CIP - S2 - 053 - The 70% Close Rate System – Secrets From a $30K High-Ticket Sales Machine (Part 1) with Tiffany and Josh High

The podcast you're about to listen to is for entertainment purposes only. Nothing you hear should be taken as legal, financial, or professional advice. The majority of people do not make money as coaches. If you hear someone on the show who has had extraordinary results, they are the exception, not the rule. You could do everything you hear on this podcast and still not get results. We don't know you and we are not implying you will make money from anything you hear on the show. If you're not willing to accept that, this is not the show for you. If you're still here, let's get into it. So if we want them to say $30,000, not a lot of money, we want them to say six months is not that much time. We want them to say two hours a week is not that big of a deal. We got to bring that up an hour before two hours, four three hours before in a story, in an objection blocker. And we can talk about stories, we can talk about all that. [Music] Most people think a 70% close rate on a high ticket offer is impossible. And guess what? They're wrong. Tiffany and Josh Hy, along with performance coach Sean Anderson, just revealed their exact system for achieving a 70% close rate on a 30 K coaching package. And it has nothing to do with being a better presenter. It's truly about understanding where your audience is mentally and strategically moving them to where you want them to be. Today, you're getting an exclusive look behind the curtain of their sales training process. The same strategies they've never taught outside their company. We're talking about the psychology of getting audiences to sell themselves. Why most speakers are afraid to let their audience talk. And the critical mistake that kills conversions before you even make an offer. If you've ever wondered how the top 1% converted rates that seem impossible, this two-part masterclass will change the way you look at high ticket conversion rates forever. Let's dive in. It is the Q&A call from Josh and Tiffany and Sean having not just Hy, but you know, guys, we get to look at a lot of PNLs. I mean, they'll just say it. We've ever seen certainly so they're crushing it. And Josh and Tiffany, they're a great dynamic team. They have amazing leaders in their company. So they've really taken, you know, there's so many people who get caught up with, is it Michael Gerber or is it Sharper or is it, you know, traction with Vern Harnish and Gary Whitman? They've really taken delegation and team building to a whole new level. So I'm really excited to have them on because their close ratio is through the roof because they have amazing people around them. So they're super humble and they've learned from the best. And that's why Sean is here. So we're going to get into a Q&A, but Sean, I'll let you kick it off. I won't waste any time. And yeah, let's do the world. We'll look at other people trickling here. All right. With that, hey everybody. My name is Sean. As you guys remember from last time, if you were on, I've had the privilege. I would say our opportunity or the burden to be in seminars and education space for my entire adult life. I don't know anything else. It's real estate and sales. That's all I've done for better or worse. So I don't know any other industry. This is where I was kind of born and raised when I was 21 years old. I got brought into this industry after a church missing for my church for two years. And then I had a friend of mine named Andy Tanner, who's some you may know him or may know his name. Brought me into the seminar space and hey, you're a pretty good talker. Why don't you come and work with me on the road. And that's been 21 and now I'm 46. So 25 years later, I've had the privilege of being in seminars and sales and real estate, which is what I absolutely love. I've had the privilege of studying sales under some of the best. And I've just learned that the more I consume, the more I realize I don't know about sales and influence and speaking. But I've had the privilege of training dozens and dozens of speakers over the last 25 years to speak from stage. I was that fortunate builder for almost 13 plus years. And I got to train the workshop speakers and their preview speakers. And so I've had the privilege of doing those things. Most of what I do and what I've talked about are things that I've been taught. I don't have an insane amount of original thoughts or ideas. Maybe some context to selling techniques. The last time we had a call together, we covered some fundamental things. And I know today is about Q&A and you get to ask us if you're more pressing questions on your presentations or your sales. But over the last 12 months, Tiffany and Josh and I have really taken on, how do we improve our sales teams and how do we improve our speaking and speaking processes? How do we impact our students at the highest level? Now, close rates are accomplished by more than just one presentation for 60 minutes or two hours. So we don't have a lot of time to go into your company credibility, your persuasion, before the event. So we can talk about that on another day. We can talk about everything that we do on another day if Tom will allow us. Where we can deep dive into what do we do as a company? This year, we're approaching 70 plus close rate on high ticket. That's a $30,000 coaching package. And that's been our close rate. That's not inflated. That's not made up. That's what we do. And yes, we're really good presenters. And yes, we're really good influencers. But we do a lot of persuasionally enough to have a lot of credibility. We have a lot of influence going into that event. So hopefully Tom, maybe you can focus another time. Maybe we can come back in or we can do some training or something on another day to talk about everything that happens leading up to the event, up to the presentation. Today, we're going to focus on presentations itself. That's what we're going to do. We won't talk about everything that leads up to it. And we won't talk about our team and our team training today, because we don't have time to do that. Our sales process at the back of the room is extremely dialed in. Now, where application process is really dialed in. So all of those things lead to an incredible close rate for us as a company to be able to reach the numbers that we do reach. So the last time we met, correct me if I'm wrong, Josh and Tiff. Let me see if I can share it. Can I share? Is that okay? Are you afraid I'm going to share something inappropriate? Is that what you're blocking me? You're good to go, man. You're good. He's like, I don't want a church job. Let's just get it crazy. Who knows? That guy will share. I got to. Don't forget to hide our test conversation. Do you yell at me? I know you got a Mac over there. I did it yell. I just responded with. Thank you. So there's two things that I want to talk about really quick. And then we'll be happy to dive into Q&A and then tip them Josh. Obviously, come. Yeah. Last time we talked about some fundamentals, which was the sales gradient. To be aware as a speaker and as an influencer, where is my student right now? And where do I want them to go? That's the macro opus step back. Where is my student right now? What do they know about me? What do they know about money? What do they know about investing? How do they fill about money? How do they fill about credit? How do they fill about investing into education and coaching? How do they fill about buying products? This is what you need to be aware of as a speaker. So then I can build my presentation to get them to where I want to go. Now, if you're going to be selling a $30,000, $40,000 package, this is going to be insanely critical. Now, if you're saying, well, Sean, what if I'm selling a $100 or $200 package to get started with? It's still going to be critical because the objection changes from your student, the objection changes. Now, if I were to ask somebody like Matt or somebody like Andy, I'd see you or Keith Glass. If I were to ask you, hey, I have a $50 product, but it's going to require you to commit to two hours a week for three months. Keith might say, don't care about the money. That's not an objection. Keith might tell me, dude, you're asking me to give up two hours of my week for two months straight. So my objection blocking changes to what my ask is. That makes sense to everybody give me a thumbs up on that simple context. My objection blocking changes depending on what my ask is. If my ask is for a lot of time, then I need to create a gradient workflow to objection block time and making stuff a priority. If I have a $30, $50,000 package and I'm like, Keith, it's one day a month for the next 24 months and it's $50,000. You might say, okay, the time isn't that big of a deal. It's me, I can do that. I can do one day a month. But now you're asking me for $50,000. So my objection blocking changes. The gradient I have to move him up is to be okay with spending $50,000 because the time's not a big deal. Does that make sense? So everybody give me a quick thumbs up if that's so far, makes sense. So my ask of you today is you need to write down what am I going to ask my student to do? When I get to the end of my self's presentation, what is my ask? Am I asking for time? Am I asking for money? Am I asking for their energy? Am I asking them to commit to one day a week, ten days a month, two weeks a month? What am I asking them to do? Because if you understand that clearly, now we can work together on building objection blockers to be able to get them to say that's not that big of a deal. Because what we want to be able to get our students to say, if we master this process, is it's worth the time, value over cost, and that's not very much money. And so some of you might be saying, Sean, that's ridiculous. How in the world are you going to get somebody to say $30,000 is not that much money? And that's where we can deep dive in some more things. That's where we can deep dive into strategies to what Josh is learning to master from stage right now. is getting the audience to say $50,000 not that much money. And the end of day one, Josh gets the audience to say $50,000 not that much money. So think about that. If you're giving a sales presentation, one day, two day, two hour presentation, and you can get to the end of your presentation, and you have already got your audience to say, yeah, 30 grand ends not that much money, is it? One day a week, it's not really that big of a deal, is it? And so understanding what your ask is going to be, so we can reverse engineer it. This is extremely important when we talk about creating work. Now, we talked about past your last time. I'm going to do a brief recap, Tom, I hope that's okay. I just want to make sure we do a, we're all on the same page. I hope that's okay, Tom, because I'm going to do it. Absolutely. Brother, you let me or not, I'm going to do it. So I've asked him for permission, if that's okay. There you go. After the fact, right, Tim? You just started to ask, like, my kids, they're eating the cookie, you know, like, can I have this while they're eating it? I'm like, well, I guess you're already eating it. So I'm sure you can have it. We talked about past your last time. We didn't go deep into this. This is a long conversation where we talked about posture. Postures having, who controls the outcome? Who needs who more? That's what posture is. Who needs who more? Do you need the students money more than they need your product? That's posture in a nutshell. Do you need their money more than they need your product? And so this is a critical one that we talked about last time. We talked about increasing urgency and desire. And so we're not simplifying their problems in your presentation. Amplifying their problems is what we talked about last time for very, very briefly. Pre-question phrases, this is how we get better responses. If you're getting a poor response from your audience, if they're not engaging in the chat, if they're not raising their hand, if they're not shouting out the answers, we did not teach them how we want them to respond. And so that's going to be critical in your presentation. Talk a little bit about framing. Now, as you know, Tiff and Josh, Tom, this is a topic of conversation that we probably want to take offline and spend a lot of time on together as a lot of time framing your questions so we can get better context. Increasing emotion. This is one I'll spend a little bit of time on today, if you guys would like. Increasing emotion expresses emotion and creates. Getting your audience to say the things instead of you telling them is completely different. Getting your audience to say the thing. But I want my audience to say something. I got to ask better questions. We can talk about that as well. And then storytelling, we didn't have a lot of time to talk about storytelling. That's a very, very brief, very high level of what happened last time. So Tom, I believe the context of today is Q&A. I believe the context of today is, hey, how can we help you improve your presentations? So Tiff and Josh, Tom, with that, let me say one more thing. I would challenge everybody to do a little bit of homework, which would be look at your presentation, think about the outcome that you want, and then reverse engineer, how do I? And if you want us to help you, we can help you guys do that. How can I get them to have the response that I want at the end of the presentation? This is the macro concept. Tiff and I spend a lot of time on it. When we do our for a week, we have a four week training that we do in our community. It's every Wednesday, every Wednesday of the month that we do different training topics. Tiff and I and Josh talk a lot about what do we want them to say at the end of this presentation? And then we work backwards from that. We never work from left to right. We work from right to left. What's the outcome we want in this presentation? What's the outcome we want at the end of this two hour, the end of this 90 minute, the end of this three day, the end of this two day, and then we build the presentation backwards to get that outcome. And it's a different way a lot of speakers think. They're like, well, I want to start with my intro. Don't give a crap about that yet. What's the outcome I want? I want them to hand me a credit card at the end of my three day. Okay. How am I going to get that? What do I need to story tell around? What do I need to objection block? What do I want my audience to say? So with that idea, keep that in mind, write that down. Reimburse engineer my outcomes. You have to know your outcomes. A lot of speakers don't know. A lot of you are like, well, I want them to buy. What do you want them to buy? What are the objections they're going to have from buying that? And then we can work backwards from that. So with that real quick, Tom, are we cool to do just an open Q&A? How do you want them to-- Tom stepped away for one second, but yeah, absolutely. Let's go into it for sure. Cool. What questions you all have that might be able to help you, and we'll do an open-- I mean, if you guys probably learned by now, I can talk a lot about-- I can't really, really quick question. The book presentation, I purchased it. I haven't opened it yet. Does it keep us in touch with books, everybody, right there? It's a problem with books. Everybody said, I'll go watch it on YouTube, where I'll read a book. I got to see my other books, all right? Listen, $100 million money models just came out. I'm sorry. Oh, that's cool. But anyway, does that book break it down? Sorry. Does that book break it down like what you're talking about? Like, does it give a tactical approach or more theoretical and mysterious? Both. OK. Both. You're going to pull out the concepts, which is, here it is in a nutshell. I'll give you guys a book in a nutshell. What happens first impacts what happens second? That's the book. And it gives a million analogies and tests and things that they've done and research that they've done to say what happens first impacts what happens second. And the book goes as far as to say they did a ton of tests on can we influence people's desire for certain types of wine? And the answer was, yes, we could. If we place certain music to certain cultures and certain regions of the country, they will buy that wine if we play that when they walk into the store. Can we impact if somebody will save somebody in a situation, meaning Tiffany's walking down the street and some thugs grab her phone and grab her purse? Will the bystanders, will they help her or not? Can we influence those people from actually helping her or not helping her? And the answer is, yes, they could. Because what they did is they went a block before. This is wild stuff. Now we're getting into the weeds, Jeremy. What they did is they said, if we pre-sweated those people with words of love, with words of support, with words of help, a block before, this state situation happened, the rate at which people would put their life on the line increased dramatically. If we just use the words love, help support, a block before. Do you know where love street is? How do you put help somebody before? That's it. Pre-sweation, it's wild. It increased insane amount if they just pre-sweated the individual gentleman with words love, help, and support. And then this dams on distress, these thugs take her stuff, did those people help that later or not? They went through the root. So what happens first impacts dramatically what happens next? That's pre-sweation. Awesome. Framing comes in and that's where objection of locking comes in. That's where beliefs come in. All of that comes in. So if we want them to say $30,000 not a lot of money, we want them to say six months is not that much time. We got to bring that up an hour before, two hours, before, three hours before in a story, in an objection blocker. And we can talk about stories, we can talk about all of that. That's what you guys want. Hey, Sean, really quick. Can you just give an example of how you would frame that in terms of wanting to get that response? I'm sure you could probably just rattle it off because you know, you've done this stuff so many times at this point. Tip just laughs. She's like, here we go. I'm going to get Sean's on. That was a good frame by you. We should tell the story of when I tried to get people to say 100k was on. Oh, that's a good one. That's a good one. I didn't follow the process for a long time. Let's just say how you deliver it is important. All right. So we'll do this. We did a good job the other day on the webinar with that. We absolutely did. If you'd like to share it, you can. Because you know what I can talk about stuff all day. So how many of you guys I'm just curious do live events versus webinar speaking? Can you guys put it in the chat to say webinar or live event or both or whatever? Rea's webinar, he's webinar, he's a double, that does both, that should just both. All right. You want to give like their retirement one and then also how he did the marketing one? Sure. Let me give you guys kind of add a context. Let me give you a little bit of a talk track when it comes to that. So I will roleplay with you guys. Go to the chat and let me know your thoughts on this. If I were to close a real estate deal and I were to rehab that property and I were to bring in $50,000, no, I know $50,000 to some might be a lot, to some of might be very little. I'm just curious. You guys tell me yesterday on the chat is this $50,000 a lot of money. You guys tell me the chat. That says the pen. Hands out of love. No, it depends on how much time working with investors and speakers here. Yes. Can be. Okay. And Sean, it's really, it's really comment, I guess, forever wanted to know. When we asked this question at live events, it is like almost an even split or some people in the room say, yes, some people say, no. So let me give you guys a little context of this. How many of you that said yes it is. How many of you would be happy to retire on $50,000? Nobody? Oh, I thought you guys said it was a lot of money. Okay. How many of you would be happy to live on $50,000 for a year? No, nobody wants to do that. But I thought you guys said that's a lot of money. Okay. So how many of you would be happy to live on $50,000 for six months? And then you get, yes, I'm like, okay, I know that's 8,000 a month. But with my thought, it was a lot of money. You guys just told me a minute ago, it was a lot of money. If you want to run. retire on $50,000. And if you want to live off $50,000 for a year. So in the grand scheme and things really is, it's $50,000 that much much. Does it last us that long? Does it go that far? If you live in California, $50,000 is two months. You live in New York, you might be a month and a half. So $50,000 really doesn't last us that long, does it? So we're really in that context. We can't retire on it. If you don't want to live on it for a year, it's $50,000 that much money. And then everybody switches to, well, no, it's not. And then what we would do is we'd play a game and we're like, OK, let's see. What about $100,000? And this is what Josh has been doing a really good job at. What about $100,000? Everybody's like, well, no, because now you get a context. How many of you are retiring on $100,000? No, no, no, that's not that much money. Wait a minute. I thought you guys said it was. OK, how about two? How many want to retire on $200,000? Everybody's like, no. Well, wait a minute. I thought you said it was a lot of-- how about half an hour? How many retire on a half a million dollars do you think they have? Some say yes. OK. So half a million dollars is for my-- I said number for it. Half a million dollars. So it's really not that much money, is it? It really doesn't last this that long, doesn't. And everybody will say yes. So that's a real quick way, real dirty way of saying, how do I get my audience by working them through some context to say, well, you're right. $50,000 is not that much money. Yeah. So all about that. Well, what we do is pretty cool. This is a fun-- and I'll give you a little nugget here-- how many of you have ever lost in real estate or lost money before? And you guess what, Jeff? We do real estate. Or you can just nod. Yes, I'm fine. We do real estate. So I was talking to a friend of mine who's new to our company, and I was mentioned in this tip. So I do a segment. I do like two or three hours on day two. If Josh would give me more time, I would go a lot longer. He gives me about two and a half hours or so max on day two to teach certain concepts and principles. I do exit strategies. I bleed money. What do I do? I have kids and club soccer and travel sports. And yeah, I understand that pain of that expense, for sure. Because he got two and a half hours to cover like exit strategies. And the entire time, my whole point is to frame. My whole job is to frame, to give context to investing money. So at the very beginning of that, and I would recommend you guys do this. If you guys are doing higher ticket items, I would get them OK with their self-concept of losing money. I would make that OK. A lot of us have egos tied up in the money. We have egos tied up into our success. We have egos tied up into losing money. What Josh and Tip and I do really, really well at the two day workshop is we make it OK. We make it a part of the journey. We make losing money as part of the process. And we get everybody to laugh about it. And so when I start my entire segment, I'm going to start this little bit later. If I said, how many of you lost money before? And it's a real estate investor. So we get Josh what? 10, 20% of the room. That probably says yes. Now, very nice. And this will be fun, Josh. We'll make this a contest. How many of you lost 50,000 dollars before? How many have lost over 100,000 dollars on a real estate deal? And so then we do this. And I said, wait a minute. You guys didn't-- you're still investing? And everybody was like, yeah. And I said, why are you still investing? But you lost money. And then everybody's like, well, yeah, but it doesn't really matter. You can get an ROI. And it's better. But wait a minute. You lost $100,000. You're still investing. It didn't end your life. Did it suck? Yes. Was it that big of a deal? Was it that big of a deal on a long run? And they're like, no. And I said, people ask me all the time, Sean. You lost six figures on a real estate. So I absolutely-- yeah. And then it's OK. And I'm giving you the condensed stores. And everybody's nodding their head. And I said, so you can lose money. And it's still be a good person. And everybody's like, yeah. So you can lose money. And still be a good investor. And Josh and I joke with each other. We think that's tuition. That's tuition to be a good investor. You have to lose money on a deal. You're not a good investor. You're not investing enough. And so we change the concept of losing money. Because what are we going to ask them to do in five hours? I'm going to ask them to invest $30,000 in money. And so I want them to be OK. That if I lose money, it's not that big of it. Breaking down their beliefs, basically. And we hope for an excellent example of framing and positioning. I'm sure you guys, most of you on this call love Alex Ramosi. I don't know how many of you have watched this recent webinar that he did $105 million in one day with. Broke every rule that traditionally they say not to do with a webinar. He taught for 32 minutes. It was about a seven hour webinar. The rest of that webinar was basically him just destroying objections, framing a master class and framing and positioning. Very long, but it's a worthwhile watch for anyone that wasn't on that webinar that didn't go through it. I would encourage you to definitely look at it because he's a master of what he does. And he really crushed it there, obviously. Absolutely. So there's some quick concepts. How many of you let your audience talk a lot? In the yesterday or no, a razor hand, if you let your audience talk a lot. Some people don't like their audience to talk a lot. I'm a massive fan trying to get, especially if you do live presentations. Because there's this concept of if I say it, it might be true. If they say it, it's gospel. And so as a speaker, you're going to benefit by learning how to be a master facilitator of conversation. Now, weak speakers-- I'm going to say this boldly, Tiff. I'm going to pull out my best tip in the hind. Week speakers-- weak speakers are afraid to let their audience talk. You're afraid to let your audience talk, because what if they say something negative? What if they try to derell it? What if they say like, oh, real estate to scam or coaching is a scam? What if they say something like that? I don't have the ability to handle that. So weak speakers don't want their audience to talk. Grace speakers facilitate the conversation. Because if I can get my audience through the facilitation to say that education is good, that making money is good, that being a good person is great, helping other people is awesome, that investing is awesome, that smart people invest their money. They don't just sit on it. That buying education is good, that YouTube sucks to learn things. If I can get my audience to say that, I am massively living in the mouth of a gradient to buy. And that's what we spend an entire two days at, at our workshop. Because we want our audience to give us the answers we want. I don't want to tell them that investing money is good. I want them to tell one another that investing money is good. I don't want to tell them that they should buy coaching. I want them to tell me that coaching is the best thing you can do. And so facilitating those outcomes throughout your presentation. Now, how do I get them to do that? Have you guys ever heard of the cell sprays or the speaker phrase A and B plus Y, A or B plus Y? So I would recommend this kind of giving away a lot of stuff here. I would recommend learning how to A or B plus Y on concepts that are important. So if you've taught a certain concept, ask your audience an A or B plus Y. I don't know how many of you have ever studied ridiculous stuff like me. Pinn and Teller, he wrote a wonderful thing and they called it perception of choice. It was like a one page article 10 years ago called the perception of choice. And he said, "Magic is all about the perception of choice. They can then believe they have an option. They can then believe they have their choice. It's their choice, not mine." And the speakers would want to do the same thing. It's your decision. So we facilitate, so we ask them questions. And then we want to deepen that. Because I want them to talk to you and I don't want to talk. So for example, let me give you one out of context. A lot of these you want to make sure you're in the right context. So we can tell a story. You want me to do questions? I just like get all those topics. Are you guys okay so far? This is amazing. This is amazing. Wait, Sean, as you go into this, I don't know where you're going with it. You never do that. Just keep, just keep said that he does all the talking on his webinars. Like talk a little bit about how we do. We give them direction on what to do. Why we use the questions, because it moves them up a gradient. And then like examples of how what we get them saying in the chat, because we want them to state their pains in the chat. So when we go to have a sales call, we're like, oh, but you told us in the chat that you said that you're probably losing like one to two deals a month. I mean, you even said your average profit for deal is $10,000 in the chat, like, you know, whatever. You can take your from there, Sean. - Yeah, I'll do that. Let me stroke it back to you, Keith. Is that okay? Let me stroke it back on that one. A or B plus Y is perception of choice. Asking them why deepens their answer. So is investing in coaching and helping support before you start investing. Is investing in helping support good or bad. And I'll tell you an answer. Most criminals say good. And then you would simply ask them why. So why is a deepener? So let me throw this in the chat for you. So you want A or B, and then you want to do plus Y. A or B plus Y. And you can do this on a myriad of things. You can give them A or B plus Y. Is it this or that Y? Is it that or this Y? Why gets them talking about and selling themselves? So it doesn't matter what the A or B is. Is learning how to invest in real estate? Good about it. It's good. What is investing in coaching? Good about Y is getting support. Good about Y. And they talk about it. So the Y is getting them to talk about it. That's a very, very simple concept. I would recommend you learn more about. And you implement that in your speaking from stage. Because if they say it, it's true. If I say it, it's debatable. And so as many times I can get them to say things, I'm going to have them say things. And so master facilitation is a whole another topic that we can talk about another time. The A or B plus Y. We'll be in them in the direction. Would you guys do YouTube or notube to learn how to invest in real estate? YouTube or notube for your financial future. YouTube or notube when it comes to your financial future and managing your money. And get them to talk about it. And get them to say no YouTube for something that important. And let them say, no. about it. Well, why not? Now, am I selling my audience, milk this, students selling my audience? But I said, Keith, sorry, Keith, you're just the first person in my, in my view, bro. If I said, Keith, would you trust your financial future, your financial education to random people on YouTube? YouTube, you know, he's going to say no. And then I say, why? And now Keith's going to sell the audience not me. He's going to say because it's risky because it's not worth it because there's a million gurus on there. If you don't know what's right, you don't know what's wrong. You don't know their credibility. You don't understand that. So that's a great one to do when it comes to advancing education. And then all I have to do is the speakers, I just get a degree with Keith. I agree with you man. And then I can pull the audience in. Here's another, I can pull that. How many of you agree with Keith that YouTube's a terrible way to put your financial future in? And now the audience, he's the educator, he's he feels good now. He just said something else. So I made him philosophy and then he sold the audience. I would I would work in some A or B plus of the Y to your audience. For sure. Especially when you're building up the gradient to to a shift in their mindset, reframing their context around investing or where they should go. Because that's a battle every educator has is the YouTube, right? I'm going to go research this for 10 hours on YouTube. Yeah, that's really, really good. Breathe. Did you still have a question? Michael, let me answer that for you, but you're quick. Sorry. Yes, the question on YouTube. So you got to get a context, Michael, you got context, we play a game. So I do it on our today workshop and I play a game YouTube and no YouTube. Let's play this everybody. YouTube and no YouTube thinking to cake. YouTube and no YouTube. And everybody says, YouTube. And I say, yeah, because there's no risk. Speaking of cake, changing the time on my bike, YouTube and no YouTube. Everybody says YouTube, investing in real estate, my financial education, my financial future of my family and myself, YouTube and no YouTube. And you might get one person that yells out joke in the YouTube. And then what would I personally do? I was like, good luck. For me and my family, I'm not trusting my financial future and education to YouTube. But we can play a game with it. Oh, this will be fun. Do simple, simple ones and then change your tonality. My financial future, my education and my financial future for myself, my family, my kids is on a YouTube or no YouTube. No, y'all know YouTube. And then you want to go deeper than Michael's to say, why? I agree with you. Why? Why wouldn't I trust my financial education, my financial future and my family's help? YouTube and let them tell you why not? Or Sean, we do that a lot in live events and we definitely blow up the chat on webinars. What about the webinars? Do you like want them to say why and let them to start? What if say their stuff and like someone's not responding fast enough because he's like, oh, I don't want the awkward silence. Okay, let's rewind to the beginning of your presentation. Did you set up what good behavior is before you started? Did you set up in the beginning? This is what it looks like. This is what participation looks like. This is what success looks like. This is what energy looks like. Let's practice that. Do that in the beginning of your presentation. How many of you believe you get out of something what you fit into it? That's an easy yes. Right? So ask me that question. How many of you believe that? Yes. Okay, let's practice this then. Do you guys tell me what does good energy look like? If I ask a question, yes or no question is responding in the chat good energy? Is responding to the chat putting your best foot forward? They're going to say yes. Okay, so let's practice this and then just give them a question and then reward the behavior. So you got to set up the behavior you want and then you got to reinforce the behavior that you want. And that has to be done at the beginning of your presentation. So if you do that at the beginning, you're going to get better responses. Secondly, this is what I'm still working on to have kids. If talks 100 miles an hour, she believes in full film that she's like, Sean, I have three hours of education to get done in an hour 45. I'm like, cool, we have to give them time to respond to chat though. And so this is where your pre-question phrase comes in key. This is where you say, Hey, everyone go to the chat on this one. And then you're going to pause for a second to give them time to stop whatever they're doing to pull them back in from watching you. And over here, or reading their emails, whatever it is they're doing. So you got to teach the behavior in the beginning. And then before you ask the question, you got to tell them what you want them to do. Everybody go to your chat. We talked about energy early. Everybody go to your chat on this real quick. Everybody get everybody there? Okay, cool. Everybody's in your chat. All right, then ask your question. Then ask your question. Sean, can I chime in real quick? Because I think that the important thing that you all want to make sure that you know about how Sean just did that. He he mentions three times go to your chat, Hey, you let me know when you get to your chat. Okay, is everybody in the chat? And then he goes and asks the question and then it can very easily seem like when you're presenting it, and then we have a pause like this for it's a little uncomfortable. So I was that way too, when I first started doing a lot of the webinar stuff and online learning and learning and implementing these tactics, I remember watching Sean and what he would always do is he would ask the question three four or five times, and then he'd read a response and ask a question again, and read a response and he'd say, Oh, fantastic, you guys are doing a great job in the chat. And so I think that's really important to know that sometimes we have to over repeat it seems like we're overrepeating to ourselves. But as someone sitting in the audience, it doesn't feel that way. Right. Because you have to understand if you're doing virtual webinars, you're fighting their attention like like we are right now, we're fighting your attention to go to emails to look at other stuff. Right, that's what we're doing. And if you're doing virtual webinars, you need to understand like kids are going to come in, wife's going to come in, husband's going to come in, business people are going to call it's easier to be distracted in that moment. So if I want to have an impactful question, I need to try to pull their attention back to the screen. I'd say, Hey, everybody, get back here. Let's get back to the chat. I'm going to go to the chat. Let's get everybody in the chat really, really quick. And this is going to be an easy question, it's going to be a simple question, but I want to see your guys's response. And we mentioned earlier about what good behavior what participation looks like, well, high energy was that you get out of what you put into it. So everybody go to your chat really quick. That's how I would do it. I'm going to say it three or four times, a couple of different ways. I'm going to pull their attention back to the screen, especially if it's a critical point in your presentation where you need and want a good response. Because it's human nature, unfortunately, we're going to go and we're ADD and we're looking at a million things. So if you're doing webinars, that's going to be really, really critical. Explain the behavior, give examples of the behavior, keep in the very beginning and do it. Do the behavior and then reward the behavior. People will do more when they're rewarded. So what does that look like? If they respond in the chat, great job. I'll keep you crushed it. Jet you killed it. Stephanie awesome job. Josh, you're doing so great. Tom, I love that respond. Oh, look at Tom, Tom gave me an exclamation point as I had a boy, Tom's engaged. And then you make it fun and you reward the behavior by Teresa's awesome look at her. She's giving me a million exclamation, but she's so great. How many do you think that's good participation? Make it fun, remind them social proof that they're more likely to do it again. If you're live and in person, thank them for giving a response and they're more likely to respond. If Chad raises his hand and ask the question, thank you, Chad. That's a great response. Appreciate that. Appreciate that. Yeah, too. It's funny that you have it's funny. Whenever we have our our shadow day before our event, I ask, is anyone want to share any takeaways? And it's always if one's looking around that one person raises their hand in the moment, I say, thank you so much. That was a great share. Three other hands go up immediately. So it's absolutely important. Yes, yeah, we call it dog biscuits in our world like we were not the behavior when somebody does something you like, come, they did a good job and get the audience to do it too. How many of you love that share by it by jet? How many of you love that share? That's a great share, Jet. Jet feels really cool. Yeah, it's like the hero and I'm just facilitating that. And everybody else wants to feel like a hero. So what are they going to do? I want to answer a question. I want to give a response. And then every single time we're going to try to pull people into that. That's another facilitation tactic. I would do that all the time. And Tiff and Josh know this because I get the privilege of when Tiff and Josh are talking, we have a component screen and I chat them, right? Remind them of things kind of live coaching in the moment. So when they're on stage speaking, I have my screen and computer giving away some secrets here. And then I chat to Tiff and Josh ask this question, say this, remind her on this just to make sure that we're doing a good flow. And that's one that I give Josh quite a bit as a reminder. And he'll usually wake up in your dog. It's like, I know, I know it don't have to remind me to that. But it's bring the audience into that person's share in the direction of your clothes. How many of you are just like Michael? And you agree that investing in your education is great? And then everybody is like, yeah, I'm like Michael too. I didn't say it. Michael did. So I'm not selling anything. Michael did. How many of you agree with Michael that learning a sales process before you invested marketing as a smart way? How many of you agree with Michael? Michael just said, everybody raised their hand and their most new awesome. Thank you. Michael, that's such a good share. Michael's going to sell them. And I'm going to ask the audience if they agree with that or feel like that or if they like that type of thing. And the audience member gets to be the hero. The audience members sold them to me. I'm just saying, breathe. How many of you agree with breathe? How many of you agree with the audience in? Sorry. In your chat to keep somebody says some cool in your chat? Ask the question, go, how many of you agree with what Tom just said during the chat? Give me a thumbs up if you guys agree with what Tom said that this is critical. This is not something that should be passed. How many agree with that? I get the audience to agree with the the gradient response by the audience member. And And you just say, cool, that's awesome. You guys are getting it. Dog biscuits. You guys are awesome. You guys are right on track. If they're a great group, tell them. You guys are a great group. We have fun with that. If they're not a good group, we'll say, God, last month was, last month, that's so much more energy than this one. They get a contest. They make it September against August. Our August group is killer. We'll see if you guys can do this too. We'll see how good you guys are. They're in this two days on your responses. And they'll end it unites the room. It unites the room again, the enemy, which was last month's event. And then it brings up the energy. There's all sorts of cool stuff. Sorry. I was going to say, since we have 15 minutes, do you want to either one of two things talk more about how we train them all throughout the event to praise frame, how 30 grants not a lot of money. So when they get back to the room, they're talk tracks. Or we can talk about how we strategically storytell all throughout the presentation on the top of the option, as we already know, most of the room will have. OK. And that is the end of part one of this two part podcast. We've just covered the foundation, understanding your audience's mindset and getting them to participate in their own persuasion. But the real magic happens in the final 15 minutes of any presentation. In part two, Sean reveals their exact process for price conditioning. How they get their audiences to admit that $50,000 is not a lot of money. And they do this by the end of day one. Plus, they share their storytelling system for destroying the top four objections before prospects can even think about them. The strategies in part two are what separate the amateurs from the pros. Don't miss it. And don't forget, the coaching in summit is only weeks away. It is in Nashville, Tennessee, October 27th, 28th, and 29th. If you are a coach, a consultant, a course creator, a community leader, you need to be in this room. There are going to be some of the biggest and best coaches in this room, sharing their exact strategies and secrets as to what they are using right now. I'm talking about the things that are working in today's market. Folks like Brent Daniels and Tiffany High and Alleric Heck, YouTube, backspurt, Francis, La Blola. There's going to be a lineup of some of the biggest and best coaches in the industry at this event. And they're going to give you a peek behind the curtain as to the things that they are using right now to generate millions in revenue. So again, Nashville, Tennessee, coaching and mastermind, October 27th, 28th, and 29th go to coachingink.com right now, fill out a short application form. And we will reach out to you to see if it is a good fit for you. But again, go to coachinginc.com. That is coachingink.com. Fill out a short application form. We'll reach out to you, have a conversation with you. And if it's a good fit, we'd love to invite you to this event and have you in the room with us. So until next time, keep crushing it. Because of time to say that's good love. I'm finally learning how that's my door stays shut. It gets so hard that I'm not giving up. Come to time to say that's good love. Come to time to say that's good love.