Boost Sales Using Irresistible Offers Part Three of Three Lisa Sasevich

Transcription

1 Boost Sales Using Irresistible Offers Part Three of Three Lisa Sasevich Lisa Sasevich: Hello, everyone. This is Lisa Sasevich welcoming you to our live tele-training today. This is part three of a three part series called Boost Sales Using Irresistible Offers. This is for experts who love what they do and want to make a difference, but hate the sales part. Today is about what to sell and how to sell it, to make the difference that you are here to make. Whether you ve been with us for part one and two of this series, or you re just jumping in right now, we re going to get you all caught up today and also make sure to take it a lot further. Today you re going to learn how to give yourself an unfair advantage as an expert, author, speaker, coach, consultant, or service professional. You re definitely in the right place if you just know that you have something really important to offer, but you struggle with exactly how to talk about it. Or maybe you re someone who s dying to get your work out in the world in a bigger way, but you don t want to be pushy or salesy about it. Or maybe your work s out in the world, you re out there, you might be online, you might be using some virtual technology like teleseminars or webinars. Maybe you re speaking. But you re tired of reinventing the wheel, constantly creating new presentations, trying new sales and marketing strategies that are costing you tons of time, a lot of money, and it just feels like minimal results compared to how much you re putting out there. Maybe you already have a following and they love you, but they don t buy from you. They love all your free content, they love your blog, they love to follow you on Facebook, but they re not buying. So if that s the case I m grateful that you found yourself here today because there s just some simple things that you ll learn today and be able to immediately apply, that can completely transform all of that. One thing that you want to know about me, whether we ve met or not, is that I love to make one simple move, one simple strategic move, that brings an abundance of results in return, fast. And that s what s going to happen today. Those are the kind of moves that you ll be getting your hands on right now.

2 In the next 90 minutes or so I m going to lift you up, show you a whole new perspective, and my intention is to open your world for what s possible with your work and the lifestyle that you can create for yourself with it. You will be able to immediately apply everything you learn. For those of you that want to take it further, don t worry, we will show you exactly how to do that as well. I m about to show you the number one way to attract new clients while growing your reach and your profits, with a lot of heart and no additional time or marketing budget. How do I know? Because what I m about to show you has worked for me over the last five years. The simple and elegant move that I m going to share have given me literally an unfair advantage to the tune of over $20 million of sales since I started five years ago. And better, the ability to work with people in 134 countries from my home, and the freedom to be super active with my seven-year-old daughter and my ten-year-old son. We live in San Diego. And also to travel at my discretion, with them, like if we want to do some adventure travel. We went to Costa Rica at the end of last year. Or without them, if I want to be maybe speaking in a country that I haven t visited before, or just traveling for pleasure. The model and the techniques that you ll learn here, these are great for you whether you want to include travel with what you re doing, or maybe you ve been on the road 200 days a year speaking or consulting and you really want to turn that around. This has really allowed me to work from home. In fact, to my own surprise, I ve even been awarded by the Inc 500 5,000 as one of the fastest growing privately held companies in the United States for the last two years in a row. Again, that s from home, and with two toddlers in tow. It s all about making the difference I always dreamed of making. And you making the difference that you know you re here to make. If you take the time, like you re doing here today, to get your hands on a model that is proving to do that, not just for me but we have thousands of clients all over the world that are proving it every single day. The secret to all of it, cut right to the chase, is making irresistible offers to attract your ideal client and to inspire them to say yes to themselves, to their own transformation, on the spot, (5:00) without you being pushy or salesy. There s two parts to today. First, I m going to walk you through my irresistible offer blueprint. It includes the mindset that you need to come from, the elements of actually crafting that offer, and the litmus test to make sure that the offer you create supports both your business, your clients, and your lifestyle. This is the key to knowing what to sell.

3 The second half is going to be about how to sell it. It ll be useful if you re in front of a computer at that time because I ve got some things I can walk you through to make it easier for you. I ll walk you through my five-step formula for making your irresistible offer in a non-salesy way, really in any situation. So whether it s a live setting, a teleseminar, or you re making your offer from a webinar, or maybe even from a video, so that you have the structure and the format that you can see the steps so that you can make that difference you re here to make in any of those settings. Today really is about you grabbing an unfair advantage for yourself, using irresistible offers and using the elegant moves that I ll show you throughout this training today. If we haven t met, by the way, if you re just jumping in with us, I m known by many as the queen of sales conversion. I know that s a pretty lofty title. How did I earn it? I m just passionate about the moment of decision. I m passionate about the moment that somebody gets to say yes or now to themselves, because it is in that moment, and really only in that moment, that transformation happens for a person. I know that I m talking to you as a change agent, a difference maker in the world, and the fastest way for you to be able to inspire people to go for it and say yes to themselves is what we re doing here today. To learn how to craft and also how to present your irresistible offer. I m living proof. Making irresistible offers really has been the key to everything I shared with you. The great news is if you pay close attention today it could happen for you really fast. You can put this to work and see results so much faster than you may even ever imagine. I have used the same thing I m about to teach you to make irresistible offers also in my philanthropic efforts. So in the last three years I ve raised over a quarter million dollars per year for various charitable organizations that inspire me. Usually there s a person like you or I, an entrepreneur, somebody with a vision, behind the organization. And I started about three years ago to use the same techniques I ll teach you today to make irresistible offers for people to contribute and give. If you ve got a special cause or a non-profit that you care about, I m just here to ring the bell and say listen up because this training is going to be able to do double duty for you. Not just in your business, but also with causes that you may want to be contributing to and having people say yes to.

4 And also, if you re on the line and you are in direct sales or multi-level, you re also going to get double bang for your buck today. Because everything you learn is not only going to apply to the product or service that you re selling, but it will also apply for when you re looking to attract people into your organization. You re going to get a double triple value if you re in that setting as well. Now, my clients include experts and professionals and change agents from all different industries. So if you re here from the health and wellness industry you ve probably seen some of my clients out there, big. Like JJ Virgin out there with her Virgin Diet, a New York Times bestseller as we speak. Tana Amen and her husband Daniel, the Brain Doctor, just killing it out there on PBS. What do you think that is? That is making irresistible offers. Some of you in the Internet marketing space, keep listening. Jeff Walker has personally used what you re going to learn today to close hundreds of thousands of dollars on stages, like on Brendan Burchard s stage, and just adores this teaching as well. Frank Kern has come out and learned this exact training. So if you re in the Internet marketing space you should know that some of the folks that are really killing it out there have invested in this very training that you re learning today. In the business and personal development space, stay tuned. Brian Tracy is one of my top clients. He actually said, I ll never forget this because honestly when I was kind of growing up in sales through corporate, selling for Hewlett-Packard, selling for Pfizer, I used to study Brian. (10:00) I remember after Brian did this work that you re starting in on today he wrote and said Lisa, you offer the greatest ideas in marketing and sales I ve ever seen. Honestly, that was like a stop in my tracks moment. John Assaraf as well, from the movie The Secret. He has all of his wonderful brain training through PraxisNow these days. He said I have access to anyone in the world I want to learn from, and Lisa has the best systems on the planet right now. I want to highlight that because if you love systems, if you love step-by-step, if you can follow a formula, you re going to win big here. I ve also had the honor to contribute these teachings on stages like the National Speakers Association, so if you re keynoting get ready. This is going to change your life. ewomen Network, Peak Potentials. I ve been able to share the stage with big names like Steve Forbes and Dan Rather at huge stadium events. I m telling you all this because I want you to get the huge advantage that you re about to give yourself from adding irresistible offers to your world.

5 You see, I got all of those opportunities and attracted all those cool people, through making irresistible offers. And you can do the same thing, whatever business or industry you re in. Doctors, lawyers, hands on healers, however out there it might be, if you re teaching people to talk to their animals or heal themselves with crystals, stay tuned. This will work for you. A true unfair advantage for sure. My secret, what is it? It s one elegant move that attracts clients and closes sales without being salesy. It leads to your irresistible offer. We re going to cover that today in the second half of this call, as we get into the how to sell it piece. But first, let s do a quick review, just to get everybody on the same page. And also a deep dive into some of the concepts that we have covered already in the first two videos that preceded this call. So if you re just joining in, listen up, we re going to catch you up to speed. If you have been with me on the first two parts and it s like you really get it for the first time. So quick review. I shared my seven figure work from home blueprint, which it s so simple you could almost overlook it. Simply put, everything leads toward the irresistible offer. That s why we re focusing on it here today. There s really three main activities that we do that lead to the irresistible offer. The first one is using speaking. And I mean that both in live settings, like a stage or platform, and also in virtual settings like speaking to you today on a teleseminar, speaking on webinars, any time you re interviewed you re speaking, if you re standing up at a networking event you re speaking. So all the different ways that you open your mouth to share your gift would come into that category. The second way that we direct people to our irresistible offer is through high ticket selling. Now, what s interesting about that is we ve got to attract people to talk to so it kind of goes back to square one. That happens through speaking. And then the third way is through online promotion and delivery of our products and services. That s another way we direct people to our irresistible offer. But here s the punchline. All of those things, including the online promotion and delivery, involve speaking. Like right now you found out about me most likely online, somewhere, and here you are and I m speaking. So the key to the whole seven figure work from home blueprint is being able to have a structure for your speaking that leads to your signature talk.

6 I know some of you listening would rather be in the coffin than be the person standing up giving the eulogy. So stay with me, because one of the last things I ll cover today on this call is some really important and simple tips about stage fright or shyness, even those of you that might consider yourself introverted, stay tuned. I ve got a couple things to contribute to you that I have heard really make a difference. And of course I ve seen it with my own eyes. The other thing that you guys commented on, that I just wanted to highlight from the earlier training because it was just such a key turning point of my life, and folks who hear it report that for many of them it s a turning point there too. It was a story I told about my dad. My dad was a world famous ventriloquist. His name is Eddie Garson. He passed away about three years ago, but you guys got to get, as a ventriloquist with his dummy, he had a Latin Jewish dummy. So he lived in Miami Beach and he had this dummy that popped out of a conga drum. He would come out on a stage pretending to be a musician and then the drum would start shaking and rattling (15:00) and boom! Out of this big conga drum would come a dummy. The dummy s name was Chico Chico. My dad, as a ventriloquist, usually kind of like known as more of a sideshow act, he became world famous. He was on the Ed Sullivan Show twice. I heard even three times, but twice I know for sure. He played Radio City Music Hall, which is like a mile long stage in New York, solo. Opening for Xavier Cugat in the Latin-crazed days. He really learned how to be out there with his gift. As he got older, like many of you who may have aging parents may recognize this phenomenon. He would repeat things to me, over and over. The same three or four or five lessons. Every time we talked he would say it like he d never said it before. And I learned to listen like I had never heard it before. I m really grateful, because what happened is about five-six years ago when I was just starting doing my own thing, I had been fired from my dream job, I was working for a personal development company that taught women to understand men, I thought I d be doing it forever. Those of you in the relationship and personal development space your work is also my heart song. I d been fired. I didn t know what I was going to do. I was getting out there trying to figure out, like many of you here today and I m so happy you re here because this is the place to be, trying to figure out my million dollar value. What was it that I was bringing to every situation, to everywhere I d worked? What was that piece that was uniquely mine?

7 I was getting out there and actually using speaking at small groups, like little groups I would find on MeetUp.com, or chambers or rotaries, back of the Olive Garden kind of events where there s people gathered at a lunch time. I was speaking on irresistible offers. That was kind of as much as I could see that I really knew how to do and that I d done for so many companies to help them grow in profit. I was speaking and I had a newborn and a three-year-old and it was scary. My then husband was becoming a heart surgeon, but he was in fellowship, he had so long to go, and I was supporting all of us. I was in Tucson for his fellowship, getting out there speaking, and I kind of got this good gig going down where I had this talk, I d drop my kids off at the Jewish Community Center near our house where they went to preschool, I would go and do a lunchtime talk at some little place, and usually, with about 30 people in attendance, about six of them, about 20%, would say yes to my irresistible offer. Which at the time was two coaching sessions to teach you how to make offers. It was $297. Those six people who d never heard my name would pay me $300 and I d walk out of there by about two o clock, at the end of the lunch hour, with $1800. I would do that about three times a month, and I was making a base of about $65,000 a year, if you do the math. The base, just from doing these talks, not even once a week. About three times a month. I was ready. I had my talk, it was working, this is how I was a mommy with my little kids and supporting everyone and making it happen. But it was exhausting. I had to serve the clients as a one-on-one coach. That part, the service catches up to you if you re successful. I was being successful. I had this breakthrough where I took my first trip away from my kids to Santa Barbara, and I went to a 60-person event. I can t remember what it was called, but it was like a marketing boot camp to help grow my business. Because I had my talk with me on the computer it dawned on me to tell the host hey, if any of your speakers don t make it I m ready. I d be happy to give my talk on irresistible offers. And you know what? Sure enough, because I was ready, I got to speak. The person after dinner didn t show up. It was like hard to get up the hill, their car broke down, and I got to speak to these 60 people. To my own surprise I did my talk that I had been doing locally, I spoke to these 60 people, I was very excited, and I finished and 90 minutes later I had made $10,000. I had my little $297 package for two coaching sessions. I had another one that was like $697 for I think three coaching sessions. Another close to a thousand. And I

8 had made $10,000 in one 90 minute talk. And I thought to myself, wow. This could change my life. I was on the plane home and you guys might remember this story, some of you that (20:00) have been with us in the first part of the series, and I remembered something that my dad said one of those times that he d repeated himself over and over. Thank God he did. Because he said this thing to me that actually did turn out to be my turning point. And I want to give it to you because this is the piece that has allowed me to be a home-based business that has done so incredibly well. What he said, what Eddie Garson said to me, my dad, is he said Lisa, don t change your act. Change your audience. Don t change your act. Change your audience. It was amazing, because I realized that was it. That was my ah-ha moment. That was what launched me into a business like we have today and like what I m laying out for you here that was so simple. I didn t reinvent the wheel anymore. I stopped being the best kept secret all the time and people didn t really know what I did because I got my act down. I now call your act your signature talk. I got my act down, and instead of changing that all the time I got in front of more audiences. And that s really what we re here to work on today is your irresistible offer, and then how do you create your signature talk, your act, that leads to it. Because this is the one business tool that, you guys have done so much of the heavy lifting, you ve done all the work, you ve done like 90% of the hard part. And this piece, having your signature talk and your irresistible offer, it s that 10% nuance that can really pop the whole thing over. I mean over the line to whatever vision that you have. Using my signature talk and my irresistible offer we now help thousands of people around the world. It led you to me. And we re going to get more into your act, that signature talk, in the second half of this call. Now, the mindset about making this offer is that it s a disservice not to make an offer. If you re out there spreading the word about what you do, and you re opening up a new possibility for people, and you are not making an offer, it s such a disservice. You re like opening up their world but not giving them a chance to step through and have that moment of transformation. They get the moment of transformation whether they say yes or no to you, by the way.

9 If someone s been suffering about their lethargy, their body, feeling tired for years, and you offer a solution and they chose not to make that change, that s a moment of transformation. That s a moment where they look at themselves in the mirror and say wow, I ve been complaining about this and you know what? The truth is I m not doing anything about it. And it s powerful for people to see that too. But that real transformation, of course, is when they say yes. Now, your offer, last piece of review here, your offer is the key to all of this happening. All of the movement in your business is because you have an offer. If you re listening and you re thinking Lisa, I love what you re saying but I m not even sure I have something to offer, I want you to stay tuned. Because light bulbs can go off as we are engaging in this today. I will show you some systems to be able to engage in specifically what your offer is and cover that. If you ve been struggling with that just stay with me. Before we get into what makes an offer irresistible, quick review on what your offer is in the first place. And your offer, simply put, is made up of two parts. There s the outcome, or the transformation, that you uniquely provide. What is that outcome that you uniquely provide? Then there s how you provide it. We call that the service delivery. Do you provide it through one-on-one sessions? Do you provide it through a group coaching or mentorship program? Is it on the phone through a teleseminar? Do they read an ebook? Did they come out to a live event? All those ways that you get it done, those are called service delivery. So your offer is the outcome or transformation that you uniquely provide, plus how you provide it, the service delivery. Here s the big transformation you can have around your offer, like right now, right at this moment. Your offer, when you look at your offer, and when you speak your offer or when you write copy about your offer, any time you re talking to someone about what you offer, you want to be focused 90% on the outcome or the transformation that you offer, and only about 10% on the service delivery. You want to be focused on hey guys, when you learn how to make irresistible offers you re going to attract clients, you re going to give people the chance to transform, and the way we teach you is by a five-part teleseries. That was an example. Versus most people, most experts, most service professionals, you guys are out there focused 90% on the service deliver and 10% on the offer. To you re out there with (25:00) it reversed and you re getting the reversed results, many of you, of what you want.

10 You re out there saying it s going to be 12 hours of coaching and it s an hour a week for 12 weeks. And then I m going to give you a five-part interview series that I did, the audios that you can listen to, and then I ve got a 300 page ebook. And all of this is going to help you make irresistible offers. People are just like ack! I m already overwhelmed in my life, do I need all that service delivery? If you can make that one shift, folks, and I m going to remind you as we go into our training here today, where you focus 90% on the destination and only 10% on the plane, you will have a very real experience that what they are buying is the destination, not the plane. In fact, people don t really, it s secondary. If they really want that outcome or that transformation, they will go with the service delivery that you have outlined. If they really want it. And you can look in your own life and see probably times that you ve done that when you ve really wanted a certain outcome or transformation in your life. Let s now, with that mindset of okay, we re going to focus on the outcome and the transformation way more than the service delivery when we speak our offer, that it s a disservice not to make an offer, not just to our clients because our clients don t get to step into possibility, but the other disservice, by the way, is to you. You re out there opening possibility, doing all the heavy lifting, but you don t make an offer so you don t get the client. And then what happens is someone who did learn how to make irresistible offers and has their signature talk, they get out there, they articulate it all really well, they make the offer, and guess what? You re the 25-year veteran, you re the more experienced, but they get the business because you did all the heavy lifting, you opened the possibility, and then they come in and they get the business because they made the offer. We re going to cut that out. We re going to transform that for you today so that you can be out there making offers and really grabbing that unfair advantage that is so simple to grab. It s right here for you. Let s look at the elements of your irresistible offer first. I ll show you the secret to making it easy and also to making it pop. And then we ll dive into the act, the signature talk that leads up to that irresistible offer. Again, if you re wondering about your offer, stay tuned. Because as I show you examples things can pop for you really fast.

11 The mechanics. The mechanics of your offer. (27:31) There are elements to your irresistible offer. Again, this is all part of our irresistible offer blueprint. We ve talked about the mindset, let s look at the elements. The first part is the main dish. There s three parts. The main dish is how do you deliver the outcome that you promise. So what is the service delivery? Do you deliver teaching people how to market online through a five-part teleseries? Do you deliver it through an automated online portal? Do you deliver it through them coming out and spending a couple days with you at a live event? Or is it done through one-on-one phone calls? Or maybe they come to your office. Maybe you re a chiropractor and the transformation you deliver, the main dish, is that they have 90 days of appointments twice a week. Whatever that way you deliver what you deliver is, that you deliver the outcome, that s called the main dish. The second element is called a bonus. Bonuses are super desirable to the prospect who would want the main dish. So if the main dish is like the filet mignon or the sea bass, the bonus, it s not just potatoes and broccoli. It is like sweet potatoes with marshmallows and brown sugar and crispy asparagus. The bonuses should be super desirable to the person who would want that main dish. The two notes to take about a bonus is that you want to have a few bonuses. Here s the notes, tight and related. Tight means few, few and clear. You don t need 27 bonuses with your main dish offer. You want like one or two or three that are really tightly related to the main dish. That s where related comes in. Related, it fits, it pops. The person who would want the main dish would want the bonus. A great example on our own campus is that with our course that teaches you how to put together your signature talk so that it leads right into your irresistible offer, with that course our favorite bonus, the one that people get the most out of, they love, they jump for it, is called the Get Booked Toolkit. You can kind of see this in action here, right? It s tight, it fits perfectly with someone who has a signature talk and an irresistible offer. The next thing they re going to be looking for is getting booked. Right? So it s related, it makes it pop. In fact, we ve developed it so I m booked everywhere. (30:00) If you Google my name I m speaking here, I m speaking there, and it s been that way thank you, Lord for five years. But it s not an accident. We have certain letters, certain forms,

12 certain responses, ways that we structure just talking about our signature talk that s super easy. And that s all in the Get Booked Toolkit. It s a great bonus because it s tightly related to the main dish. And that s what you re looking for. In fact, I remember, I ll take a little side note for kind of a Sassy story here. But I remember when I went, years ago, you guys might remember when there was pole dancing exercise classes. There were these classes. They still exist, but they were really hot four years ago, where women would go out and go to these really intimate and safe spaces, business, that would teach you how to exercise using the kind of pole dancing that you might see in a gentleman s club. I went to one of those, an intro, to find out about it, because it was this huge craze, all my friends were going, everyone was talking about it online. And it was really awesome. There were women of all shapes and sizes, it wasn t about looking perfect. And the women who were showing the exercise on the pole, they were wearing those big glass slipper, like seven-inch, high heels that you would see a woman wearing at a strip place. I was like whoa! I just kept looking at those heels thinking where do they even get those? I know the other women were too. So at the end of the introduction, after these women, like I said great, real, authentic women, all shapes and sizes, did these great displays, just blew our minds, they had us in the palm of their hand. And they made the offer for this class. I think it was about $400 to do a series of 10 classes. The offer wasn t made that well and they didn t make it irresistible. They didn t throw in like any kind of a bonus. They didn t throw in like whatever you paid to be here for this intro we ll apply it tonight. That could be it on the low end. But my mind kept saying, when we talk about tight and related, I bet their cost on those shoes, which they were selling in their gift shop, the shoes were $65, maybe their cost is $30. I was thinking if they had thrown in a pair of those shoes for everyone that registered tonight I have to believe there would have been a big crazy line. Because most women aren t going to find their way down to Hollywood Boulevard or wherever you get them, and yet what a fun thing to have in your little personal stash. That s the kind of thing that the woman who would be interested in the class would probably want a pair of those for when she was taking the class. That s what I mean by tight and related. Makes it pop, it makes it fun, it would make people jump for it. Especially if they said hey there s 40 of you here, but we only the first 18 of you would get the shoes if you sign up for the class.

13 That brings us on to the third element of your irresistible offer and the thing that really makes it pop, which is called a limiter. The limiter is like the Get Booked Toolkit, or those high heeled shoes, it s the why buy now. You buy now because there s something limited. And there are two main elements to limit. You can limit time, or you can limit quantity. So time is where you hear like today only, or only if you re speaking live only at this break. Some of you who are doing one-on-one phone sessions to offer your work, making your irresistible offer in that way, time would be like hey, there s a fast action scholarship if you make a decision right here on the line. And then there s quantity. Quantity would be hey, only the first 18 of you would receive these shoes. With our Get Booked Toolkit we have a quantity limiter, so the first folks that will jump in to the Speak-to-Sell course when I offer it live through our virtual bootcamp, so live on the line I should say, the first folks get the Get Booked Toolkit. So you have a certain quantity. And a little tip. If you re doing teleseminars or webinars you want to use quantity, because if you use time, if it s today only and then you ve got people listening to your playbacks later, it s kind of disempowering. Keep that note, keep that important note. The last thing on the irresistible offer that I want to share with you before we jump into actually the formula for putting your signature talk together, I call this the four step litmus step for your offer. The litmus test for your offer is basically four questions that really are going to help you know. Know for sure if you have designed an offer that is not only going to serve your clients well, the transformation that they want, but also going to serve the difference you want to make and you re going to enjoy it (35:00) for your lifestyle. Because whatever offers you make, let s face it, folks, you ve got to deliver them. So you want to make sure that you re designing offers that you love the delivery. You re excited to serve those people. Here s the four questions. You can write them down, or if you downloaded our irresistible offer blueprint you can fill in the blanks. The first question, and this is the most important point is what we covered already, what is the transformation I offer? What is that outcome, what is the destination?

14 The second question is how will I deliver that? If the transformation you offer is teaching people how to break through their limiting beliefs, how will you deliver that? You might say well, the best way that I can deliver that is live with people right in their hometown. But then you ve got to look at your own life. Let me give you the other questions. The third question is, is it leveraged? So can I really get my work out in the world? Can I use this transformation and this delivery method to serve more than one person at a time? Then the fourth question, do I love it? This is the most important. I say that about every one because they all matter. Do I love it? This is where if the transformation you offer, question one, is that you want to help people break through their limiting beliefs, and how you ll deliver it let s say you say well, the best is if I m with someone one-on-one. But then you say is it leveraged? No, that s going to prohibit me from really being able to serve people. So maybe I need to work on a way that I can do that in a group setting, like in a group teleseminar or a webinar. Okay, I like that, I ll do that. And then do I love it? This is the important part. If you love working from home teleseminars and webinars might really ring your bell. But there are some clients we have where they want to touch and feel and see people. They don t like working virtually that way. So in that case you d want to go back to number two and say okay, well then, I can also deliver that through live events. Maybe I will do live events once a quarter and I ll make my irresistible offers to come to those. And then you get to do I love it? Yes! I love working from home most of the time, but having live events once a quarter. This test, I use it over and over, every single time we make an offer, to make sure that the first thing I m focused on is the transformation I offer. Then how will I deliver that, then is it leveraged, and then the big test, do I love it. Now guys, take a big note here. This is where most people mess up. They switch number one and two. They know they ve got an opportunity where they can make an offer and they jump right into number two, how will I deliver that. What am I going to do? Am I going to do a teleseminar? Should I craft a live event? Should I put a coaching package together? They don t start with what s the transformation I offer. That small nuance is the difference between your offers popping and people jumping for them and saying yes on the spot, versus when you re, again, so focused on the service delivery.

15 That s what happens. You re so focused on the service delivery and all the sessions they re going to get and how many hours in your workshop and blah blah blah, that what happens is you miss the magic. That s the number one question, the transformation that you offer. See, I know that however I package it, when I m offering people the ability to have a simple plug and play fill in the blanks formula to get clarity on their irresistible offer, and then have a signature talk that leads right into it, I know from my own business experience that I am offering a transformation that will allow them to get their work out in the world, stop being a best kept secret, make the difference they want to make, and be the agent of change that they are. I focus on that and the service deliver for me, how I deliver it, I could do that in a lot of ways. I ve done it at live events. I do it on my favorite, I love the virtual bootcamp, over the phone, people can call in from anywhere, listen live, listen later, because it just lifts the bar. It really makes it easy for anyone to participate. They can have the transcripts, they can send in questions. And we ll talk more about that. But focus first, folks, on the transformation you offer and then the service delivery. This is really key. You can tell I m a little bit passionate about it. Because when people call me and they say my offer didn t fly, this is what I pull out and this is what we always find. That s your irresistible offer. It s a disservice not to make an offer. You ve got your main dish, your bonus, your limiters. You re going to put it through the litmus test. This is a really strong start on you irresistible offer. You re going to focus 90% on the destination and only 10% on the plane. So it s about the outcome or the transformation. They are buying the destination, not the plane. What we want to do now, at this point, is we talked about a lot of big names when I first came on this call. I want to create credibility, I want you to know that people you ve heard of (40:00) this is a core model for their business. But I also want to jump into how. That s sort of the what to sell. I want to jump into how to sell it. How to actually craft your act, your signature talk, and the steps that it takes. Before we dive into the actual steps, which I will give you today, I ll show you the five steps. In fact, we ll jump online so you can even see them written out in a few minutes. I want to take a minute, because for those of you who participated in the first two parts of this training series through our videos, we did a lot of chatting. Right? I want everyone to have the benefit of what I learned about you guys, what industries you re in, the different ways that you re using things, so that you can

16 really take this unfair advantage and you can map it straight into your life. I don t want it to be just conceptual. I really want you to be able to see how it applies to you. So before we jump into the actual signature talk formula and the five steps that you would take to lead into your irresistible offer, I want to share with you just a little handful of people here that you re going to recognize. Because I know who s out there. I want you to see two things. Just listen for two things here because I don t want to you to knock yourself out of the race here saying oh well, that doesn t apply to me because I m an XYZ, or I sell this way, or I do business this way. I want you to see how much and how wide this can apply in your business. The first thing I want you to listen for are the different industries that these folks, these case studies I ll share with you, the different industries they re in. And then the cool thing is how they re using their signature talk to claim an unfair advantage in their particular space. Because if I share this with you, what I ve learned is that as we re going through the formula it will be real for you. What would break my heart is if you somehow thought it wouldn t apply to you, and then I told you this later and you re like oh, I wish I listened better. I want you to see how it applies exactly to what you re doing and I want to expand your thinking there. And then we ll jump into the formula. So real quick, we get letters and testimonials every week from success of people that are using their signature talk and their irresistible offer in all these different businesses. I mean, from animal communicators to grain elevator companies. I picked out five quick examples of people that you may or may not know, in business that hopefully will sound somewhat familiar to yours. This first person, Clint Arthur, he has a company called Celebrity Launch Pad. Like many of you who are out there and sort of the author expert mentor space he came and learned how to put his signature talk and his irresistible offer together and the course that does that is called Speak-to-Sell. This is what I want you to listen up here and I ll show you how cool this is. He says Before Speak-to-Sell, I couldn t close more than 10%. I did 35% on a live stage recently and I did $250,000 in talks since I learned this in May. And I just won the Glazer Kennedy Info-marketer of the Year award. It is so huge to finally get the recognition from my industry and my peers and my mentors. I share this with you guys who are listening, and you gals, who you re doing joint ventures, you re affiliating, you re being interviewed, you re speaking for each

17 other. You might be invited to speak at each other s event. You cannot wing that. You ve got to have a structure talk and an irresistible offer, just what Clint said here, to finally get the recognition from the industry and the peers and your mentors. This is huge for your business growth. It s huge for making the difference you want to make, and it feels really good too. It s disrespectful, really, not to be ready, to be prepared with a structure, and a structure that allows you to be authentic. Not a script. I want to point that out for some of you that are having the opportunity to joint venture, to affiliate, to speak on other people s platforms, stages, interviews, podcasts. Having the structure that we ll walk through in a moment is going to be brilliant for you. I know there s a lot of you, because I ve seen you out there, that are attracting business through strategy sessions. So you re getting people either into one-onone appointments in your office, or one-on-one on the phone. And this guy, and he was in his 20 s when he first learned this signature talk formula, Robbie Kramer. He s a dating coach and he teaches men how to find the woman of their dreams. He writes that he was struggling to enroll clients and worried, he says, that I would have to get a job instead of doing what I love. Then he says I did a quarter million dollars this year, since I learned Speak-to-Sell. I have over 50 men in my mastermind. I feel confident and prepared onstage and in one-on-one conversations with prospects. He is using the Speak-to-Sell formula, which includes his signature talk and his irresistible offers, to bring men to phone calls, to one-on-one phone calls (45:00) where he then makes the offer to become their mentor. When you ve already spoken, when they ve seen you or heard you, the credibility is so much higher, the relationship is so much further along, when you do then get on a one-on-one call or have a one-on-one meeting. For those of you doing one-on-one appointments you need a way to attract people. What you re learning here today, the irresistible offer and the signature talk formula, which we ll jump into, is gold for you. Now, for those of you that give away the whole store, I saw a few of you chatting about this, you say I give away the whole store. By the time I talk people s eyes are rolling back in their head, because you guys are like teachers. I know it. I love doing that too. If you give away the whole store you re going to love what I m about to share with you, because it will show you specifically what to teach and then make your offer, and what to leave out.

18 Because you don t need to give the whole store. It doesn t serve people. So we ll show you how to know what to give. Little hint, it s going to be some of your best stuff. You re going to start strong, but you re still going to have plenty of your greatest stuff to show them, that s coming if they want to work with you further. We ll show you exactly the structure for being able to do that. Now, Linda Allred. I love her because she was 72-years-old when she wrote this to me. How many of you are doing business online, right? Think about that. And think about being 72. What I love is that Linda, she s the bad habit belief breaker, and she said I would freeze when it came to making an offer and stumble all over my words. She decided to take it online. She says I did my first $30,000 online launch from a virtual Weight Off Now program, and I made my offer confident, assured, and with a smile on my face, using my signature talk. Is that totally inspiring? 72, out there, kicking butt online, using her signature talk. So for those of you, again, using teleseminars or webinars, I don t know how you re doing it if you re rewriting them every time, but you are going to love having this. We have a new tool now called a Signature Talk generator where you literally can just fill in the blanks, answer questions, and get that talk generated. It s so exciting. There s some of you that were chatting about, and for those of you in corporate or in can t sell situations, either you re in a regulated industry, maybe you re like a financial planner or you re in HR. You re not going to go making an offer on the spot. Some of you, what you re doing is you re using your talk and your offer is to have a dedicated appointment. This gal, I love Rachelle Lawson, the queen of feeling fabulous, she s a nurse that educates in corporate. In 14 months, she says, I ve done $92,596 from stage. Prior to Speak-to-Sell I ve educated a ton and sold zero. Now I ve done eight live stages, 14 telesummits, so she s been interviewed. Six webinars. Prior to Speakto-Sell I had spoken one time. Now, this is really exciting for some of you that are keynote speakers. She says I have five events coming up where I m being paid to speak and I can sell. We ll show you that you can actually do keynoting and sell, it s just how you ask and how you set up making your irresistible offer. And she says Because I was ready, just like you, Lisa, I got on a stage last minute and made $15,250.

19 Those of you that are online, you know the value of having a list of followers, subscribers. She said in no-sell environments, just since March, I ve added 1300 people to my list people, you guys. In nine months. It was nine months since she wrote this. To her list. Because even if you can t make an offer you can still be collecting leads using your signature talk and tweaking your irresistible offer. Very exciting. Last person I ll share, then we ll jump into the signature talk formula, is, I just love this one, I m going to try not to cry here, but this is Jennifer Bernstein. She is now the president of Get Yourself into College. She was a college English professor who only knew how to teach. She says right after studying Speak-to-Sell I did a small group talk, and when I got in the car I realized I had made $6,000. I had to pull over and cry. I provided in-depth knowledge, and now I have a financially successful business. Go, Jennifer! I hope you can find yourself there. We ve got folks in corporate, folks on the stage, folks online, young people, people who are rocking it out in the second half. And all of that is totally here for you. This is the unfair advantage that each of those people gave to themselves. It s time now. Let s dive into how to sell it. How do you sell it to make that difference you re here to make? What you re selling, that destination, is that transformation of the outcome you offer, using your irresistible (50:00) offer. And your signature talk is what leads to it. So that unfair advantage, your irresistible offer, what empowers it is this elegant move called your signature talk. I d love for you to come with me now, I m going to show you the actual structure of putting your signature talk together. There s five steps. We re going to do that, if you can, you can listen if you re not in front of a computer, but if you can get in front of a computer and you can go to Some of you may jump onto a page where a video of me is playing. If that s the case just click on me and I ll pause. You can always come back to it. Because there s just some pieces, some elements on this page, that I want to show you where I ve actually outlined the steps to putting together the signature talk that leads to your irresistible offer.

20 While you re getting there, to what I really want you to know is what makes this whole thing pop is that I m going to show you a structure. One thing I learned some years ago that kind of came along with my own quantum leap, you guys, just over five years ago I was barely making six figures from home, coaching one-on-one, no time to myself, barely seeing my kids, scared every month if we were going to make it. It wasn t really that fun. From having a structure, structure gave me freedom. I thought I wanted to be an entrepreneur to not have structure, like 9 to 5 structure, and that s true. But you can t throw structure out the window altogether. Not having structure is actually what makes you feel salesy and pushy. Because you re like nudging and you re winging it. And none of that feels good. To you or your prospective clients. It s the structure, which I ll show you now, that gives you the freedom to be yourself. It s not a script. So if a cool story pops in your head while you re talking to someone include it, of course. But the structure, I ll show you now, all the elements of it, they do the selling. They do the inspiration. They give the people what they need to say yes to make a decision. And then you get to be you. I m really just excited to show this to you. Again, just come with me to This is the exact five step formula. When my dad said don t change your act, change your audience, this is how to put your act together. We call it your signature talk. And you can use this in any situation, whether you re using a live stage talk, whether you re, again, teleseminar, webinar, being interviewed. JJ Virgin s using it and so is Dr. Amen, on PBS specials right now and they re just killing it. There are so many different iterations. If you re standing up to introduce yourself at a networking group you ll be able to use the piece we teach you on positioning yourself. Any videos you re doing, if you re doing a three-part video launch, you still need a structure talk that runs throughout that structure. This is how to get down to it, what content to include, and how to make it work. At what I want you to do is just scroll past the video and keep going. You ll see some different pictures, you ll see a great testimonial from Jeff Walker. (52:31) I think he did like $360,000 in 90 minutes from Brandon Burchard s stage, from this formula. The great part is almost 200 people got to do his work. That s the cool part. Look at the difference, because those people said yes, because he had a structure, the difference he made.