of somebody that uh who would try to do what you're going to Teach and fail like where would they get caught up yeah so they get caught up of just being nervous to put it out to put their voice out there and nobody likes it yeah yep so I would want to

create a part of the offer that specifically addressed that right so how can we make that no longer a valid excuse for that person and I'll give you and I'm just making this up as we go along so these are just examples if we were working together I would help You very specifically but these days with AI it doesn't even have to be your voice anymore right so it's like if you're concerned about putting your podcast out there but you're afraid of your own voice or somebody recognizing you congratulations that's no longer an issue one

of the bonuses is we're going to show you how to do AI right um I would even take it to a different level we always lean into the objection uh how can we turn it into an advantage Right so why is how could nervousness be an advantage well it could be an advantage because it makes you more relatable it can be an advantage because people uh it forces you to focus more on what matters as opposed to being all slick and all glamory and working on the gift wrap you work on more what's inside of

the Box than the Box itself so we can spin that to an advantage and we can help them understand at the end of the day David everybody's as big as their Biggest excuse and so if you have an excuse that says I can't succeed there's nothing I can do to help you so I have to remove that excuse and if I do that I win more sales that way than any other way that I know how so if we're looking at your offer we've got to say what are the three to five to seven biggest

reasons somebody would say no when this offer is perfect for them and then what would cause them to say no and how can we get them to realize that that's not Valid that's not a valid excuse for them to limit themselves and to stop themselves because they want a podcast you're selling this to people who want to get out there who want to have impact but something's stopping them we got to remove that obstacle and then we make more sales so for you is the opposite is is the is the webinar's main objective to get

them to believe in themselves or teach them something and if there is if it's both what's the balance that's a Great question so I always say our job is to transform not inform so a lot of people want to educate on a webinar and education is not enough so we need behavioral transformation that's everything we do so we teach on webinars but the teaching always is what can we do to change somebody's limiting Behavior so if this person is afraid to start a business because they're they're scared they're going to fail how do we make

them more scared of not taking Action you see what I'm doing there right yeah yeah give me an example give me an example yeah so I'll give you a great example so let's take webinars for example this would also work for podcasts too is uh most people are afraid to do a webinar because what if I go out there and it doesn't work I fall flat on my face I look like a fool people point at me make fun of me my career is over done shot right and I Tell them I say listen you

know what the first woman are you gonna do nobody's even going to care they're not even going to show up anyway right so dude you don't have anything to worry about trust me even your own friends ain't gonna come to that damn thing right and so now they're feeling more afraid of of the excuse to hold on to it and so they're going to be more likely to take action that's just one silly example there's I stack them you want to chop Down a tree you don't just swing at one angle you chop all the

way around the foundation and then you can push the tree over right so we're chipping away at all these foundational issues with the limiting Behavior but that's the thing is these these people people here's your average customer David this is what I find fascinating they're not afraid of failure they're not afraid of success they're afraid of both simultaneously right so hold on hold on Yeah they're not afraid of failure they're not afraid of success they're afraid of both simultaneously yeah how does how is that possible explain that all right so uh there was a therapist

named Dr Milton H Erickson uh pretty much the father of conversational hypnosis so one of the areas that I wanted to study when I learned persuasion was I studied Erickson ericksonian hypnosis and there was a story he told and this really got Me to finally understand the principle that I'm talking about to you today I had a weight loss client come into him one day and the issue was um she wanted to lose weight but the problem was if she lost the weight then she didn't have the the difference of barrier between her and the

outside world so the weight was a cushion of protection wow so if she loses weight that is scary for her but she wants to lose weight because she's Tired of being overweight so keeping the weight is scary to her it causes her pain in certain ways but losing the weight also causes her pain as well so both ways she is afraid your average entrepreneur they're afraid of failure because then they're going to get the same thing they've always got but they're also terrified of success because if I give a new person a thousand new customers

they're afraid of the accountability That comes with that how am I going to live up to this reputation that I've just created for myself here's all the ways in which I can screw it up so your average entrepreneur at their beginning stages is just terrified if they win they lose and if they lose they lose and so we have to help unpack that and reconfigure that in a way that actually serves them and doesn't limit them anymore and that's every customer I found is they're afraid of both Simultaneously winning and losing at whatever you sell

and if you don't fundamentally address that in some way shape or form you're only going to get this much of the market and we want to get this much of the market you said you started studying persuasion when uh since I was like three I didn't know it at the time right uh do you remember why I could tell you why right so I grew up in a very challenging environment when I was young Right just to put it in a perspective like I shouldn't even be here right now man like my mom ended up

serving six years in prison for dealing crystal meth oh wow yeah and so when I was younger I grew up in an environment that was very chaotic like that uh you know Tweakers as they call them they would get high they'd stay up three or four or five days at a time to start to see things that weren't there and I had to like get a balance in that environment I had to Take over essentially and and make it safe when it wasn't safe so I had to learn ways to communicate even back then for

my own safety I had to grow it fast I'm sorry take this picture for me yeah your mom goes to prison you were how old so I was 17 because they finally caught her after all of those years right but you were you were there oh shoot so you are uh I mean you're like your whole teen years you're seeing it yeah did you know your mom was oh yeah yeah yeah I Mean she'd smoke it right in front of me right after a while yeah shit's real man yeah wow Roger uh you know so

my mom and my dad divorced and I kind of felt like I had to be there for my mom to take care of her because if I did nobody would uh so and I you know I wish I wouldn't have in retrospect because I was a kid that does something to you man like it really messes with you it traumatized me and I'm working on it still to this day Which shout out to everybody listening right now it don't matter where you come from right you can make it work and I'm proof positive of that

so I would take I would try to take care of her and watch her and make sure she was okay so in a lot of ways and I didn't even know this like I was I was learning ways in which to make this the environment as safe as I could so I was learning persuasion even at an early age without studying it which probably attracted me later on in Business because I'm like this makes sense to me this feels safe I get this I can do something with this can you give me an example of

you making the environment safer yeah um in this story I've never told before like this is a this is a crazy story so I was about 16 years old one time and it was about seven in the morning on a Saturday I remember this very well and all my mom wakes me up and they've been up all night it was it was her her Boyfriend at the time who also later went to prison with her he ended up dying in prison he got brain cancer right um and then my cousin whose name was David also

by the way interesting uh so they'd been up all night she woke me up in the morning she's like you got to get him out of here this guy he's screaming and he's yelling and he's going crazy in the front yard uh and I'm I'm all pissed off because It's a Saturday at seven in the morning and I'm getting up and I'm a young kid right uh so I gotta go out there and I gotta defuse the situation and I gotta figure out how to calm him down so that way he doesn't try to fight

my mom or worse yet he's out in the front yard screaming I don't want the cops to come you know who's your mom's boyfriend that's great yeah yeah yeah and so like I had to go out there and use my wits to figure out how to defuse that situation As fast as I possibly could right in that particular instance I used to wear glasses back then I had Lasik right he's out there screaming I walk out front and I'm and I'm like dude you need to calm down right now he looks at me and he's

like what you want some and I said hit me he said well go hit me right now and he looked at me again and I take my glasses off I go okay now hit me and I get in his face and he doesn't know what to do so he turns around and he runs Down the street that's how I solve that problem right but you know I didn't know it at the time later I studied like neuro-linguistic programming NLP right you match somebody state so you wanna you wanna you wanna get in rapport somebody you

don't be calm when they're angry you get angry with them and then you do something with it so I intuitively understood that and later on I was able to to use it in a better more successful way like if somebody thinks You're overpriced arguing with over or arguing over them is not going to help if somebody says oh that's a lot of money and you can say no it's not really let's talk about value blah blah no you lost him right you say hell yeah that's a lot of money for the wrong person but are

you the wrong person or not they're like damn am I the right person I don't know if I am or not right but we matched them first and so those are just some examples of how I learned that but When I got into business then I just I noticed there is ways of communication that either bring people towards you or push people away from you and there's there's ways you can make people happy that don't make them better and then there's ways that you make people better and they're often not because you're a nice person

or not because uh you do things that other people won't do in terms of provide value there's a lot more going on on how people make Decisions and most of it is irrational so okay you're 17 when your mother goes to two yeah right now what you go to college yeah uh so I I my first job was ourselves I'd sell pot because I mean what's my mom going to say family business so and I could slang it out of the house so you want to talk about a competitive advantage in the business world right

uh two other kids in high school man I was the plug Because nobody else could Slag out of their house man and I had the hookups because I knew all the dudes that sold the weed through my mom's and and my aunt and all of them right so yeah you're right so like I was dealing weed and I was making decent money back then but I wanted to get the hell out of that environment so I went um I went to college I was uh at Iowa State I grew up in Iowa and I went

there but I was all messed up dude I was depressed I Had panic attacks every day multiple times I was agoraphobic meaning I was afraid to go outside I was a wreck really yeah agoraphobic agoraphobic agoraphobic oh you're not agoraphobic the name is a girlfriend yeah I'm Anne agoraphobic afraid to go outside Open Spaces basically it's the opposite of claustrophobia yeah so and it's very common when people have anxiety disorders I later found out in in Depression and all this kind of stuff so I went to college just to escape the insanity but I was

broken and when I got some space where you're not when you're not in the thick of things then that's when the real depression kicks in because when you're in the thick things you don't got time to be depressed you can't stop and think about how messed up it is uh but like so my mom was running from the police when she took me to Ames to Iowa to go to Iowa State and I'll never forget this because we're standing in a Target and all these other kids with both parents they're filling up multiple different shopping

carts full of all these different stuff they're going to put in their their dorms and I turn in my mom starts crying and I didn't know what was going on I said Mom what's wrong and she's like I'm sorry all she could give me was like shampoo conditioner deodorant and that was it right and I was I was oblivious I Didn't even notice that but I was glad to be out of that environment so I go to school for like a semester and a half I don't know how I did it dude but I got

really good grades one way I I something I always knew early on in my life like I knew what the teacher wanted so I studied the teacher not the material I'm like the teacher likes to grade this so I've had this knack for this kind of stuff right um I even became a teacher's assistant The second semester a philosophy class and I was great in the essays and the exams I was making a little bit of money doing that even though I was a you know a freshman right so I knew how to work the

angles but I was so depressed that I I I was just I had to get out of there so it was an Easter weekend I remember this very clearly one of my mom's friends drove up there got my stuff I didn't have much stuff uh took me back and I moved in with my dad I just didn't Tell them right he came home because he had he was with this girl at this time so he'd only come home every so often and we were driving up to my grandma's for Easter and my dad's like when

you going back like I ain't going back he's like I didn't think you were and so I stayed there David till I was like 20 years old or longer than that so I was 20 years old we were doing music because I'd always done music my whole life so me and a couple friends started To get it like a music career taken off uh and and and that wasn't going anywhere but one of them was this story gets insane man it's unbelievable right but my friend when he traveled with the guy these monks he brought

that back and I was so messed up mentally that I would take anything so I was like this sounds interesting so I became a heart Krishna wrapping monk I am not kidding you right a heart Krishna what yeah I used to rap Right a rapping monk I was rapping monk yeah yeah I mean the breadcrumbs are out there I'm going I'm going to show you where to find him but if you look hot enough you could still find that right so I mean the story is unbelievable but it exists so I got proof on it

so that changed my whole life when I became a monk it really switched me on like it helped heal me it helped get me focused it made me reconnect with the spiritual side not just all this craziness in this World it made things make sense and then I got focused on the music but the music wasn't going anywhere so I studied the business of the music then when I got into the business of the music I studied the marketing of the business and I thought man this marketing stuff is really cool so I'm gonna learn

it and then I'm gonna go apply it back to my music I just you know 16 years later I still haven't applied it back to the music but that's the whole story man Yeah it's great how old were you when you became a monk I was 20 years old it's 20 years old do you know I'm 40 years old 40 years old so when I it seems like you were studying one it seems like your gift is being able to communicate with people right whether you knew it or not right your your communication I would

imagine you just had a bunch of friends people that like you right you're getting close to the teacher and What freshman helps the teacher grade papers you know what I mean like like where does that come from right when did you when did you realize oh well this is a gift for me just relating to people yeah I uh so I I had ran out of money while I was trying to start my marketing career and the business the music took everything away that I had so I started painting houses again I I would paint

houses off and on throughout my since I was a young Kid just to make some money I'd work with a crew and paint my dad was a teacher so in the summertime he would paint so I knew all those guys um so I would go back and I'd paint houses and I'm like the problem with starting a business was um we I'd spend 10 hours a day driving and working and then driving home 10 to 12 hours a day six to seven days a week so I didn't have much time to start a business before

or after that I tried uh So I decided to just do a service and I think for most people starting off this is the best way foot in the door strategy is I said let me just work for other people in marketing and learn it that way so at the time this is 2007 um publishing articles in article directories online could drive some traffic and so I was a Ghostwriter I would write articles for other marketers and that that allowed me to quit Painting houses and then what that really opened up for me as I

developed a system for article writing and then I just I always wanted to sell the system create an information product and publish it and I went on like six months coming up with every excuse of why I couldn't do it I was talking just like everybody does right and then the fateful day that changed everything is I said listen I'm gonna create the product in one sitting I'm just going to sit Down and when I get up damn it whatever's done it's done I'm gonna ship it out so I'm like how do you create a

product like that you just dive straight into it I was like you know all the guys on YouTube now that go straight in right I love doing that stuff back in 2007 I didn't know any better no warm-up no intro I was like you want to write an article fast step one do this step two do this step three do this there is no step four it was like six pages right And I I was like so products done I don't know how to write a sales letter so I'm like I'm gonna do that in

one sitting and so I sat down and I was just like Hey listen I'm confident I could cut your article writing time in half the first time you use this it's only four bucks to to try it out and damn it if you don't like that I'll give you your four bucks back go buy it here so it was the simplest self letter ever and I just sold a really cheap product and People bought it they liked it they got excited about it and I said I can do more of this so my biggest problem

David is I could train and educate and help people but I couldn't do it in a way where I could bottle it up and sell it so I figured it out by cutting down the time in all of the factors that would prevent me from being successful and if you do that then the only option left is Success so if I had to create the product in one sitting what would that Look like if I had to sell it by writing a sales letter as simple as possible what would that look like so I started

with a super low price point and then when I proved to myself and other people that that worked I just started trading up and it's amazing how quickly you can trade up and go from a very small very humble success and turn it into a complete industry transforming success in less than a decade man I I always like to like hear the story Because I always want to know how people became became so great and it seems like your back story however horrible it is at the time moving forward like you're saying I'm still using

those scenarios today so hopefully somebody's encouraged to know like whatever situation you're in you can either I guess let it kill you or you can use it right with the webinars what was your first like when did you say okay I'm gonna Dive into this webinar space great question so I was very lucky I think a lot of a lot of success in this business David is just waiting around until you get lucky no no joke right most people they hate luck so they they deny it and if you deny it you'll never get it

which is ridiculous like I love luck right I want as much luck as possible for sure and if I gotta wait to get it I'll wait it'll come around eventually so I saw webinars Before they became big and I knew they were going to become big I just had this feeling the problem was they weren't quite there yet the technology didn't support them you do a webinar and there's like a 60 chance that it would crash before you were over with so it wasn't usable yet and internet connections were too slow Sonic it's only a

matter of time before the technology gets fixed in the connections catch up so I'm like let me Let me be the first there when the timing is right and here's the benefit David that I have that most of your listeners probably have right now it's the benefit of being new yeah people think that's a huge disadvantage well I'm new I don't have a reputation I don't have any resources that I've developed no assets blah blah blah okay the the best thing about being new is you got a fresh head of eyes so like Tesla becomes

the biggest in the Automotive industry because they weren't in the automotive industry right old dog new tricks those two don't mix and so I most of the guys that started doing webinars were taking what they did on tele seminars and saying oh let's just put some slides to it right other dudes that were speaking on stage say it's kind of like selling from the stage only we'll do it online since I had no success really in either of those areas I started with a blank sheet and I said Let me figure this out from the

ground up so I simultaneously he was there when when the whole thing was popped off and I didn't have any previous experience so it was a question of anything and everything could be tested and it didn't matter I didn't have to make it work right away because like I'm new any if I made a thousand dollars on a webinar I was the happiest kid on the Block man it's like nowadays I don't get dressed for less than a half a million dollars It's stupid you know it's like come on man we all need to Humble

back down the flex I like that all right so I I really need to get into like how it works because it seems like you've you're well read meaning you study people and I think most of us especially myself we think if we spend enough time on the product yeah it will sell itself and nothing sells itself in my experience yeah stuff just doesn't sell itself right How give I want to know like the beginning from start to finish creating a product to making a half a billion or a quarter or a billion dollars where

do I go to start this webinar what are the first things I need to consider yeah so the ideal is sell something that doesn't exist yet and then have your audience created alongside of you what yeah so how do you know what is a good product you only really know once you put it in front of an audience and See how they interact with it um anything we create in the laboratory is just a guess but we put it in front of somebody and see what happens you know when they stick it up their nose

you're like okay we got to stop them from doing that so let's let's not make it so they can stick it up their nose next time you know we need to figure that out as fast as Possible so we can iterate to the best product now with the good news too is then we spend less time on guessing at what the best product is and more time on working with customers which is where the real action is at so the best webinar and I use this still till this day over and over again I have

this idea I don't know if it will work or not would you like to find out with me here's the good news if it does work you're going to get it at the cheapest Price ever and I'm going to give you the most attention because I need to get my hands dirty working with you to iron this out so I'll never be this available when it comes to this ever again now tell them that I tell them that I said now the downside is I don't know if it'll work we might have to teach something

three or four or five times in a row I don't know how many sessions it'll be right it's going to be pure chaos but if you're okay with that we're Taking on a limited test group of people so I can work very Hands-On to figure out if this even will work or not and that's where we start right this is beautiful why didn't you tell me yeah you didn't tell me that you did tell me that for sure that is good and it's just one year making this whole webinar thing more approachable because it's almost

like I'm getting a group of people together to build with me when initially I look at it as oh wow I got to get These people together to sell at them yeah so it's with not out I like how you put that right like let's if they're involved in the selling process and the creation process that in and of itself makes it more valuable because they feel like they're part of the outcome versus I've already come up with the outcome and now let me shove it down your throat which is what most marketers do okay

okay so the the objective is to come up with a product And um and I would I would imagine what you're saying is don't over promise yeah because it seems like in the beginning you're like hey guys I got this really good idea and I really think it's going to help you if it doesn't my bad but if it does yeah let's keep working together that's right that's right yeah you just set me free Jason that's all you need to do David right you say I come up with this idea I don't know if it'll

work or not if it does work oh my God it's Amazing if it doesn't work here's all it's going to cost you in terms of time and money no matter what it's you're going to be better off and I only want to take a small group of people on initially so I can be very Hands-On with you got you how do how the heck do we get the people to the webinar how do we get people to like be in the audience so here's the ideal um and in fact I recommend with very few exceptions

everybody does this you Should have an audience already in advance of doing your first webinar okay so you can just push a button say hey all of you over there some of you should come over here will you say have an audience what does that mean so it's like if you got a following on social media that's good enough it's harder on social media because everybody's all pulled in 16 different directions I'd rather you have an email list right so like have an Email list if you don't have an email list find somebody else who

does have an email list work a deal with them if you can't find that out get an email list by selling a very cheap product that people can pay money for and now you build a customer list and then you do a webinar to them that's the challenge it's like if I assume David that you could very easily get in front of a lot of people quickly right now is that fair to say probably yeah for sure like when you do A podcast people listen right yes so at one of your podcasts could be I

have this crazy idea you want to join me at the end of the podcast I'm going to tell you where to go so you can try this experiment out with me and then you could get people that way so I would have them opt in first to something give them some information and then do a webinar to them after you get enough of them in a room at the same time because the problem if there's not enough people On the webinar there's like a lack of energy nobody wants to eat at an empty restaurant so

like you've got to bring enough people in and then that energy is powerful in and of itself so you know it doesn't need many give me 50 give me a hundred I can work magic with that so whatever you need to do to put like a bunch of people into space all at once do that until you can do that don't do a webinar get that first and then do a webinar otherwise if you're trying to Catch us catch can you're spending more time out there chasing people down and now you're out of your Zone

a genius you're not in the moment to be able to present to them so if I am Johnny nobody I got no followers but I have this idea where I don't know I want to write a book on mental health and I really want to help people with their mental health I write a book I don't have an email address an email list yet now but I write an ebook make it inexpensive and Do my very best to get it in the hands of information as many people as possible so I start collecting an email

list that's right yep okay that's a good start the hack to this is you go to somebody and say dude I want to work for you for free yeah I'm gonna I'm gonna totally help you out over here with XYZ one two and three I'm gonna make your customers love you even more I'm gonna do all these things for you that are gonna make you look good in exchange for That just give me a little bio link meaning that if people want to know more about me they can go here and then they can opt

in for something and so you show up and you serve somebody else's audience and you will get an audience as a result of that you just have to humble yourself enough to do the work for free yeah that's it free is cheaper than any other option in my opinion if you do that and you know I would even recommend you work deals with them hey I want to Train your audience let me get in front of them not even to sell them something not even to get an opt-in Because by the way dude if you

get a list of people you can't serve I don't want you to have that list you better be able to serve them right so prove you can serve it first so go and and do some service for somebody else and then if that works step two is do the service again find a way to share in the deal flow with them where you give Them a cup but you do all the work and then from there you keep trading up that's the answer people want to over complicate it I mean we could go to Facebook

and try to give another you know billion dollar Corporation and more billions of dollars and then push all these buttons and play with all these knobs and levers right or we can just go where are the people at how can I help them start with 10 Man start with five that's good straight up that's good Got the product I'm getting this email list right I decide I want to do a webinar what do I do oh yeah so the first webinar you should do shouldn't be to sell somebody something for most people out there now

if you're a successful business if you've done it in other avenues and yeah you're probably over to you should sell but if you're a brand new person the idea is here hey this ebook I wrote over Here or this thing I created over there I want to do I want to teach it to you in a different modality I want to try to teach it to you live I don't know if I can do it or not I think I can do it if I can do it I think this is this is the way

that it will help you but find out if I can't do it at least it'll be entertaining as you watch me flop and Flounder around right but if I can't do it you get it for free I'll probably sell it later you get it for Free if you're willing to be part of my science experiment is this something Jason because it seems like all the people that are saying hey follow me learn from me are saying I've got it all figured out I'm Mr and Mrs perfect follow me this is why yeah is there a

psychological reason why you're saying to kind of downplay my expertise yeah there's like three reasons reason number one is if you say the same thing as everybody else you're only going to get As good as everybody else like I I can Xerox the Mona Lisa it doesn't make it better it makes it worse if I paint a mustache on the Mona Lisa it definitely makes it worse right so like I'm not gonna fix the Mona Lisa I want to create a different piece of art so in in marketing saying the same thing as everybody else

is a huge disadvantage so be different to be different different is better than better and so that's the first reason that's reason number one Reason number two is the psychological component most people stop themselves from even starting and why they put too much pressure on themselves so the model I'm giving you takes all the pressure off hey I might screw it up you want to find out that's just makes you a better operator for so that's the second reason the third reason is I believe that it is a stronger marketing communication than the other reasons

because people want to be part of something they want to be Part of the creative process they love the drama and the tension and the excitement it's more believable what's more believable I will make you successful or I might make you successful it's more believable so that's how we're breaking it now this stuff took me like 12 years to figure out right everything is obvious in hindsight but to your point David I'm glad you picked up on this there's a lot of reasoning on how we're positioning it This way and really all good marketing is

done through momentum so a snowflake triggers an avalanche and so we need to we just need to get the first piece of momentum going think about it from this perspective my biggest marketing campaigns came out of these test groups were there you go we good um my biggest marketing campaign ever is we took 18 people and we said I don't know if this will work you know this Bill right all 18 of them were successful come on man you you could put a D minus marketing student in front of that campaign and they're going to

spit out 10 million dollars right it's like hey I got Bugattis in the back they're only a hundred thousand dollars you don't have to be a good salesman to sell that kind of stuff you know it's like that's what we did so it creates better marketing if you can pull it off and you learn faster you can fail faster if You're going to fail and oftentimes it's in between you see something that can make an adjustment and you'll learn more doing that than you ever will studying or listening to me talk got it got it

okay slides or no slides Whatever Gets the webinar done fastest right the first webinars I ever did David were on a mind map I don't even know what that is yeah nobody does anymore man I'm like in internet Marketing years I'm 172 years old man it's like I was just clicking things and you know expanding and Contracting different points and it was all text yeah so a good message is a good message so if you have the answer to somebody's problem whether you put it in a brown paper bag and slang it on the corner

or you put in a museum with all the lights on it right the message is still the message so we want the message first before we do anything else so a Life-changing message you could say that through a tin can connect it to a piece of string that somebody holds up to their air and it's going to change their life until we have that everything else is unimportant so whatever you got to do to get the message in its form to be shippable we do that and then we assess and then if it's good we

go back and now we beef it up now we can add slice to it now we can build on it now we can do other things but some of my best Webinars David have been just like this just talking to people with no slides whatsoever yeah got it but the you recommend slides at a certain point though for most people slides are going to be their best thing give me the psychology behind it yeah so people they lose 92 percent of what they hear after they hear it people lose 92 percent of what they hear

after they hear it yep so if we were to have somebody say Hey listen up into This point without looking at your notes rattle back 15 things that Jason has said on this podcast and they'd get to five and then they'd be like remember right and so consciously now subconsciously we've retained it all but consciously we lose 92 percent of the information the first time we hear it here's what we don't lose the feeling that we had when we heard it so this is why emotional states are very important we haven't Talked about that yet

uh but the visuals that you speak out loud if you can if you say the same thing on a slide with the words and nothing else it increases their ability to recall and remember it it it doubles the comprehension rate or more than that even if it's literally the same words that you're speaking but they're also on the screen and so here's what's even better about this and I teach this in my webinars when I transition from Education to selling I first remind them of all the cool stuff that had happened now I do I

call 60 minutes and 60 seconds so if I just did 60 Minutes of my best material how can I run it back in 60 seconds uh all the all the things all the highlights okay right because I know my audience no matter what wisdom I was dropping when it comes down to the pitch they ain't gonna remember anything I just said right so I got to remind them Of that right I gotta remind myself of that I forgot what I was saying a minute one two three and four and five and so the slides here's

where they're good you could say so far on this webinar today we've covered and then you you throw up this slide you throw up that slide you throw up this side you throw up that side and you hit 15 20 slides in order we went through this and I showed you this and now you know this and now you know not to do that what about this and Remember this and that that and so they still don't consciously remember the material but it re-triggers the emotional state that they were experienced when you showed that material

so slides make good anchors as we like to call them and so you want to have those visuals here's the other way slides work really good show and tell so I could say I'll give you a great example I told this to Russell Brunson um when he was first uh getting click Funnels off the ground they acquired a bonus traffic Secrets is the name of the bonus he paid John Reese the guy who created the product I'm sorry they acquired a bonus what do you mean yeah good question right so think about click funnels what's

an objection well I have click funnels but how do I drive traffic to it so you know I taught Russell and and so many other people this concept is your bonuses should handle the objections and so one of the objections You need traffic so he went out there and he acquired a course the rights to a course that somebody else had created called traffic Secrets oh wow yeah a guy named John Reese who's an OG in this game he's the first million dollar day in this business right back when that was a lot of money

right and so but he pays smart he paid John a million dollars for this bonus here's what I told Russell to do I said show the money he said what do you mean I Said show the damn wire transfer put it on a slide because now Russell can say this this bonus was so important that I went out and spent a million dollars of my own money so the value of this bonus to me is worth a million dollars and you're gonna get it for free when you buy click funnels right but it's one thing

to say I paid a million dollars for it it's another thing to show the receipts right I was talking with Alex hermosi about this the other week Because he called me up because he's like dude Jason you're the best in the world I know it offers and the guy wrote the best-selling book on offer so cool right uh and he was like and he was talking about something he's like and I'm gonna show the receipts like you talked about I'm gonna show this thing that I'm doing right over here I'm like that's my boy right

there wow so so take what you're saying and show the proof yeah here's my attitude I wanna you know If you're on trial for a murder you didn't commit David and we got 26 witnesses that could put you at a different place and if I'm your lawyer and said ah we'll just call two of them that should be good enough right you better fire my ass quick right we're calling all 26 Witnesses we're calling them all for sure so we're going to bring as much proof as we can to validate the claims we make on

the webinars and that's the biggest mistake I see people making so from a visual aspect show as much as you possibly can got it got it okay so um I think you said earlier that the webinar should be 60 to 75 minutes content content yeah and then what's the other part the best part uh we we close yeah so here's the here's the Dynamics it's generally I run out of Slides about 90 minutes in so you do your formal offer where you say this is my program this is what it is this is where it

does this is what it should cost this is the special deal you get if you act fast enough by going to this URL when you go to this URL you get these bonuses here's the risk involved here's how we remove the risk you know that's your structural formal clothes right but then here's what happens you got all these people still on the webinar who Ain't left yet and you got a chat and they're still communicating in it and that's when the real webinar starts so we're 90 minutes in and that's when I I think the

real webinar begins that's where the real webinar starts that's where the real money is you made the pitch and people are still waiting yep because some people get off as soon as the pitch comes yeah good riddance I mean dude man some people you could you could open up the path to heaven for Them and they would complain that they got to climb the stairs to get there you know is like we don't sell for the people that don't understand the value of anything we sell to the people that get it so I'm not even

trying to save those fools you know um if you get offended by me trying to sell you something then you've sold yourself on something which is the value of nothing and we work with the people that get it so most people here's here's The truth and everybody gets this wrong which I love it and I teach people this and all the time they go I can't believe that word Jason I'm like why can't you believe that word right I've taught this stuff for 10 years now why why wouldn't you think otherwise because one of the

techniques I teach is you you drop the price and you do your first call to action like five minutes into your pitch here's what most people do David I'm sorry I said it again yeah yeah this is Super important you do the call to action five minutes into the pitch when I'm selling something when you thought you've seen 100 of it I've only actually shown you 10 of it so I I show you the whole offer you think you know the deal I say go here to sign up here's what here's what the investment is

you think you know the whole deal right because why not I just given you the call to action and the Price you don't know ninety percent of my offer I haven't even made it yet give me an example give me an example okay because this guy definitely did yeah yeah Justin learned it for me right you got it and Justin can speak nobody else does this but me right and they do it because they learned it from me people are biologically programmed to say no almost always even if it's the best thing ever for Them

people want to say no as a defense mechanism if you live off the people that only say yes as soon as you put something in front of them you're going to make this much money the real money is made from the those that that start with no and then turn into yes okay so if I know no matter what I do you're gonna say no anyway I want you to get that no out of your system right away so we can get down to business right so so we can actually unpack it and figure out

If it makes sense or not so they say a person needs to say no on average 26 times before they say yes to something yeah lead a whole webinar be over well so I do 26 calls to action yeah we ain't playing money to make we ain't playing around you have 26 opportunities for them to tell you no yeah yeah and your objective is to hear the no hell yeah man yeah no to me sounds like this k-n-o-w like I need to know more information [Laughter] when I'm selling if I know they're going to say

no if I show you ever where am I going to go from there I got nowhere to go by the way if I do my whole pitch and I end on price I have you focused on price yeah if I start with price and non-value I have you focused on value right yes that's where I want you at because the price is irrelevant man for some things a dollar is too much and for other things a Million dollars isn't enough and so I gotta put it into proper perspective so you can understand that so my

pitch when I start I show them the bare minimum here's what it is here's what it does here's why this is awesome here's what it should cost here's what it normally costs here's a special deal for you if you act fast enough go here and get it and that's the first pitch right and and that's the call to action and people think they know the deal they think okay Well if I spend two thousand dollars I get this and then they start to play this mental Jujitsu I I want it but it looks good so

they're already kind of open to the idea of buying it they're trying to talk themselves into it so they're already open to it and they haven't even seen the best part yet I want them in that frame of mind everybody else is scared out of their mind David because they're like they're gonna I'm gonna ask you for money you're Gonna say no and then you're gonna run the other way and I'm never gonna see you again that's what most people believe but the reality is do a webinar make your offer and watch how few people

leave the first time you ask for their money now you're right there are those jump shippers that'll get off right away but once you account for those once they're done look who stays most people will stay wow okay so are you saying after you give them the offer that's not The real offer nope dude who's your favorite comedian uh I would have to say Dave Chappelle oh yeah me too man yeah does Dave Chappelle leave with his best joke or does he end with his best joke definitely ends because he'll like he'll somehow wrap the

whole hour special the fourth time I met OJ right right yeah yeah right he builds up to it you end with your best material the rest is the Setup the rest is the setup to the punch line right every good comedian knows you save your your best material for the end or you try to so you start hot and you end hot and that's what we do we start hot but we end even hotter and so my best stuff is the bonuses it's not the core offer and we end with the bonuses we end with

the value so that's the stack that's the pitch and then even after that's done people need to know now should I buy this or not so 90 Minutes gets us all the way there so you know 75 minutes of content and then 15 minutes of the formal pitch here's what it is what it does blah blah blah and then you got a whole bunch of people who still they've only said no four or five or six times at this point now we deal with objections which is where the real differences on whether somebody buys or

not a a cell that's 99 clothes is worth exactly zero dollars nice so we got to get that one percent and that's why we Stay on for those extra hour two hour three hours four hours in some instances depending on if the audience is still there depending on if I got enough energy or not yeah this is so good because I think when I was doing my offer I'm telling all the stuff that's in it all the bonuses nobody cares why you need to get it nobody cares get and I'm I'm I'm looking to see

how many people bought right now yeah But that's too early to expect money you're planting the tree and then you're wondering why it didn't grow in the next minute right we got to give it time to grow wow yeah yeah this is this is deep stuff here man this is real cycle you study psychology a lot yeah that's what I went to school for for the one and a half semesters this is this is really really good thanks man so you know I was I was actually on the phone with somebody who Was it and

they were talking about um like making an offer but it's like her first offer ever and she's like ah I feel like it's manipulation is it here's the cool thing if she felt that way right this is how I would coach her if she was my student I would have her say on the webinar I'm about to make you an offer right now here's the problem I'm afraid that what I'm doing is manipulation and I'm Concerned that if I make this offer you're going to look at me as somebody who's manipulating you and that's a

problem because I don't want to do that so here's my issue if I don't make you this offer at all I simply can't help you any further I have to hope you do it on your own or I have to run the risk of being viewed as a manipulator but still try to make it the very best offer I can so if you will put up with me as I try to do my best here and hopefully I don't Manipulate you would it be okay if I showed you what I had but most people argue

that even that is manipulation total manipulation in fact the fact that like there's a certain way that I have to do something to get the result from you now now I understand it right and it's a uh I know I need to be manipulated to get me to do something that I otherwise wouldn't do on my own so like if you look up the word manipulation and the dictionary says to Turn something into something else essentially it doesn't have a moral or ethical connection to it we attach it because we often see manipulation only when

it's done nefariously or that's the ones that remind us the most but uh you know I got two kids right and if I don't manipulate them they're going to manipulate me right somebody's going to lose in that situation right they're either manipulating me to eat candy and stay up All night I manipulated that to eat vegetables and go to bed early right and so so manipulation is if you want to be successful you have to manipulate yourself from a lower stated being into a higher state of being the the real issue here isn't manipulation the

real issue here is authenticity and so when somebody's selling very often the resistance they have to their audiences they feel like they're being inauthentic that's the real issue it's not Manipulation it's inauthenticity so we train people to be authentic and still sell so people that are afraid to sell what I always coach them to do is tell your audience I'm scared to sell you right now if you hear my voice crack if you see me shake and shiver it's because I'm scared out of my mind right now but this but I'm willing to put my

own personal Comfort on the line because what I have to you is that important and I tell them I wish I could close like That I can't close like that I would sell better if I could close that way because we're taking what is true about them and communicating it in a way that can land as strong as possible with the audience wow let's talk about uh pricing structure do you charge for a webinar or should it be free free yeah free definitely definitely yeah I mean I remember never a case where it should be

not never a case Right there's certain instances sometimes you want to mix it up just to mix it up if you do too many free webinars people start to predict you you want to be unpredictable so you should charge for certain webinars some of the time but in general most of your webinars should be free because I would rather get the audience in the door and then do my best to show them up front that I'm valuable and then sell them something the risk is on me if somebody Pays me up front the risk is

on them so as much as possible I'm trying to incur at risk on the behalf of my audience as I possibly can but you know what what I always tell people David is Whatever Gets the webinar at the door fastest if you want to charge charge for it they say Jason should I use this platform or that platform I say I don't care dude can people see you at your best right now can you help people that's the answer Whatever Gets you in front of an Audience as fast as possible so payer free but usually

free will do better than paid gotcha thank you um every webinar should have an offer at the end no not necessarily um you should do webinars that train as well but where you put the most effort into are the webinars that do have offers at the end there should always be a call to action at the end if the call to action is go here and do this thing not buy this thing you should always Give direction on what to do next not just dress people up with no place to go got it got it

okay and let's talk about this offer to back in where we're at right now in the space um or or how much should you how much should that backing offer be if that's the right question it's a good question uh I'm different than most people in this space David and I'm not saying it's for strategical Consideration a lot of businesses it's your planet you should make up your own rules right so the money only gets you this far like you want to do it in a way that serves you and makes you feel good so

I'm the kind of guy that if I'm going to sell you something I'm going to sell you something I'm not going to chunk it into pieces and string you along and have upsells and down cells and cross sales and all this kind of stuff I also have massive ADHD so there's too many Pieces involved for my mind to handle it all short circuit right so I don't do much back-end stuff uh I just captured the thickness of the market right in one swoop on the front end but most people can't do that they're going to

need it back in they're going to need somebody to take a step not just jump to the top and so in that particular instance A good rule of thumb is 10 of 10 percent so whatever your audience is ten percent of that audience will pay 10 times as Much so I said it's 10 10x for 10 okay 10 10 of your audience will pay 10 times as much for something if it's just slightly pointed more specifically towards them okay okay so and I can give you examples so 10 of a podcast audience who paid you

two thousand dollars would pay you twenty thousand dollars if you made an offer specifically just for them so if you think about it you saw a thousand people your podcast training a Hundred of them or maybe even only 10 of them um they're already successful in some aspect or they've already got something going for them that nobody else does so if you cater specifically to that audience within the audience they don't need much they just need something specific that can help them so what do rich people need more than anything else time time that's exactly

right so if we take your core offer on the front end And we find a way to make it 10 times faster they'll pay 10 times as much money for it okay so what's a good number like is there and I think I saw it somewhere before like there's a sweet spot of a sales like if I'm coming to you say Jason okay I want to help people yeah um and whatever number you tell me to make the offer I'll make it and we'll pack that offer with value yep What should that number be what's

a good range yeah so there's always price ceilings in any industry to sell in Mass where you're not getting on the phone one to one uh if you're starting off I want you to be under that price ceiling by a little bit because if you overprice You're Screwed I'd rather you under price and then raise the price because you still got momentum and you still got you you made people a really good deal you've taught people that buy from me Sooner is better than buying from me later right uh so I I prefer to go

under the bar and then raise the price when it's obvious to me that the market and the value is there but as quickly as possible we want to hit that price ceiling so in most markets that you're selling results for two thousand dollars is your price ceiling in Mass so okay so we say how do we make a twenty thousand dollar offer and somehow get it down to two thousand dollars right not most People do the opposite how do we take as little as possible inflate it to two thousand dollars so we get we go

from an impossible offer to a barely possible offer we know the price threshold is two thousand for whatever reason you get over over that and people act weird about it uh you know people are people it's funny right and so that's where we that's where we try to start at as fast as possible is that the upper threshold of what the market can bear in mass and Then we do try to break it then we see can we break past the price ceiling or not but we don't do that until we hit the price ceiling

first got it got it okay um one I think I want to do another interview with you I want to like try some of the stuff yeah and then come back and tell you what isn't working how many do I need like a thousand slides how many you got how many slides you got 350 slides yeah maybe more the better or yeah here's the problem David you're not going to start there probably I'm sure Justin didn't start with 350 slides can you start with around 50 slots I mean 100. most people start with about 100

slides which ain't enough but it's better than nothing right here's the rule of thumb one point per slide and so if you ever see a slide with like three bullet points on it that should be three Slides with one bullet point on them really yeah it's just I don't even do it because it's like I don't floss twice a day either even though I know I should you know I was like sometimes you got to get it out the door but ideally the more slights the better but remember what I said earlier start with the

message first have a rock solid offer a really good message and then you want to break it down and have many different slides you want to ideally have motion Something happening on the screen that's changing every three seconds really yeah so when I get to a point I'm talking about the thing the thing yeah I'll leave it there for three seconds so you're saying that damn bam yeah oh or all of the stuff that I'm talking about as a regards to this slide should be broken up into like 20 more slides because of what I'm

saying mostly yeah So it's like even at the beginning if I say on today's webinar we're going to discuss this that's a slide we're also going to discuss that that's a slight we're also going to break down Blank That's a slide we're also going to uncover Blank That's a slide like four slides right there and how fast did I say that just like that right yeah why why because when you most of us grew up watching TV right the kids today don't even watch TV anymore it's even worse Right but the average programming in television

was to have a camera angle change every three seconds oh wow and that's where they've learned that that typically will keep engagement at its highest when they're always changing camera angles every three seconds and so we never quite get there because you think these TV shows are produced with a whole team of people we're like most of us are lone solopreneurs but we want to have movement as much as we possibly can So Bam Bam Bam Bam Bam if you don't do it any other place do put in the first two minutes of your webinar

because people make a decision within the first two minutes whether they're going to stay or not for a majority of your webinar so if there's ever movement it should be right away now David if you watch webinars they do the opposite the first minute and a half they sit there and they just talk yada yada blah blah blah on a title slide forever Boring right it should you should grab them by the throat within the first two seconds of that webinar starting got it we're on this boat again that I probably should have been on

and um I asked you a question because you said you you work with people who have an offer already yeah and then you come in and you do the presentation or you do the pitch or what sometimes yeah okay and I was talking about your audience and my question for you is have you done It with uh uh black audience no and you said you want to I do yes and do you think there will be a difference in strategy yeah absolutely also uh I don't know if it was Justin I was talking to it

might have been Tess I was talking to another your student's guy yeah yeah everybody's killing it all right let's do it first off yeah for sure thank you Um order the what's the book one to many one to many that'd be the first the foundation okay yeah okay order one to many one to many let's order it okay go ahead yeah so I was telling I was telling tez and this is hard for me to communicate David so it's going to be very delicate here and I'll probably say stupid stuff but I don't mean because

it's very it's a very complicated subject right but I I you know Black Wall Street you know Black Wall Street right Tulsa yeah I said bring some of that into the presentation man speak to the audience from that perspective because that's a unique perspective you can bring in that nobody else can bring to that audience right so bring them back to that pull that into that bring those Stakes up take it to the next level you know uh I told him I used to do this David when I was learning how to speak I study

Martin Luther King speeches yeah I used to have portions of I have a dream memorized and I'm like I want to speak like that so bring that because that's what the culture is used to I want to communicate to the culture and the way that there used to being communicated within the confines of what I can say to it right like I can't talk about being a medical doctor because I'm not a medical doctor right but as much as possible if I can speak not just in content to the Communication but to the context of

the audience the better I'm going to be and so I and I I told Tess I'm like that's something you can do that nobody else can do I can't do it all of these old white guys that are running the game right now they can't do that so you have an advantage that they don't so use it gotcha you know and so there's and there's many of instances most of which I talk privately to him that I don't feel comfortable bringing up publicly Because I won't say it in a way that when we take it

out of context right I'll take that one clip and now you're already yeah they will right but I brought it to I brought it to him like that and I was like these are the things that you could put in your presentation that are missing right now and people would resonate with give me one yeah so like you talk about Jim Crow laws right and the segregation between you know black people can only drink out of this Water fountain and white people can only drink out of that water fountain right information has been discriminated for

for centuries the same way and the internet has changed that the internet has democratized information in a way never seen before so you take people who are oppressed and you give them the opportunity the only thing that will stop them is their belief that they're still oppressed so you know the whole flea in a jar you Take the lid off and it can still only jump this high all you got to do is show them now the lids off now you go at it right yeah that is uh that's real but the information is now

available when it wasn't before and now you have that and so people like Tess can break that through right I mean and then you can get to the other levels and again we've got to be very careful here right is like who are the best basketball players of All time right all of all of us there you go right and I mean and we could just go down the line and and and who who are the influencers who are who are the leaders in in culture and in fashion look at the top ten right now

yeah I mean look at what hip-hop and R B have done for all of music and even before that with rock and roll right so so you can make the argument that you are at a huge advantage on social media on Instagram On these different platforms they're more suited to the culture you grew up in so you are now for the first time in your life at an advantage over everybody else so don't squander it that's the message that I would come if I was him right you've been given a gift that has never been

seen before in history don't squander it I got it yeah man now I can't say that as a white guy on a webinar right but I could help tez Unpack that yes yeah I got it especially for like the space that I'm in in terms of like podcasting our voices have been so restricted for so long and it was a point where if you wanted to get to the masses someone yeah in an office would have to say you're going to be the DJ you're going to be the radio host you'll be the somebody has

to point to you and say you can have it now yeah but now it's not like that so I think and maybe some people will look at it as Uh manipulation but I think we need to wake up and realize that we didn't always have the Privileges that we have now and we still don't have the Privileges that you think we have agreed absolutely pointing out these like making it a real conversation not just this is what you're going to get at the end of this that's exactly right that's good yeah I call that a

holistic Viewpoint so we bring in everything we can not just the Tactical not just the you know here's what you can do to build an e-commerce brand here's what you can do to build a clothing brand right we bring in all the stakes not just a portion of the stakes because that's how people end up making decisions at the end of the day it's not what moves them up here it's what moves them down here so we need to get this content in but too much of this content is being created here and you know

what does everybody copies it it's like Where's the advantage to that you know yeah man yeah man you didn't think we're going to go there today did you I had no idea and I well I guess I never know where I'm going to go with a conversation but this is really good this is really really good thanks man okay so uh your book um tell like tell us about your book how long you read it what was the success of it because I do want people to go buy the book like we don't have like

Something to offer like you don't have a webinar to offer right now right no unfortunately I actually was like yo okay there's a sales guy okay which means he has some sort of offer uh Neil's like yo he doesn't he's like yo he just wants to get the information out to people that's right and I really really appreciated it David I've been wanting to do this for you know how long since we've been in Miami right for sure yeah so the book One to many like Kendall I think is 10 bucks it's the synthesis of

something that I created originally from a five thousand dollar in-person training My Philosophy is get the rich to pay for the poor so you take a bunch of multi-millionaires and say listen you can wait for six months for me to write the book and pay ten bucks for it or you can pay me 5 000 I'll put you in a room and I'll teach it live and so the book The reason why it's been so successful Is because it came from a five thousand dollar program so when a five thousand dollar program you create a

framework because you gotta train on it in a way people can take action like step by step it's a workbook more than anything it's a workbook that acts like it's a business book and so that is the book one to many one the main reason I'm out here in Atlanta is because a lot of young black entrepreneurs bought that book and were killing it and passing it Around telling each other to buy it and I do I go to where I have the most impact yeah and so all these guys are like dude I'm making

a million dollars with this book I'm making a million dollars so I'm like I'm gonna come out to Atlanta then right let me know if some more guys make a million dollars you didn't tell me to get the book did you know you did no you did right so I was trying to hide all the secrets man okay so once a minute is it a big book Little book yeah it's big it's like 300 and some pages it's got a 160 different images and it's something like that because I'm showing slides if I you know

show not tell right yeah yeah so there's not a whole bunch of small words like oh there's a lot of words in there I'll tell you David what people like the most is I I do word for word closes uh I'll give you one as an example right so it's like this is a transition close people have trouble with like if I'm going to Teach and then I'm going to sell they don't know how to bridge that Gap so one of the closes that I use is I say I'm faced with two choices today Choice

number one I can just leave you and hope and pray that somehow on your own you find your way and you're successful this and I cross my fingers and say good luck that's my first choice or choice choice number two I can give you anything and everything I have at my disposal to help you to take an active role in your Success to be accountable to your results and if I did make you that option I'd have to charge you for it given the decision between option one and option two I choose option two here's

what it's about right and and I'm I'm doing this off at the top right but I literally have better scripted words word for word exact on how to say that I've had people David that have printed out the closes in the book have held them up in front of their audience and Saying my coach Jason fladland this is how he would sell you I'm just gonna read it word for word and they close that way man it's crazy dude wow yeah so there's pages and pages of closes in that book yeah goodness okay do we

get it did you order the book okay we got we got the okay I'm listen man headed to this million dollar a month but because I and I think I'm the right person to be able to do this because I really love like and some People say it as sales but I love helping people and I want to be like legendary when it comes to ushering people into this podcasting space so you're already legendary in my mind thank you Jason yeah I appreciate it man listen let everybody well thank you so much there's so many

things I didn't get a chance to cover like uh the Affiliates the like how you connect with other people have offers like which leads us into part two okay you will have a part Two yes yeah okay cool based on the success of this podcast okay so make sure y'all share this with people so it's really successful and he says hey I gotta come back on that show so Jason let everybody know how they can connect with you man and um yeah oh last thing where do you see yourself in the next five years only

reason I'm asking that is because I I want to be able to watch this five years from today and turn it on and say listen Jason said he's gonna Do that five years ago uh you know I'm just trying to to be as strategic as possible these days so my goal is to help the next group of people come through be a mentor for the next Market leaders that exist because I don't want to work as hard as I did the last 20 years to get where I'm going right I just don't have the energy

anymore so I want to find ways where I can get 10 times the result with one tenth of the effort so I see that by Helping people like yourself and your audience and then that creates the deal flow for me if I can make you successful you open up a door I couldn't open up and then together we can walk through that door that's what I'm all about I love it Jason let everybody know how to find you and close this out with a Word of Wisdom yeah find me on YouTube that's what I'm trying

to do right now you want to watch somebody starting fresh and I know what they're doing watch me there Go subscribe there's gems there there's for sure gems and and the last piece of wisdom that I'll leave you with is remember this if somebody's dying and you need to throw them a life raft don't worry about the logo on it don't worry what color it is don't worry what you're dressed in and how you come across throw them the damn life raft so if you got a message right now that can help somebody every minute

you delay in putting it in front of them is a minute you allow them To continue suffering dang that's good man that's so good man thank you so much man I appreciate it I want to say thank you on behalf of our audience because there's some people that's going to take this information and I think it was well-rounded not even like webinar stuff but like understanding people and human psychology this was amazing so man listen y'all make sure y'all go follow Jason flatland on Instagram YouTube go Check out Cinema DM let them know he y'all

like this episode DM them the takeaways all that kind of stuff but also go get you some social proof meaning go build something really really special but it is your obligation to come back to your community and teach them how you did it it's our it's the only way our community grows we are out here like subscribe peace if you like the video that you just watched click this one you're gonna like This one maybe even more click it right now