1 00:00:00,000 --> 00:00:01,600 That's the link I need. 2 00:00:01,600 --> 00:00:04,160 So that's the one that we would want to share with people 3 00:00:04,160 --> 00:00:08,120 to help them land on more podcast episodes. 4 00:00:08,120 --> 00:00:09,600 They need these tips. 5 00:00:09,600 --> 00:00:11,640 I'm gonna put that in the document. 6 00:00:11,640 --> 00:00:16,140 That way we can share these values with people as we... 7 00:00:18,040 --> 00:00:21,880 All right, welcome in to Vision Pros Live. 8 00:00:21,880 --> 00:00:24,280 With Jackson Callum, I'm your show host. 9 00:00:24,280 --> 00:00:27,320 We will be doing interviews for visionary entrepreneurs 10 00:00:27,320 --> 00:00:30,320 and guests, guest leaders who are building 11 00:00:30,320 --> 00:00:31,720 fantastic visions out there. 12 00:00:31,720 --> 00:00:34,960 Ultimately, I just wanna go through some of the things 13 00:00:34,960 --> 00:00:36,800 that might help you with your vision. 14 00:00:36,800 --> 00:00:38,840 So if you have a vision that you're pursuing, 15 00:00:38,840 --> 00:00:41,120 drop a link in the comments and let us know what that is. 16 00:00:41,120 --> 00:00:43,480 If that's a business or a brand, 17 00:00:43,480 --> 00:00:47,160 if it's a nonprofit that you run, 18 00:00:47,160 --> 00:00:49,680 be happy to promote it, be happy to talk to you about it. 19 00:00:49,680 --> 00:00:51,540 And if you'd like to apply to be on Vision Pros 20 00:00:51,540 --> 00:00:53,040 and be interviewed about that vision, 21 00:00:53,040 --> 00:00:58,040 then by all means, feel free to reach out. 22 00:01:14,720 --> 00:01:15,960 Woo-hoo! 23 00:01:15,960 --> 00:01:16,840 What's up everybody? 24 00:01:16,840 --> 00:01:18,320 Welcome to Vision Pros Live. 25 00:01:18,320 --> 00:01:19,760 I'm your host, Jackson Callum, 26 00:01:19,760 --> 00:01:21,720 founder of First Class Business, 27 00:01:21,720 --> 00:01:24,760 co-founder of Able Health and CEO of Podbooker. 28 00:01:24,760 --> 00:01:26,520 I'm really excited to be here today. 29 00:01:26,520 --> 00:01:29,200 We are gonna be talking about lead generation 30 00:01:29,200 --> 00:01:33,360 and lead generation, why it's not effective most of the time, 31 00:01:33,360 --> 00:01:35,160 how to make it effective, how to diversify it. 32 00:01:35,160 --> 00:01:37,640 We're gonna go as deep as we can on this subject 33 00:01:37,640 --> 00:01:40,400 in order to really open for you the doors 34 00:01:40,400 --> 00:01:44,840 to really the weaknesses, the threats, 35 00:01:44,840 --> 00:01:46,480 the problems that so many entrepreneurs 36 00:01:46,480 --> 00:01:47,320 ran into when doing this. 37 00:01:47,320 --> 00:01:48,560 But more importantly, we're gonna be revealing 38 00:01:48,560 --> 00:01:51,600 a lot of secrets about how to do this the right way. 39 00:01:51,600 --> 00:01:52,560 I want you to win. 40 00:01:52,560 --> 00:01:55,360 I want you to figure out how can you effectively 41 00:01:55,360 --> 00:01:57,720 level up your only generation capabilities 42 00:01:57,720 --> 00:01:58,560 because I'll tell you what, 43 00:01:58,560 --> 00:02:02,120 the secret is not in the tool. 44 00:02:02,120 --> 00:02:03,840 It is in the mechanic, right? 45 00:02:03,840 --> 00:02:05,160 A hammer is just a hammer. 46 00:02:05,160 --> 00:02:06,280 It's just a tool. 47 00:02:06,280 --> 00:02:08,720 You cannot blame the hammer for not doing the job 48 00:02:08,720 --> 00:02:11,200 if the hammer is solid and sound. 49 00:02:11,200 --> 00:02:14,000 But as a mechanic, you have to be able to recognize, 50 00:02:14,000 --> 00:02:16,360 is this hammer solid and sound? 51 00:02:16,360 --> 00:02:17,760 Is this something I should be using? 52 00:02:17,760 --> 00:02:19,640 Or is it going to fail me? 53 00:02:19,640 --> 00:02:22,600 And you also have to know how to use it. 54 00:02:22,600 --> 00:02:24,120 And if you don't, that's gonna be a problem. 55 00:02:24,120 --> 00:02:27,160 So one thing I haven't done at often enough 56 00:02:27,160 --> 00:02:30,920 is talk about our appreciation for the water project, 57 00:02:30,920 --> 00:02:33,120 the cause that we support on a regular basis. 58 00:02:33,120 --> 00:02:35,720 The water project does drill water wells 59 00:02:35,720 --> 00:02:39,360 and helps create sand dams, things like that. 60 00:02:39,360 --> 00:02:42,800 Technical components borehole wells, I think they're called, 61 00:02:42,800 --> 00:02:44,960 over in Africa for people who do not have water. 62 00:02:44,960 --> 00:02:46,760 It's a super valid cause. 63 00:02:46,760 --> 00:02:50,000 Please donate a dollar to it or whatever you can 64 00:02:50,000 --> 00:02:51,280 to help people get clean water. 65 00:02:51,280 --> 00:02:53,600 I absolutely love the project. 66 00:02:53,600 --> 00:02:55,760 Also, I don't mention Epiphany a lot. 67 00:02:55,760 --> 00:02:56,720 It's up here in the corner. 68 00:02:56,720 --> 00:02:57,720 I love Epiphany. 69 00:02:57,720 --> 00:02:59,760 Rick Meekins is one of my best friends. 70 00:02:59,760 --> 00:03:00,760 He runs that company. 71 00:03:00,760 --> 00:03:02,800 He's another company called Converge Marketing. 72 00:03:02,800 --> 00:03:04,280 I highly recommend engaging with them too. 73 00:03:04,280 --> 00:03:05,560 I just want to give them a special shout out 74 00:03:05,560 --> 00:03:08,440 because I often just move right in to not talking about it. 75 00:03:08,440 --> 00:03:10,640 Well, without further ado, the reason why, 76 00:03:10,640 --> 00:03:12,920 because I want to talk to you about the value 77 00:03:12,920 --> 00:03:14,280 that we're throwing down for you today. 78 00:03:14,280 --> 00:03:19,280 So let's dive right in with what is lead generation? 79 00:03:19,600 --> 00:03:22,640 Lead generation is simply your process 80 00:03:22,640 --> 00:03:26,280 of attracting prospects to come in and talk to you. 81 00:03:26,280 --> 00:03:29,640 And that could be through the phone, that could be online, 82 00:03:29,640 --> 00:03:32,120 that could be going door to door and meeting people. 83 00:03:32,120 --> 00:03:34,240 There's a lot of ways, a lot of tools, 84 00:03:34,240 --> 00:03:37,400 a lot of systems to move your business forward. 85 00:03:37,400 --> 00:03:39,400 And as a business owner, it's very important 86 00:03:39,400 --> 00:03:41,640 to evaluate those opportunities 87 00:03:41,640 --> 00:03:44,920 rather than just try to move your life forward 88 00:03:44,920 --> 00:03:46,640 without thinking strategically 89 00:03:46,640 --> 00:03:49,120 about how you can be most effective in doing that. 90 00:03:49,120 --> 00:03:52,000 So one of the stories that comes to mind with that 91 00:03:52,000 --> 00:03:56,000 is the story about the two lumberjacks. 92 00:03:56,000 --> 00:03:59,360 And lumberjacks, there's two guys chopping down trees. 93 00:03:59,360 --> 00:04:00,840 One is old, one is young. 94 00:04:00,840 --> 00:04:02,800 The young one's in great shape. 95 00:04:02,800 --> 00:04:06,240 And he's going at these trees like crazy. 96 00:04:06,240 --> 00:04:09,200 And sure enough, the old man is not doing nearly 97 00:04:09,200 --> 00:04:10,680 as well as him in the beginning. 98 00:04:10,680 --> 00:04:12,960 As the day goes along though, 99 00:04:12,960 --> 00:04:14,440 and you get towards the end of the day, 100 00:04:14,440 --> 00:04:16,640 the old man has done far more work 101 00:04:16,640 --> 00:04:17,640 than the young man has. 102 00:04:17,640 --> 00:04:19,200 He's been far more productive. 103 00:04:19,200 --> 00:04:22,080 And he goes up to the old man and he says, 104 00:04:22,080 --> 00:04:24,360 why, how did you beat me? 105 00:04:24,360 --> 00:04:25,280 How did you do this? 106 00:04:25,280 --> 00:04:27,160 Why am I not chopping down more trees than you? 107 00:04:27,160 --> 00:04:30,120 I have more strength, I'm working harder. 108 00:04:30,120 --> 00:04:32,160 I'm going at it all day long 109 00:04:32,160 --> 00:04:34,760 and you've been taking breaks all day long. 110 00:04:34,760 --> 00:04:36,880 You took your lunch longer than I did. 111 00:04:36,880 --> 00:04:38,960 You took a break between every tree that you chopped down 112 00:04:38,960 --> 00:04:40,800 and you're doing it somehow, 113 00:04:40,800 --> 00:04:45,040 you outpaced me and chopped more trees down than I did. 114 00:04:45,040 --> 00:04:49,280 Well, the old man says, you know, while you were busy 115 00:04:49,280 --> 00:04:52,880 chopping away at the trees over and over with the dole axe, 116 00:04:52,880 --> 00:04:55,880 I was taking the time to sharpen the blade. 117 00:04:55,880 --> 00:04:59,040 And that sharpening process of the blade, 118 00:04:59,040 --> 00:05:00,960 it doesn't just apply to your mind. 119 00:05:00,960 --> 00:05:03,080 It applies to your tools as well. 120 00:05:03,080 --> 00:05:04,880 Many of you entrepreneurs, 121 00:05:04,880 --> 00:05:06,960 your business owners, your executives out there, 122 00:05:06,960 --> 00:05:09,080 are doing a lot of time sharpening the mind, 123 00:05:09,080 --> 00:05:12,080 understanding that you need to learn more and consume more. 124 00:05:12,080 --> 00:05:13,760 And that's also why you're here too. 125 00:05:13,760 --> 00:05:14,600 You want to learn more. 126 00:05:14,600 --> 00:05:16,960 But I also want to challenge you to spend time 127 00:05:16,960 --> 00:05:19,200 to dedicate to sharpen your blade, 128 00:05:19,200 --> 00:05:20,880 sharpen the tools that you're using. 129 00:05:20,880 --> 00:05:23,200 Also make sure you use the right tools. 130 00:05:23,200 --> 00:05:25,280 This is not as simple as being a lumberjack. 131 00:05:25,280 --> 00:05:27,560 While the lumberjack may have one, two, or 10 tools 132 00:05:27,560 --> 00:05:29,040 that I'm not aware of that they utilize, 133 00:05:29,040 --> 00:05:31,360 we all think of the axe, the chainsaw, right? 134 00:05:31,360 --> 00:05:35,800 But the entrepreneur has hundreds of tools 135 00:05:35,800 --> 00:05:37,400 to consider managing. 136 00:05:37,400 --> 00:05:39,680 And there's always these new shiny objects 137 00:05:39,680 --> 00:05:40,520 coming out of line. 138 00:05:40,520 --> 00:05:43,400 So you want to make sure that you're using the right tools 139 00:05:43,400 --> 00:05:45,760 and asking the right people to find those right tools. 140 00:05:45,760 --> 00:05:47,160 And you want to make sure that you're using them 141 00:05:47,160 --> 00:05:48,840 as effectively as possible 142 00:05:48,840 --> 00:05:51,560 in order to drive the result that you want to drive. 143 00:05:51,560 --> 00:05:53,800 So without further ado, 144 00:05:53,800 --> 00:05:55,440 what are some key components 145 00:05:55,440 --> 00:05:58,200 a lead generation system should have? 146 00:05:58,200 --> 00:06:01,040 All right, so the components that it should have, 147 00:06:01,040 --> 00:06:03,440 I mean, it should be pretty well known as a system. 148 00:06:03,440 --> 00:06:04,960 One of the best ways to see that 149 00:06:04,960 --> 00:06:09,680 is does this system have a quality? 150 00:06:09,680 --> 00:06:11,400 Again, I'm going to emphasize that word, 151 00:06:11,400 --> 00:06:14,040 a quality following, right? 152 00:06:14,040 --> 00:06:14,880 A user group. 153 00:06:14,880 --> 00:06:16,160 Well, how do you know? 154 00:06:16,160 --> 00:06:18,000 You know, there's all these websites that claim, 155 00:06:18,000 --> 00:06:20,560 oh, as seen on such and such entities, 156 00:06:20,560 --> 00:06:22,800 used by 100 billion people. 157 00:06:22,800 --> 00:06:24,920 You know, there's lots of claims out there, 158 00:06:24,920 --> 00:06:26,640 but you can do a little bit of digging, 159 00:06:26,640 --> 00:06:29,120 very easily to find out what the, 160 00:06:29,120 --> 00:06:30,840 if there's a social community 161 00:06:30,840 --> 00:06:32,400 that supports using that tool. 162 00:06:32,400 --> 00:06:33,640 That's a good indication 163 00:06:33,640 --> 00:06:36,280 before jumping into a new tool you never heard of, 164 00:06:36,280 --> 00:06:38,600 maybe look up and see is there a Facebook group 165 00:06:38,600 --> 00:06:39,920 that exists about this tool? 166 00:06:39,920 --> 00:06:42,840 For instance, we use Kajabi for managing our courses, 167 00:06:42,840 --> 00:06:45,760 and Kajabi has over 40,000 users 168 00:06:45,760 --> 00:06:47,240 in their Facebook community, 169 00:06:47,240 --> 00:06:48,680 and they have a live event coming up 170 00:06:48,680 --> 00:06:49,920 in a couple of weeks that I get to go to, 171 00:06:49,920 --> 00:06:51,000 which will be a lot of fun. 172 00:06:51,000 --> 00:06:52,320 So I get to go there, I get to network, 173 00:06:52,320 --> 00:06:53,280 I get to know other people 174 00:06:53,280 --> 00:06:55,280 who are also building awesome courses 175 00:06:55,280 --> 00:06:57,360 and building great things in the world. 176 00:06:57,360 --> 00:07:00,880 And this company would not have a live event 177 00:07:00,880 --> 00:07:02,840 if they were a shady tool, 178 00:07:02,840 --> 00:07:04,920 and they wouldn't have people like Brendan Brashard 179 00:07:04,920 --> 00:07:06,040 presenting at the event, 180 00:07:06,040 --> 00:07:08,640 if the tool itself didn't provide value. 181 00:07:08,640 --> 00:07:10,880 There's enough social proof around the tool 182 00:07:10,880 --> 00:07:13,600 to know that the tool itself is valuable. 183 00:07:13,600 --> 00:07:15,440 So what are some other key components, 184 00:07:15,440 --> 00:07:17,840 a lead generation system should have? 185 00:07:17,840 --> 00:07:21,040 It should be very straightforward and easy to use, 186 00:07:21,040 --> 00:07:23,760 and in fact, I'm gonna name some right now for you. 187 00:07:23,760 --> 00:07:26,600 You know, some of the systems that we've used or do use, 188 00:07:26,600 --> 00:07:29,800 ULink for LinkedIn automation is a great tool. 189 00:07:29,800 --> 00:07:31,400 It's a awkward looking tool. 190 00:07:31,400 --> 00:07:32,760 It's a little bit, it seems a little bit more 191 00:07:32,760 --> 00:07:36,440 on the sketchy side, buzz.ai, another great tool. 192 00:07:36,440 --> 00:07:39,280 You know, that has a much nicer user interface 193 00:07:39,280 --> 00:07:41,320 and much nicer experience. 194 00:07:41,320 --> 00:07:44,080 That was cool, they use the Stripe page for their checkout 195 00:07:44,080 --> 00:07:46,040 and they're scaling like crazy. 196 00:07:46,040 --> 00:07:48,440 So that's another good insight into 197 00:07:48,440 --> 00:07:50,080 if you're using your lead generation 198 00:07:50,080 --> 00:07:51,880 in order to run transactions, 199 00:07:51,880 --> 00:07:53,400 and you're being told that you have to build 200 00:07:53,400 --> 00:07:56,600 fancy landing pages in order to create a transaction, 201 00:07:56,600 --> 00:07:59,120 that's just not true, look no further than buzz 202 00:07:59,120 --> 00:08:00,360 as a realization of that. 203 00:08:00,360 --> 00:08:03,240 Flow Chat is one of, is our latest tool to purchase 204 00:08:03,240 --> 00:08:05,920 in regards to lead generation and managing pipelines. 205 00:08:05,920 --> 00:08:08,280 Phenomenal tool, I'm really, really happy 206 00:08:08,280 --> 00:08:09,640 with the results that we've had over that, 207 00:08:09,640 --> 00:08:11,560 had with that for the last three days, 208 00:08:11,560 --> 00:08:13,160 where we haven't even really gotten the system 209 00:08:13,160 --> 00:08:14,240 up and going yet. 210 00:08:14,240 --> 00:08:16,920 Here we are connecting with amazing people 211 00:08:16,920 --> 00:08:18,640 on a daily basis because of it. 212 00:08:18,640 --> 00:08:20,440 I'm talking lots of people. 213 00:08:20,440 --> 00:08:23,280 I have so many conversations coming in right now 214 00:08:23,280 --> 00:08:25,960 that I can't, I'm struggling to keep up 215 00:08:25,960 --> 00:08:27,800 with the amount of conversations coming to me, 216 00:08:27,800 --> 00:08:29,640 and my team members are all about to experience 217 00:08:29,640 --> 00:08:31,440 the same thing as we get each one of them 218 00:08:31,440 --> 00:08:33,000 set up with the same system. 219 00:08:33,000 --> 00:08:36,520 And so real quick, I'm gonna shift gears to, 220 00:08:36,520 --> 00:08:38,600 why do we do lead generation? 221 00:08:38,600 --> 00:08:40,640 And why would we maximize that? 222 00:08:40,640 --> 00:08:42,760 Why do we want more and more relationships? 223 00:08:42,760 --> 00:08:45,040 Isn't one relationship enough? 224 00:08:45,040 --> 00:08:47,560 I don't like to put all my eggs in one basket, personally. 225 00:08:47,560 --> 00:08:49,240 And these baskets in this case, 226 00:08:49,240 --> 00:08:51,880 being people, clients, prospects. 227 00:08:51,880 --> 00:08:54,920 And I also know that if you get on a TEDx talk, 228 00:08:54,920 --> 00:08:57,800 for instance, or you get on Oprah Winfrey Show, 229 00:08:57,800 --> 00:08:59,600 you get out there and you're able to get your voice out, 230 00:08:59,600 --> 00:09:00,440 out there. 231 00:09:00,440 --> 00:09:03,480 To more people, you're more likely to land 232 00:09:03,480 --> 00:09:06,800 in front of an audience that really, really wants 233 00:09:06,800 --> 00:09:07,880 to talk to you. 234 00:09:07,880 --> 00:09:10,760 That's why distribution is so key for entrepreneurs. 235 00:09:10,760 --> 00:09:12,800 That's why it's so key for your business. 236 00:09:12,800 --> 00:09:14,480 If you're not distributing your brand name 237 00:09:14,480 --> 00:09:16,400 and you're not getting out there in front 238 00:09:16,400 --> 00:09:18,560 of as many people as possible, 239 00:09:18,560 --> 00:09:22,800 it's, there's an old slain, that's saying, slim pickens. 240 00:09:22,800 --> 00:09:26,000 Right, you end up having to really pick and choose 241 00:09:26,000 --> 00:09:26,840 what you're working with. 242 00:09:26,840 --> 00:09:29,160 You don't necessarily end up with the best 243 00:09:29,160 --> 00:09:30,280 low hanging fruit. 244 00:09:30,280 --> 00:09:33,240 And in the case of business, and especially the service 245 00:09:33,240 --> 00:09:36,640 industry, my goal, my job, my vision is to serve people 246 00:09:36,640 --> 00:09:37,760 as best I can. 247 00:09:37,760 --> 00:09:42,400 Well, I can serve somebody far better when they are 100% 248 00:09:42,400 --> 00:09:44,720 committed to working with me than somebody who I have 249 00:09:44,720 --> 00:09:46,640 to convince to work with me. 250 00:09:46,640 --> 00:09:48,680 I don't enjoy the process of convincing somebody 251 00:09:48,680 --> 00:09:51,200 to work with me, which is why we push most people 252 00:09:51,200 --> 00:09:54,160 who we have to convince to learn more about us 253 00:09:54,160 --> 00:09:57,000 through free tools and free things that we can provide. 254 00:09:57,000 --> 00:09:59,400 I'm like, you know what, I would rather give you 255 00:09:59,400 --> 00:10:04,440 our $99 revenue growth workbook intensive for free 256 00:10:04,440 --> 00:10:07,720 than you come in and speculate about my business. 257 00:10:07,720 --> 00:10:12,480 The doubting Thomas is they don't add value to a process. 258 00:10:12,480 --> 00:10:14,480 They don't inspire growth. 259 00:10:14,480 --> 00:10:15,480 They kind of challenge it. 260 00:10:15,480 --> 00:10:17,320 So I'd rather you do your own research, 261 00:10:17,320 --> 00:10:18,880 find out if you want to work with us, 262 00:10:18,880 --> 00:10:19,840 and then come back, right? 263 00:10:19,840 --> 00:10:21,680 Same thing should be true of your business. 264 00:10:21,680 --> 00:10:23,160 If somebody's going to come in, 265 00:10:23,160 --> 00:10:25,080 highly skeptical of what you do, 266 00:10:25,080 --> 00:10:27,320 that's not a very good relationship. 267 00:10:27,320 --> 00:10:31,360 And that's really the essence of why you need Legion, 268 00:10:31,360 --> 00:10:35,240 but why you want to build it in a way that nurtures 269 00:10:35,240 --> 00:10:37,560 and inspires, doesn't push people away. 270 00:10:37,560 --> 00:10:41,920 So why do lead generation systems fall short? 271 00:10:41,920 --> 00:10:45,360 Again, it's not the hammer's fault. 272 00:10:45,360 --> 00:10:48,120 Oftentimes the person who sells the hammer, 273 00:10:48,120 --> 00:10:50,680 so to speak, who sells you the Legion system 274 00:10:50,680 --> 00:10:54,120 does not know how to properly execute and use lead generation. 275 00:10:54,120 --> 00:10:58,560 And they use manipulation tactics, coercion, high pressure, 276 00:10:58,560 --> 00:11:01,600 that make you feel icky or awkward. 277 00:11:01,600 --> 00:11:02,960 They force you to do things. 278 00:11:02,960 --> 00:11:07,040 Or on the other side, you buy the hammer thinking, 279 00:11:07,040 --> 00:11:09,240 man, this thing's going to do everything for me. 280 00:11:09,240 --> 00:11:12,360 This Legion system's going to make me a millionaire overnight. 281 00:11:12,360 --> 00:11:14,080 And I need revenues now. 282 00:11:14,080 --> 00:11:18,000 And so you panic and you create systems that pressure, 283 00:11:18,000 --> 00:11:20,480 or that beg, or that are highly needy, 284 00:11:20,480 --> 00:11:24,880 and that are built around the real inspiration 285 00:11:24,880 --> 00:11:26,960 that the customer needs, the intrigue, 286 00:11:26,960 --> 00:11:29,800 that your prospect needs to be able to say, hey, you know what? 287 00:11:29,800 --> 00:11:31,160 I've never heard of this person before, 288 00:11:31,160 --> 00:11:33,120 but I kind of want to talk to them. 289 00:11:33,120 --> 00:11:34,680 I mean, I feel inspired. 290 00:11:34,680 --> 00:11:35,320 I feel intrigued. 291 00:11:35,320 --> 00:11:37,200 I feel attracted somehow. 292 00:11:37,200 --> 00:11:40,080 That's really what the lead generation systems are all about. 293 00:11:40,080 --> 00:11:41,320 It's about intriguing. 294 00:11:41,320 --> 00:11:42,480 I would write this down. 295 00:11:42,480 --> 00:11:44,360 It's about intriguing. 296 00:11:44,360 --> 00:11:46,120 It's about attracting. 297 00:11:46,120 --> 00:11:47,800 And it's about inspiring. 298 00:11:47,800 --> 00:11:50,600 If you keep your messaging focused on, does this message 299 00:11:50,600 --> 00:11:52,200 intrigue people? 300 00:11:52,200 --> 00:11:53,960 Not does it trick people. 301 00:11:53,960 --> 00:11:56,080 Does it get people overly excited? 302 00:11:56,080 --> 00:11:57,240 Does it manipulate people? 303 00:11:57,240 --> 00:11:57,760 No. 304 00:11:57,760 --> 00:11:59,920 Does it intrigue people? 305 00:11:59,920 --> 00:12:02,880 Then does it attract them? 306 00:12:02,880 --> 00:12:04,760 And does it inspire? 307 00:12:04,760 --> 00:12:06,760 If you're accomplishing those three things, 308 00:12:06,760 --> 00:12:09,480 what's happening is you are warming your leads up. 309 00:12:09,480 --> 00:12:12,040 And so if you're utilizing the Legion system 310 00:12:12,040 --> 00:12:14,720 to be an AK-47 with the market, so to speak, 311 00:12:14,720 --> 00:12:18,360 and you're just blasting people with high pressure 312 00:12:18,360 --> 00:12:21,480 or fancy-looking case studies that nobody can relate to, 313 00:12:21,480 --> 00:12:23,040 and they're like, well, wait a second. 314 00:12:23,040 --> 00:12:24,760 I want to work with a human being, 315 00:12:24,760 --> 00:12:27,440 then you're going to be turning off the market over and over 316 00:12:27,440 --> 00:12:28,200 and over. 317 00:12:28,200 --> 00:12:31,440 And we don't condone that, because it doesn't work long term. 318 00:12:31,440 --> 00:12:33,800 And it's not what good people do. 319 00:12:33,800 --> 00:12:36,920 So what are the key advantages of lead generation 320 00:12:36,920 --> 00:12:40,040 for businesses who are looking to scale their growth? 321 00:12:40,040 --> 00:12:43,520 Well, for those of you who feel that's an obvious question, 322 00:12:43,520 --> 00:12:48,960 again, I'd recommend that you first comment 323 00:12:48,960 --> 00:12:50,360 with a question about lead generation 324 00:12:50,360 --> 00:12:51,240 that you want to provide. 325 00:12:51,240 --> 00:12:54,640 But there's so many people who don't know how lead generation 326 00:12:54,640 --> 00:12:55,600 helps with scale. 327 00:12:55,600 --> 00:12:58,280 But I also want to acknowledge that if you put it in place 328 00:12:58,280 --> 00:12:59,680 and you do it wrong, it's actually 329 00:12:59,680 --> 00:13:01,120 going to hurt your ability to scale. 330 00:13:01,120 --> 00:13:03,160 It's going to hold you back from scaling. 331 00:13:03,160 --> 00:13:05,480 So when you put it in the right system in place, though, 332 00:13:05,480 --> 00:13:07,600 it's going to help you scale, because it gets your voice out 333 00:13:07,600 --> 00:13:09,880 to the world and allows you to go back to serving those who 334 00:13:09,880 --> 00:13:11,160 you're meant to serve. 335 00:13:11,160 --> 00:13:13,840 If I can have messaging that goes out as a business owner 336 00:13:13,840 --> 00:13:17,320 that represents me 100% with who I am and the value 337 00:13:17,320 --> 00:13:19,920 that I provide and connects me to the type of people, right, 338 00:13:19,920 --> 00:13:21,480 the targeted type of people that I 339 00:13:21,480 --> 00:13:24,440 want to be associating with and talking to, 340 00:13:24,440 --> 00:13:29,320 then that's going to allow them to come to me and say hello. 341 00:13:29,320 --> 00:13:32,440 Hi, what do you have for me? 342 00:13:32,440 --> 00:13:35,160 Did you mean to send this message to me? 343 00:13:35,160 --> 00:13:38,480 I'm not sure if I'm a great fit or not. 344 00:13:38,480 --> 00:13:40,640 I'm not sure of our alignment. 345 00:13:40,640 --> 00:13:42,800 Can you tell me more about what you do? 346 00:13:42,800 --> 00:13:45,200 Or they say things like, hey, I've 347 00:13:45,200 --> 00:13:48,920 been looking for somebody that has the types of systems 348 00:13:48,920 --> 00:13:49,440 that you have. 349 00:13:49,440 --> 00:13:50,680 Can we talk about this? 350 00:13:50,680 --> 00:13:52,400 We get those messages, too. 351 00:13:52,400 --> 00:13:54,960 Sometimes we get messages that say, hey, 352 00:13:54,960 --> 00:13:56,600 it looks like we align in a lot of ways. 353 00:13:56,600 --> 00:13:58,480 I'd like to love to jump on Zoom with you. 354 00:13:58,480 --> 00:14:01,360 Sometimes we get people who say, hey, 355 00:14:01,360 --> 00:14:05,040 I have a solution to help you guys scale even further faster. 356 00:14:05,040 --> 00:14:06,640 And those are all people. 357 00:14:06,640 --> 00:14:07,760 That is lead generation. 358 00:14:07,760 --> 00:14:11,920 Those are all people who are coming to me with their style 359 00:14:11,920 --> 00:14:12,920 of communication. 360 00:14:12,920 --> 00:14:15,320 Whether their style of communication is right or wrong, 361 00:14:15,320 --> 00:14:16,840 I don't get to choose that. 362 00:14:16,840 --> 00:14:19,280 But I do get to decide, as a leader, 363 00:14:19,280 --> 00:14:21,720 how am I going to receive that person? 364 00:14:21,720 --> 00:14:24,280 And is that person a good or bad person? 365 00:14:24,280 --> 00:14:27,000 If they're trying to force an offer down your throat, 366 00:14:27,000 --> 00:14:28,720 your initial instinct may be to say 367 00:14:28,720 --> 00:14:30,560 that person's not a good person. 368 00:14:30,560 --> 00:14:33,480 But I would challenge that that person is probably 369 00:14:33,480 --> 00:14:37,080 a very good person who's been trained very poorly 370 00:14:37,080 --> 00:14:38,160 by a provider. 371 00:14:38,160 --> 00:14:40,600 And the cool thing is, it's my opportunity, 372 00:14:40,600 --> 00:14:43,440 on my end as a leader, to help show them a new way, 373 00:14:43,440 --> 00:14:45,960 to see if I can inspire them to move their business 374 00:14:45,960 --> 00:14:49,360 in the right direction and to stop creating a spam jungle 375 00:14:49,360 --> 00:14:52,280 out of platforms like LinkedIn. 376 00:14:52,280 --> 00:14:55,760 So what specific qualities or skills 377 00:14:55,760 --> 00:14:57,640 should you as a business owner have 378 00:14:57,640 --> 00:15:00,600 for effective lead generation? 379 00:15:00,600 --> 00:15:03,920 It's probably the thing that too many people avoid. 380 00:15:03,920 --> 00:15:05,960 They don't want to take ownership of the fact 381 00:15:05,960 --> 00:15:09,080 that they have things to learn in order to more effectively 382 00:15:09,080 --> 00:15:09,640 use a tool. 383 00:15:09,640 --> 00:15:11,760 Now, you can be a fantastic, I was just 384 00:15:11,760 --> 00:15:13,040 talking to a client about this, you 385 00:15:13,040 --> 00:15:15,640 can be a fantastic communicator with one group of people 386 00:15:15,640 --> 00:15:17,720 and a completely awful communicator with another. 387 00:15:17,720 --> 00:15:20,040 I do have fantastic communication skills 388 00:15:20,040 --> 00:15:21,560 in some parts of life. 389 00:15:21,560 --> 00:15:22,920 I have others that I'm not great at. 390 00:15:22,920 --> 00:15:24,480 A great example of this for most of us 391 00:15:24,480 --> 00:15:26,520 is I can speak English super well. 392 00:15:26,520 --> 00:15:27,680 I cannot speak Chinese. 393 00:15:27,680 --> 00:15:29,760 I don't even know a single Chinese word. 394 00:15:29,760 --> 00:15:32,920 And so I'm not a great communicator for a Chinese 395 00:15:32,920 --> 00:15:33,440 audience. 396 00:15:33,440 --> 00:15:35,880 And I don't know their culture very well at all, either. 397 00:15:35,880 --> 00:15:38,960 So I don't have the capacity to teach or talk to them 398 00:15:38,960 --> 00:15:41,000 or influence them or inspire them. 399 00:15:41,000 --> 00:15:44,240 Now, the same is true in subtle ways 400 00:15:44,240 --> 00:15:45,920 throughout the English language, whether it's 401 00:15:45,920 --> 00:15:49,440 dialect and culture and region, or it's your ability 402 00:15:49,440 --> 00:15:51,560 to craft a written message. 403 00:15:51,560 --> 00:15:53,280 Some people are good at writing message. 404 00:15:53,280 --> 00:15:55,360 Some people are good at speaking messages. 405 00:15:55,360 --> 00:15:58,400 Some people are good at making messages funny. 406 00:15:58,400 --> 00:16:01,040 Some people can do a great job of making messages. 407 00:16:01,040 --> 00:16:04,280 Like everything you hear sound sad and terrible. 408 00:16:04,280 --> 00:16:06,720 And that's not a skill set I want. 409 00:16:06,720 --> 00:16:09,000 So on the specific qualities of your skills, 410 00:16:09,000 --> 00:16:10,040 what should you have? 411 00:16:10,040 --> 00:16:12,360 I highly recommend that you know how to sell, 412 00:16:12,360 --> 00:16:14,200 like that you learn how to sell. 413 00:16:14,200 --> 00:16:17,400 And you have to find a sales program that you align with. 414 00:16:17,400 --> 00:16:19,400 There's programs that will teach you 415 00:16:19,400 --> 00:16:22,320 to be a sales shark and eat people alive. 416 00:16:22,320 --> 00:16:25,240 There's sales programs that will teach you how to serve 417 00:16:25,240 --> 00:16:29,760 and how to improve your ability to inspire people 418 00:16:29,760 --> 00:16:33,080 to make their own decisions for themselves, not manipulate 419 00:16:33,080 --> 00:16:35,840 them or coerce them into buying something 420 00:16:35,840 --> 00:16:37,400 that they don't necessarily want, which 421 00:16:37,400 --> 00:16:39,200 leads to buyer's remorse, which also 422 00:16:39,200 --> 00:16:41,680 leads to no customer loyalty, which also 423 00:16:41,680 --> 00:16:43,880 leads to constant cancellations and charge backs. 424 00:16:43,880 --> 00:16:45,880 So the manipulation side of sales 425 00:16:45,880 --> 00:16:47,840 is not what I'm looking at. 426 00:16:47,840 --> 00:16:50,080 There was a great program called the Sales Mentor. 427 00:16:50,080 --> 00:16:51,480 I really do like it. 428 00:16:51,480 --> 00:16:54,400 They had a little bit of a mix of both sides. 429 00:16:54,400 --> 00:16:56,720 But in essence, they strived really hard 430 00:16:56,720 --> 00:16:59,160 to stay focused on the service side. 431 00:16:59,160 --> 00:17:01,280 Another good example of that is Eli Wilde. 432 00:17:01,280 --> 00:17:03,320 Another good example of that is Jeremy Miner. 433 00:17:03,320 --> 00:17:05,840 I prefer his program over the others from what I've seen. 434 00:17:05,840 --> 00:17:09,440 But going back to the basics, Sandler's Sales System 435 00:17:09,440 --> 00:17:10,480 has a phenomenal book. 436 00:17:10,480 --> 00:17:12,440 And I believe the book is one of the more powerful assets 437 00:17:12,440 --> 00:17:13,000 in the market. 438 00:17:13,000 --> 00:17:16,080 And that's, you can't teach a kid to ride a bike at a seminar. 439 00:17:16,080 --> 00:17:18,040 It's a phenomenal book with a great strong base. 440 00:17:18,040 --> 00:17:20,440 Now, we also, at First Class Business, 441 00:17:20,440 --> 00:17:22,080 we have sales systems. 442 00:17:22,080 --> 00:17:26,040 Based on each one of those entities that I talked about, 443 00:17:26,040 --> 00:17:27,800 we've taken the best of each one. 444 00:17:27,800 --> 00:17:30,760 And we put them in place to help our clients understand 445 00:17:30,760 --> 00:17:34,360 how to tie their own personality and their own careful 446 00:17:34,360 --> 00:17:36,720 consideration and purpose-driven mission 447 00:17:36,720 --> 00:17:39,800 to the ability to inspire and influence people to move forward. 448 00:17:39,800 --> 00:17:41,400 And that's a very powerful combination. 449 00:17:41,400 --> 00:17:44,080 So don't hesitate to ask us about that. 450 00:17:44,080 --> 00:17:46,040 Other skills and qualities. 451 00:17:46,040 --> 00:17:49,760 The ability to show up consistently, reliably, 452 00:17:49,760 --> 00:17:52,640 the ability to be patient, and the ability to be persistent, 453 00:17:52,640 --> 00:17:55,120 both can exist, patience and persistence. 454 00:17:55,120 --> 00:17:56,160 I highly recommend it. 455 00:17:56,160 --> 00:18:00,040 So how about knowing how to ask great questions? 456 00:18:00,040 --> 00:18:01,480 That's a fantastic one, Jaime. 457 00:18:01,480 --> 00:18:04,120 It's very, very part of our system. 458 00:18:04,120 --> 00:18:06,600 We are constantly asking questions 459 00:18:06,600 --> 00:18:11,120 to a point where some people will move away from us upset 460 00:18:11,120 --> 00:18:13,640 because of the depth of questions that we ask. 461 00:18:13,640 --> 00:18:15,400 And that's totally fine. 462 00:18:15,400 --> 00:18:17,360 My job is not to push people away. 463 00:18:17,360 --> 00:18:18,760 I believe in people. 464 00:18:18,760 --> 00:18:20,000 And I want to give people the space 465 00:18:20,000 --> 00:18:21,400 to make their own decisions. 466 00:18:21,400 --> 00:18:23,800 And if they want to work with us or not, 467 00:18:23,800 --> 00:18:25,760 they have to answer the questions that 468 00:18:25,760 --> 00:18:27,760 make sense for us to be able to support their mission. 469 00:18:27,760 --> 00:18:29,600 They have to be willing to be vulnerable with us 470 00:18:29,600 --> 00:18:30,520 about where they're at. 471 00:18:30,520 --> 00:18:34,560 So specific qualities or skills. 472 00:18:34,560 --> 00:18:36,480 Another specific quality or skill, again, 473 00:18:36,480 --> 00:18:38,200 goes back to that writing one. 474 00:18:38,200 --> 00:18:42,080 Having a good copywriter that also has an editor, 475 00:18:42,080 --> 00:18:43,760 that also has a publisher. 476 00:18:43,760 --> 00:18:45,920 I know there's a lot of copywriters in the market 477 00:18:45,920 --> 00:18:47,920 who claim they can do everything by themselves. 478 00:18:47,920 --> 00:18:50,320 That's not how copywriting works. 479 00:18:50,320 --> 00:18:53,400 Copywriting and content creation is a department. 480 00:18:53,400 --> 00:18:54,720 It's not an individual. 481 00:18:54,720 --> 00:18:56,040 The same is true of marketers. 482 00:18:56,040 --> 00:18:59,800 Marketing is not a marketing guy, a marketing gal. 483 00:18:59,800 --> 00:19:01,720 It's a marketing department. 484 00:19:01,720 --> 00:19:04,960 And if you look at it, if you hear somebody try to ISO you in 485 00:19:04,960 --> 00:19:07,320 and say, oh, I can do all this alone, 486 00:19:07,320 --> 00:19:09,160 you're not going to get the quality that you need. 487 00:19:09,160 --> 00:19:12,560 You need a system of audits in order to protect your brand 488 00:19:12,560 --> 00:19:15,440 and make sure that your message comes through authentically 489 00:19:15,440 --> 00:19:16,520 and clear. 490 00:19:16,520 --> 00:19:18,920 Because sometimes we have a clear vision, 491 00:19:18,920 --> 00:19:21,240 or we're just not very good at articulating it in a way 492 00:19:21,240 --> 00:19:23,360 where other people can see that vision. 493 00:19:23,360 --> 00:19:25,560 And that is definitely a problem for a business owner. 494 00:19:25,560 --> 00:19:29,160 So you do want to have the copywriting skills 495 00:19:29,160 --> 00:19:32,160 or somebody on your team to fulfill 496 00:19:32,160 --> 00:19:36,120 that portion of your lead generation strategy. 497 00:19:36,120 --> 00:19:39,840 That leads us to another quality skill, delegation. 498 00:19:39,840 --> 00:19:42,680 The ability to delegate, the ability to let go and not 499 00:19:42,680 --> 00:19:43,200 control. 500 00:19:43,200 --> 00:19:46,440 And if it's not your wheelhouse, if it's not your expertise, 501 00:19:46,440 --> 00:19:49,080 then I highly recommend don't hire somebody 502 00:19:49,080 --> 00:19:53,200 cheap who's not qualified to run that side of your department 503 00:19:53,200 --> 00:19:54,480 or your strategy. 504 00:19:54,480 --> 00:19:58,680 You need to consider the art of hiring somebody 505 00:19:58,680 --> 00:20:01,640 who's qualified to walk you through that process 506 00:20:01,640 --> 00:20:04,720 and to help you understand it and relinquish 507 00:20:04,720 --> 00:20:06,280 your desire to control. 508 00:20:06,280 --> 00:20:07,640 I had to do that too. 509 00:20:07,640 --> 00:20:11,160 I learned this concept when I first hired my first designers, 510 00:20:11,160 --> 00:20:13,880 not just my lead generation team members, but my designers. 511 00:20:13,880 --> 00:20:15,720 I fired three designers back to back. 512 00:20:15,720 --> 00:20:20,120 And it was on the third one where I realized, like, man, 513 00:20:20,120 --> 00:20:21,560 is it them or is it me? 514 00:20:21,560 --> 00:20:22,920 And I realized it was me. 515 00:20:22,920 --> 00:20:24,400 And I needed to communicate better. 516 00:20:24,400 --> 00:20:27,120 And improve my ability to recognize their skillset 517 00:20:27,120 --> 00:20:30,240 and understand how to speak to them more clearly as a leader 518 00:20:30,240 --> 00:20:32,880 and how to honor them as a human being and individual too. 519 00:20:32,880 --> 00:20:34,040 It's a very powerful lesson. 520 00:20:34,040 --> 00:20:35,440 We're going to skip it for now. 521 00:20:35,440 --> 00:20:38,120 You can ask me about that anytime you want to, by the way. 522 00:20:38,120 --> 00:20:40,840 But in relation to lead generation, the same is true. 523 00:20:40,840 --> 00:20:42,560 You need to know who to delegate to. 524 00:20:42,560 --> 00:20:45,000 You need to know what reports you should be asking for. 525 00:20:45,000 --> 00:20:48,840 You need to know what effect the messaging will have, 526 00:20:48,840 --> 00:20:52,560 good and bad, on your reputation in the marketplace. 527 00:20:52,560 --> 00:20:57,200 So secrets are strategies for top-notch lead generation. 528 00:20:57,200 --> 00:21:00,000 One of the greatest secrets that is probably uncomfortable 529 00:21:00,000 --> 00:21:03,840 to learn is you are more valuable than the tool itself. 530 00:21:03,840 --> 00:21:09,000 And you are really the reason why it fails or why it succeeds. 531 00:21:09,000 --> 00:21:11,960 I would not just buy in to somebody's program 532 00:21:11,960 --> 00:21:15,760 and then blindly follow their advice 533 00:21:15,760 --> 00:21:17,200 for how you do lead generation. 534 00:21:17,200 --> 00:21:21,400 You do need to verify that with a couple of references. 535 00:21:21,400 --> 00:21:26,440 Two, the power of an audio clip. 536 00:21:26,440 --> 00:21:29,000 When you're meeting somebody through LinkedIn 537 00:21:29,000 --> 00:21:30,680 or you're meeting somebody through Facebook, 538 00:21:30,680 --> 00:21:32,880 there's a little button with a microphone. 539 00:21:32,880 --> 00:21:36,480 And if you click that and you say, hey, my name is Jackson, 540 00:21:36,480 --> 00:21:39,640 and then you go into your message, perhaps you've, 541 00:21:39,640 --> 00:21:42,240 don't do these things as a tactic, by the way. 542 00:21:42,240 --> 00:21:44,000 If you do this as a tactic, you're going to burn, 543 00:21:44,000 --> 00:21:45,920 you're going to hurt people, and you're going to hurt yourself. 544 00:21:45,920 --> 00:21:47,840 And that's not going to help you lead generation. 545 00:21:47,840 --> 00:21:51,120 But typically, when I have somebody who connects with me, 546 00:21:51,120 --> 00:21:54,240 and I see that they have, I assess, what is the quality? 547 00:21:54,240 --> 00:21:57,320 Are they a business owner or an executive? 548 00:21:57,320 --> 00:21:59,480 Do they have a nice profile picture 549 00:21:59,480 --> 00:22:01,160 where they represent themselves and actually care 550 00:22:01,160 --> 00:22:02,400 about their image? 551 00:22:02,400 --> 00:22:05,400 Do they have a header image that represents their brand 552 00:22:05,400 --> 00:22:09,080 well, if they've been seen on different news channels, 553 00:22:09,080 --> 00:22:09,920 for instance? 554 00:22:09,920 --> 00:22:13,120 Is their messaging centered around serving others? 555 00:22:13,120 --> 00:22:14,440 Do they have a track record? 556 00:22:14,440 --> 00:22:16,040 Do they have recommendations? 557 00:22:16,040 --> 00:22:18,360 There's a lot of things I could potentially look at. 558 00:22:18,360 --> 00:22:22,040 I scan for the authenticity, and this 559 00:22:22,040 --> 00:22:24,920 is through years of practicing the art of pre-qualifying 560 00:22:24,920 --> 00:22:25,800 individuals. 561 00:22:25,800 --> 00:22:29,080 I find the point of common interest, typically. 562 00:22:29,080 --> 00:22:31,320 And then I know that all of those, this person wouldn't 563 00:22:31,320 --> 00:22:33,880 have a quality image if they didn't care about themselves. 564 00:22:33,880 --> 00:22:36,240 They wouldn't be talking about helping the world 565 00:22:36,240 --> 00:22:39,640 if they were focused on selling the world. 566 00:22:39,640 --> 00:22:42,320 And so I can now easily craft a message and say, 567 00:22:42,320 --> 00:22:43,360 hey, my name is Jackson. 568 00:22:43,360 --> 00:22:45,000 It's great to meet you, Lisa. 569 00:22:45,000 --> 00:22:46,800 And I'd love to have a Zoom call with you. 570 00:22:46,800 --> 00:22:49,040 It looks like we have an amazing alignment 571 00:22:49,040 --> 00:22:51,520 on what our purpose in life is. 572 00:22:51,520 --> 00:22:53,960 If you can spare 15 minutes, we can do that. 573 00:22:53,960 --> 00:22:56,200 Also, I'd love to consider hosting you on my show, Vision 574 00:22:56,200 --> 00:22:57,240 Pro's Live. 575 00:22:57,240 --> 00:23:01,080 I have that asset I can invite people to and say, hey, 576 00:23:01,080 --> 00:23:03,040 come join me on this show. 577 00:23:03,040 --> 00:23:05,480 That's a fantastic value point that I 578 00:23:05,480 --> 00:23:08,400 get to give away because I have this podcast and this live 579 00:23:08,400 --> 00:23:09,240 stream. 580 00:23:09,240 --> 00:23:10,960 You can create the same. 581 00:23:10,960 --> 00:23:12,520 It does not have to be fancy. 582 00:23:12,520 --> 00:23:16,080 I did not start with these banners and these logos 583 00:23:16,080 --> 00:23:18,840 and these questions or topics. 584 00:23:18,840 --> 00:23:20,400 I didn't start with the music. 585 00:23:20,400 --> 00:23:24,240 I started raw and real and genuine authentic with what I had. 586 00:23:24,240 --> 00:23:27,200 And I got going and built momentum in order 587 00:23:27,200 --> 00:23:29,960 to inspire others to do the same because you don't 588 00:23:29,960 --> 00:23:31,720 have to have all the fancy to win. 589 00:23:31,720 --> 00:23:33,280 You just have to care. 590 00:23:33,280 --> 00:23:34,560 And I should say just. 591 00:23:34,560 --> 00:23:35,640 You have to care. 592 00:23:35,640 --> 00:23:36,760 You have to work hard. 593 00:23:36,760 --> 00:23:38,280 You have to do the right work. 594 00:23:38,280 --> 00:23:39,720 And you have to work smart too. 595 00:23:39,720 --> 00:23:41,880 All of those things, in my opinion, 596 00:23:41,880 --> 00:23:43,960 matter when you're scaling to the degree 597 00:23:43,960 --> 00:23:46,440 that I want to scale my businesses to. 598 00:23:46,440 --> 00:23:48,720 So those are some of the secrets. 599 00:23:48,720 --> 00:23:51,640 Now talking about some of the strategies, 600 00:23:51,640 --> 00:23:53,800 it really depends. 601 00:23:53,800 --> 00:23:55,880 Let's pull up the trade show chart. 602 00:23:55,880 --> 00:24:00,720 I may because it showcases the context of when 603 00:24:00,720 --> 00:24:02,320 are you contacting people? 604 00:24:02,320 --> 00:24:04,280 Why are you contacting them? 605 00:24:04,280 --> 00:24:05,880 And with what purpose? 606 00:24:05,880 --> 00:24:08,240 What state of mind or presence are they in? 607 00:24:08,240 --> 00:24:11,200 So this is something I designed a long time ago. 608 00:24:11,200 --> 00:24:14,280 It applies today if you are going to a trade show 609 00:24:14,280 --> 00:24:17,720 or you want to, if you want to maximize your trade show, 610 00:24:17,720 --> 00:24:20,480 I've never seen anybody know how to build trade shows the way 611 00:24:20,480 --> 00:24:22,400 that I and my team know how to build them. 612 00:24:22,400 --> 00:24:24,320 I highly recommend working with us on it. 613 00:24:24,320 --> 00:24:26,920 This is what's called our trade show funnel. 614 00:24:26,920 --> 00:24:30,280 And it's all about the process of lead generation. 615 00:24:30,280 --> 00:24:32,800 So can we zoom in on that? 616 00:24:32,800 --> 00:24:33,640 Yeah, and let's go. 617 00:24:33,640 --> 00:24:36,000 So it says at the trade show, it says pre-show 618 00:24:36,000 --> 00:24:38,760 on the left hand side at the trade show. 619 00:24:38,760 --> 00:24:40,920 And then it says post-show or after the show 620 00:24:40,920 --> 00:24:42,400 on the right hand side. 621 00:24:42,400 --> 00:24:44,440 So why does that matter? 622 00:24:44,440 --> 00:24:47,440 Well, when you're lead generating 623 00:24:47,440 --> 00:24:49,640 and you're reaching out to prospects, 624 00:24:49,640 --> 00:24:53,520 you want to meet the prospect where they are 625 00:24:53,520 --> 00:24:55,320 in the middle of what they're thinking about. 626 00:24:55,320 --> 00:24:57,640 So for instance, you all know this. 627 00:24:57,640 --> 00:24:59,560 My post-show follow-up like, hey, 628 00:24:59,560 --> 00:25:01,120 it was great to meet you at the show, 629 00:25:01,120 --> 00:25:06,360 would not be applicable for a pre-show message. 630 00:25:06,360 --> 00:25:07,720 They haven't made it to the show yet. 631 00:25:07,720 --> 00:25:09,000 The show hasn't even happened yet. 632 00:25:09,000 --> 00:25:10,240 It would be awkward. 633 00:25:10,240 --> 00:25:14,640 Well, most of the plans that I see, they're so basic. 634 00:25:14,640 --> 00:25:19,040 They're so one dimensional. 635 00:25:19,040 --> 00:25:20,240 And then they get fired off. 636 00:25:20,240 --> 00:25:21,680 Like, I hate this. 637 00:25:21,680 --> 00:25:22,800 I do hate this message. 638 00:25:22,800 --> 00:25:23,800 This message comes out. 639 00:25:23,800 --> 00:25:25,120 If you've had this message on LinkedIn, 640 00:25:25,120 --> 00:25:28,080 say I in the comments or say, oh my gosh, I hate it too. 641 00:25:28,080 --> 00:25:29,240 There's a message that goes out. 642 00:25:29,240 --> 00:25:30,960 It's been going out for like 10 years now. 643 00:25:30,960 --> 00:25:33,200 And it says, hey, it looks like we 644 00:25:33,200 --> 00:25:35,840 have some mutual connections. 645 00:25:35,840 --> 00:25:38,080 We should catch up sometime. 646 00:25:38,080 --> 00:25:40,720 Like, everybody, not everybody, I'll 647 00:25:40,720 --> 00:25:42,080 say those people wouldn't be doing it. 648 00:25:42,080 --> 00:25:44,280 But most people know that that's automated. 649 00:25:44,280 --> 00:25:46,160 And it's just cringe-worthy too. 650 00:25:46,160 --> 00:25:47,320 It's like, dude, really? 651 00:25:47,320 --> 00:25:51,120 You're going to contact me about the potential mutual 652 00:25:51,120 --> 00:25:53,800 connections we have and try to sneak in the door. 653 00:25:53,800 --> 00:25:56,280 They're like, where's the value in that? 654 00:25:56,280 --> 00:25:58,520 Why don't you try to be valuable instead? 655 00:25:58,520 --> 00:26:02,880 Reach me as a human being and just say, hi, how are you? 656 00:26:02,880 --> 00:26:04,480 And let your profile talk for you. 657 00:26:04,480 --> 00:26:08,320 If you're really that valuable, you say, hi, how are you? 658 00:26:08,320 --> 00:26:10,120 Yeah, it might be a little bit skeptical. 659 00:26:10,120 --> 00:26:11,840 But when you come across nice people, 660 00:26:11,840 --> 00:26:15,080 like, I consider myself a pretty nice guy in those scenarios, 661 00:26:15,080 --> 00:26:16,760 I'm going to say hi. 662 00:26:16,760 --> 00:26:18,520 Because you're being a genuine person. 663 00:26:18,520 --> 00:26:21,120 Like, you're not trying to do something weird. 664 00:26:21,120 --> 00:26:24,600 So the context of what the strategy should 665 00:26:24,600 --> 00:26:27,200 be based on the context and the frame of mind 666 00:26:27,200 --> 00:26:28,920 and the situation that your prospects end. 667 00:26:28,920 --> 00:26:30,280 So back to the chart. 668 00:26:30,280 --> 00:26:31,520 Let's zoom in a little bit further, 669 00:26:31,520 --> 00:26:33,360 how many over on the pre-show. 670 00:26:33,360 --> 00:26:35,760 And you'll notice that there's three different icons 671 00:26:35,760 --> 00:26:37,000 on the left-hand side. 672 00:26:37,000 --> 00:26:40,480 There's the AdWords, Facebook, email. 673 00:26:40,480 --> 00:26:41,800 These are just examples. 674 00:26:41,800 --> 00:26:44,080 You've got YouTube, TikTok, Instagram, 675 00:26:44,080 --> 00:26:46,680 all sorts of channels where the communication has 676 00:26:46,680 --> 00:26:49,280 to be adjusted in order to be effective on those channels. 677 00:26:49,280 --> 00:26:52,640 But if it's before an event or a trade show, 678 00:26:52,640 --> 00:26:56,400 then it's very important for you to consider inviting 679 00:26:56,400 --> 00:26:59,600 those people to catch up with you at the show 680 00:26:59,600 --> 00:27:02,120 or at the event and let them know, like, hey, 681 00:27:02,120 --> 00:27:04,960 now I see we're interested in the same event. 682 00:27:04,960 --> 00:27:07,280 And if you're using Facebook ads, for instance, 683 00:27:07,280 --> 00:27:10,560 you can actually target the event and create an ad, 684 00:27:10,560 --> 00:27:12,440 letting people know that you want to introduce yourself 685 00:27:12,440 --> 00:27:12,760 to them. 686 00:27:12,760 --> 00:27:15,520 Or you can use something like Flow Chat, which I love. 687 00:27:15,520 --> 00:27:19,080 And you can actually go to the events Facebook group. 688 00:27:19,080 --> 00:27:23,160 You can import all of the people who are in that group 689 00:27:23,160 --> 00:27:26,280 into Flow Chat and then drag and drop people to the next stage 690 00:27:26,280 --> 00:27:28,840 where it automatically copies whatever messaging you've 691 00:27:28,840 --> 00:27:31,880 decided to choose to inspire people to connect with you. 692 00:27:31,880 --> 00:27:33,440 And that's what we're doing for the Kajabi event. 693 00:27:33,440 --> 00:27:36,360 I want to be connected to as many people as possible. 694 00:27:36,360 --> 00:27:39,520 We're going to the Kajabi event prior to arriving. 695 00:27:39,520 --> 00:27:40,520 Why? 696 00:27:40,520 --> 00:27:42,720 Because I want to have fun at that event. 697 00:27:42,720 --> 00:27:44,560 I want to create synergy. 698 00:27:44,560 --> 00:27:46,240 I want to invite people on my show. 699 00:27:46,240 --> 00:27:48,160 So I've got Jodi and I planning for tomorrow morning. 700 00:27:48,160 --> 00:27:49,160 She's over in the UK. 701 00:27:49,160 --> 00:27:49,960 She's coming out. 702 00:27:49,960 --> 00:27:52,800 She's one of the masterminds that goes to the event 703 00:27:52,800 --> 00:27:54,720 and just does some really cool stuff outside of it. 704 00:27:54,720 --> 00:27:57,960 She doesn't work for Kajabi, but she is one of their leaders 705 00:27:57,960 --> 00:27:58,920 within their community. 706 00:27:58,920 --> 00:28:00,680 And I'm super excited to plan with her. 707 00:28:00,680 --> 00:28:04,360 So I sent her an audio clip back to the manual process 708 00:28:04,360 --> 00:28:06,960 after we got connected in the, I just connected her 709 00:28:06,960 --> 00:28:10,160 with the group because I saw she was a leader. 710 00:28:10,160 --> 00:28:11,680 Praised her for something that she gave a value. 711 00:28:11,680 --> 00:28:13,800 It was like some code thing that was like super valuable. 712 00:28:13,800 --> 00:28:14,760 And I was like, it was awesome. 713 00:28:14,760 --> 00:28:16,240 I tagged a team member on it. 714 00:28:16,240 --> 00:28:19,480 And then I sent her a message and said, thanks. 715 00:28:19,480 --> 00:28:20,320 I'd love to catch up. 716 00:28:20,320 --> 00:28:22,480 I'm new to the Kajabi community. 717 00:28:22,480 --> 00:28:24,120 And she was super graceful about it. 718 00:28:24,120 --> 00:28:26,320 Then I sent her an audio clip and I said, hey, Jodi, 719 00:28:26,320 --> 00:28:28,760 if you're up to it, I'd love to have you. 720 00:28:28,760 --> 00:28:31,600 I'd love to go live with you on StreamYard or meet via Zoom 721 00:28:31,600 --> 00:28:34,480 and several other people before we get to the event 722 00:28:34,480 --> 00:28:37,640 and start building some friendships and exchange some ideas 723 00:28:37,640 --> 00:28:38,480 on how we can grow. 724 00:28:38,480 --> 00:28:40,560 And she's like, and she responds almost immediately. 725 00:28:40,560 --> 00:28:41,400 I love that. 726 00:28:41,400 --> 00:28:42,360 That'd be awesome. 727 00:28:42,360 --> 00:28:46,760 And we're now moving forward based on a mutual value 728 00:28:46,760 --> 00:28:50,440 and benefit that could very well lead us to start talking 729 00:28:50,440 --> 00:28:52,400 about how we could do business together. 730 00:28:52,400 --> 00:28:54,480 But that agenda, right? 731 00:28:54,480 --> 00:28:57,720 Of what I might want to, I guess what you might want to sell, 732 00:28:57,720 --> 00:28:59,560 do yourself a favor and shelve that. 733 00:28:59,560 --> 00:29:00,960 Show up to serve. 734 00:29:00,960 --> 00:29:03,520 Show up to do what is best for those that you're serving. 735 00:29:03,520 --> 00:29:06,440 And it's phenomenal how great people will reciprocate 736 00:29:06,440 --> 00:29:07,640 in your life when you do that. 737 00:29:07,640 --> 00:29:11,240 So moving over a little bit, let's pull that down just a tad 738 00:29:11,240 --> 00:29:12,480 where it says branding. 739 00:29:12,480 --> 00:29:14,040 There's a conversion campaign. 740 00:29:14,040 --> 00:29:15,480 I'm sorry, I pull it up. 741 00:29:15,480 --> 00:29:16,960 I said down. 742 00:29:16,960 --> 00:29:19,760 There's the branding campaign and the conversion campaign. 743 00:29:19,760 --> 00:29:23,080 So why do we do both of these and why do we recommend it? 744 00:29:23,080 --> 00:29:27,200 One is designed to go right for the sell 745 00:29:27,200 --> 00:29:29,080 and to push an offer. 746 00:29:29,080 --> 00:29:30,280 If you're going to do that, you're 747 00:29:30,280 --> 00:29:36,560 going to have higher amounts of people who pay faster, 748 00:29:36,560 --> 00:29:39,760 but more likely a risk of your reputation. 749 00:29:39,760 --> 00:29:42,160 And people who get disgruntled and want charge backs. 750 00:29:42,160 --> 00:29:46,600 You can build a masterpiece of a conversion funnel 751 00:29:46,600 --> 00:29:47,680 and convert fast. 752 00:29:47,680 --> 00:29:52,440 Tesla did it from stage with the Model S car. 753 00:29:52,440 --> 00:29:54,480 Jake Larson is really good at building these as well, 754 00:29:54,480 --> 00:29:55,840 video power marketing. 755 00:29:55,840 --> 00:29:57,960 So is Travis Chambers, who is formerly one of the chamber 756 00:29:57,960 --> 00:30:00,560 now is building some really cool hotel in the desert. 757 00:30:00,560 --> 00:30:04,440 They're very good at driving masterful conversion campaigns. 758 00:30:04,440 --> 00:30:08,480 The challenge with it is if you get one or two aspects wrong, 759 00:30:08,480 --> 00:30:11,920 you're going to damage your reputation in the market. 760 00:30:11,920 --> 00:30:15,720 And it's far more beneficial to build a branding campaign 761 00:30:15,720 --> 00:30:18,240 alongside it and keep your conversion campaign fairly 762 00:30:18,240 --> 00:30:20,720 soft initially and build some goodwill up. 763 00:30:20,720 --> 00:30:25,400 That polar bear with Coca-Cola, it 764 00:30:25,400 --> 00:30:28,600 has a profound effect on the market. 765 00:30:28,600 --> 00:30:30,160 I wish their product was healthier 766 00:30:30,160 --> 00:30:34,840 considering how much we all love that polar bear. 767 00:30:34,840 --> 00:30:38,080 But great marketing doesn't have to be done for bad products. 768 00:30:38,080 --> 00:30:40,680 Great marketing should also apply to the great products 769 00:30:40,680 --> 00:30:41,480 that exist too. 770 00:30:41,480 --> 00:30:46,000 So your pre-show message, rather, 771 00:30:46,000 --> 00:30:48,840 is going to look very different and have different copy 772 00:30:48,840 --> 00:30:49,600 than at the trade show. 773 00:30:49,600 --> 00:30:50,960 Let's move to the next section. 774 00:30:50,960 --> 00:30:52,840 At the trade show, you have different types 775 00:30:52,840 --> 00:30:54,880 of lead generation methods as well. 776 00:30:54,880 --> 00:30:56,640 For instance, so let's move that over 777 00:30:56,640 --> 00:30:58,920 hi-made to the middle where it says 778 00:30:58,920 --> 00:31:02,760 at the booth interaction, raffle contest program, 779 00:31:02,760 --> 00:31:07,080 and then it says speaking engagement, dinner, or performance. 780 00:31:07,080 --> 00:31:09,400 So at the booth interaction, when you're meeting somebody, 781 00:31:09,400 --> 00:31:11,600 you're going to shake their hands, hopefully, 782 00:31:11,600 --> 00:31:13,200 and you're going to give them a business card, 783 00:31:13,200 --> 00:31:14,960 or they're going to give you a business card. 784 00:31:14,960 --> 00:31:17,200 You need to know how to introduce yourself. 785 00:31:17,200 --> 00:31:19,240 When I was in the restaurant industry 786 00:31:19,240 --> 00:31:21,720 and we were working with restaurants, 787 00:31:21,720 --> 00:31:25,880 our first day at the National Restaurant Association Show, 788 00:31:25,880 --> 00:31:29,680 we didn't know how to pre-qualify all of the 60,000 people 789 00:31:29,680 --> 00:31:32,200 who were walking through 9 and 1 half miles of trade show booths. 790 00:31:32,200 --> 00:31:34,240 It took us a couple of hours to get our group. 791 00:31:34,240 --> 00:31:36,600 We finally settled in on the best question 792 00:31:36,600 --> 00:31:39,360 that got people roped in or quickly moved people away, 793 00:31:39,360 --> 00:31:42,480 and that was, do you have a full service restaurant? 794 00:31:42,480 --> 00:31:43,840 And when we asked that question, do you 795 00:31:43,840 --> 00:31:44,920 have a full service restaurant? 796 00:31:44,920 --> 00:31:46,600 Anybody who didn't didn't know what we were talking about. 797 00:31:46,600 --> 00:31:49,000 We were able to say, OK, have a fantastic show in day. 798 00:31:49,000 --> 00:31:51,520 If they did have a full service restaurant, 799 00:31:51,520 --> 00:31:52,840 they would stop and say, yes, I do. 800 00:31:52,840 --> 00:31:54,360 They were kind of cut off guard by it. 801 00:31:54,360 --> 00:31:56,440 And it was intriguing. 802 00:31:56,440 --> 00:31:59,240 And then we had to inspire them. 803 00:31:59,240 --> 00:32:01,200 We had to attract them, rather, in order 804 00:32:01,200 --> 00:32:02,920 to look at what we were doing in the booth. 805 00:32:02,920 --> 00:32:04,600 And then we were able to inspire them 806 00:32:04,600 --> 00:32:08,480 by hearing them out, showcasing our people skills 807 00:32:08,480 --> 00:32:10,600 to be able to talk to them, and move them forward 808 00:32:10,600 --> 00:32:13,560 towards wanting to receive a text message or an email 809 00:32:13,560 --> 00:32:16,160 or book an appointment with us to evaluate our software, which 810 00:32:16,160 --> 00:32:19,320 will lead to a phone call or Zoom call, 811 00:32:19,320 --> 00:32:22,040 meeting in person, whatever it is you want to do with that. 812 00:32:22,040 --> 00:32:25,520 The Raffle Contest Program, same thing, Lead Generation. 813 00:32:25,520 --> 00:32:28,840 But Lead Generation based on a giveaway, which 814 00:32:28,840 --> 00:32:31,440 is a completely different style of messaging than. 815 00:32:31,440 --> 00:32:33,240 And you can do this through Facebook, you can do this 816 00:32:33,240 --> 00:32:35,640 through Buzz, you can do this through all sorts of means. 817 00:32:35,640 --> 00:32:38,160 But the key is, when you're at the stage 818 00:32:38,160 --> 00:32:40,560 where you're an unknown entity, people 819 00:32:40,560 --> 00:32:43,120 are going to have a fear of stranger danger. 820 00:32:43,120 --> 00:32:44,400 They're not going to know you. 821 00:32:44,400 --> 00:32:45,440 They're not going to trust you. 822 00:32:45,440 --> 00:32:46,560 They're not going to like you. 823 00:32:46,560 --> 00:32:48,520 It is their duty and responsibility 824 00:32:48,520 --> 00:32:51,840 as a survival instinct to say no. 825 00:32:51,840 --> 00:32:55,240 And you want to encourage that, not long term, 826 00:32:55,240 --> 00:32:57,080 but you want to encourage that to let them know 827 00:32:57,080 --> 00:32:59,800 you're also a human being who understands 828 00:32:59,800 --> 00:33:03,040 that engaging with a stranger is a unique experience. 829 00:33:03,040 --> 00:33:07,200 And if they're not exposed to all the authority that you have 830 00:33:07,200 --> 00:33:09,720 or the credibility that you have or the systems of value 831 00:33:09,720 --> 00:33:12,960 that you offer, then we should be in a position 832 00:33:12,960 --> 00:33:15,880 to where we honor that fear. 833 00:33:15,880 --> 00:33:17,600 Because it's justified. 834 00:33:17,600 --> 00:33:18,080 They're worried. 835 00:33:18,080 --> 00:33:20,080 Are you the type of person who's going to save them 836 00:33:20,080 --> 00:33:21,720 from the ledge they're on? 837 00:33:21,720 --> 00:33:24,320 Or are you the type of person who's going to push them off 838 00:33:24,320 --> 00:33:26,200 and doesn't understand the consequence of how 839 00:33:26,200 --> 00:33:27,840 it can impact their life? 840 00:33:27,840 --> 00:33:31,040 That's something that's very important to be aware of. 841 00:33:31,040 --> 00:33:33,840 Speaking engagement, dinner or performance. 842 00:33:33,840 --> 00:33:37,240 So one of the things that I recommend doing at engagements 843 00:33:37,240 --> 00:33:39,720 is offering the host a VIP dinner. 844 00:33:39,720 --> 00:33:42,520 Finding the leader as high up as you can get and say, 845 00:33:42,520 --> 00:33:45,480 hey, I'd love to host a VIP dinner for some of your special 846 00:33:45,480 --> 00:33:47,920 people if that's not already on the docket. 847 00:33:47,920 --> 00:33:50,880 It's amazing how many events don't have something 848 00:33:50,880 --> 00:33:52,160 like that prepared or planned. 849 00:33:52,160 --> 00:33:53,640 And like, well, you know what? 850 00:33:53,640 --> 00:33:55,520 We can't do a dinner, but we're excited about it. 851 00:33:55,520 --> 00:33:57,200 How about we do a lunch? 852 00:33:57,200 --> 00:33:58,040 Like, let's do that. 853 00:33:58,040 --> 00:33:59,400 Or do you want to do a raffle off? 854 00:33:59,400 --> 00:34:01,600 Next thing you know, your name is being presented. 855 00:34:01,600 --> 00:34:05,560 You're becoming a friend of the system, not an outsider. 856 00:34:05,560 --> 00:34:08,600 So awesome opportunity to upgrade your strategy. 857 00:34:08,600 --> 00:34:11,440 Let's move on to the post show follow up. 858 00:34:11,440 --> 00:34:14,000 This is where I see most businesses struggle 859 00:34:14,000 --> 00:34:17,200 is at the show, they have very weak engagement. 860 00:34:17,200 --> 00:34:20,240 And then after the show, Jaime, if you can move over 861 00:34:20,240 --> 00:34:22,720 to the right side, then we can look at that. 862 00:34:22,720 --> 00:34:25,400 So the branding campaigns and conversion campaigns 863 00:34:25,400 --> 00:34:26,360 still exist. 864 00:34:26,360 --> 00:34:28,120 And it's very important to engage with people 865 00:34:28,120 --> 00:34:28,760 after the show. 866 00:34:28,760 --> 00:34:31,120 You have a window there where you can say, hey, 867 00:34:31,120 --> 00:34:33,200 it was great to meet you at the show, or hey, 868 00:34:33,200 --> 00:34:34,680 I really wanted to meet your booth, 869 00:34:34,680 --> 00:34:38,080 and we didn't get the chance to go by and say hi. 870 00:34:38,080 --> 00:34:40,840 Can we form some type of collaboration? 871 00:34:40,840 --> 00:34:43,240 Usually that's one of the safest approaches, 872 00:34:43,240 --> 00:34:45,480 is jump in with a collaboration and come 873 00:34:45,480 --> 00:34:48,600 into the call with a collaboration attitude of respect 874 00:34:48,600 --> 00:34:49,880 for what they do. 875 00:34:49,880 --> 00:34:51,280 Hear them out fully. 876 00:34:51,280 --> 00:34:52,720 See where they take you with that. 877 00:34:52,720 --> 00:34:55,760 In the worst case scenario, if you hear them out fully and see, 878 00:34:55,760 --> 00:34:57,760 one of two things going to happen. 879 00:34:57,760 --> 00:35:01,400 They're either going to bow out and not sell you, 880 00:35:01,400 --> 00:35:02,840 because you ask great questions and they 881 00:35:02,840 --> 00:35:05,200 realize they're not in a great position to sell to you. 882 00:35:05,200 --> 00:35:07,280 Or they're going to provide a solution to you 883 00:35:07,280 --> 00:35:08,480 that, based on your question, should 884 00:35:08,480 --> 00:35:10,680 have led to you evaluating whether that solution makes 885 00:35:10,680 --> 00:35:11,800 sense or not. 886 00:35:11,800 --> 00:35:14,040 And if it doesn't make sense, or you don't have certainty 887 00:35:14,040 --> 00:35:16,120 about it, then say, I need more information. 888 00:35:16,120 --> 00:35:18,480 Or say, this is not the time for us. 889 00:35:18,480 --> 00:35:21,080 But if it doesn't make sense, just tell them no. 890 00:35:21,080 --> 00:35:23,200 Like, hey, no, this is not a good solution for us. 891 00:35:23,200 --> 00:35:25,160 We do have a great provider that we're committed to. 892 00:35:25,160 --> 00:35:27,480 But we would love to maintain the friendship, respect, 893 00:35:27,480 --> 00:35:28,040 and relationship. 894 00:35:28,040 --> 00:35:30,240 Maybe there will be an opening down the road. 895 00:35:30,240 --> 00:35:31,400 You can do that. 896 00:35:31,400 --> 00:35:33,640 You can say no to people, and they won't get offended 897 00:35:33,640 --> 00:35:35,560 if you are willing to be clear with them. 898 00:35:35,560 --> 00:35:39,840 On the flip side, they very well could, like I said, 899 00:35:39,840 --> 00:35:41,320 want to buy from them. 900 00:35:41,320 --> 00:35:42,600 I have bought from plenty of people 901 00:35:42,600 --> 00:35:46,560 who came into my meeting, and they had a value. 902 00:35:46,560 --> 00:35:49,480 And I was like, you know what, Carolyn? 903 00:35:49,480 --> 00:35:50,760 Your book's amazing. 904 00:35:50,760 --> 00:35:51,560 And I looked it up. 905 00:35:51,560 --> 00:35:54,400 While I was talking to her, I saw the quality of it. 906 00:35:54,400 --> 00:35:55,880 I saw the reviews. 907 00:35:55,880 --> 00:35:56,720 I saw the message. 908 00:35:56,720 --> 00:35:58,840 And I was like, that is absolutely a product 909 00:35:58,840 --> 00:35:59,600 I can support. 910 00:35:59,600 --> 00:36:01,400 And so while I'm on the call with her, 911 00:36:01,400 --> 00:36:02,720 I literally purchased her book. 912 00:36:02,720 --> 00:36:04,600 I went ahead and showed her that I purchased her book. 913 00:36:04,600 --> 00:36:06,000 And she's like, wow, Jackson, look, 914 00:36:06,000 --> 00:36:08,400 that's the first time that's ever happened live on a call. 915 00:36:08,400 --> 00:36:10,000 I've never seen me do that before. 916 00:36:10,000 --> 00:36:13,160 And as you guys know, I do things a little differently 917 00:36:13,160 --> 00:36:14,280 than others. 918 00:36:14,280 --> 00:36:17,400 And that's just part of what I enjoy about life. 919 00:36:17,400 --> 00:36:21,920 So what are some powerful tools for lead generation? 920 00:36:21,920 --> 00:36:24,120 Again, the audio clip messages. 921 00:36:24,120 --> 00:36:26,120 You can go through so fast. 922 00:36:26,120 --> 00:36:28,600 Look at profiles and send an audio clip. 923 00:36:28,600 --> 00:36:31,320 In May of last year, I believe it was, 924 00:36:31,320 --> 00:36:34,440 I had a series of people who were all connected to me 925 00:36:34,440 --> 00:36:35,880 through our automation system. 926 00:36:35,880 --> 00:36:37,800 And I believe we were using NewLink at the time 927 00:36:37,800 --> 00:36:39,080 through our automation system. 928 00:36:39,080 --> 00:36:40,240 And there was all these people. 929 00:36:40,240 --> 00:36:41,640 Some of them had positive responses 930 00:36:41,640 --> 00:36:43,800 and some have negative responses, right? 931 00:36:43,800 --> 00:36:46,840 And I went in and I'm pretty good at turning people around 932 00:36:46,840 --> 00:36:48,720 to have their condescending approaches 933 00:36:48,720 --> 00:36:52,120 and help them expand their mindset and realize like, 934 00:36:52,120 --> 00:36:54,480 oh, wow, okay, this guy is a legitimate person, 935 00:36:54,480 --> 00:36:55,960 especially when I use audio. 936 00:36:55,960 --> 00:36:57,960 Because people can hear the sincerity, 937 00:36:57,960 --> 00:37:00,480 the energy, the cadence, the tone of my voice. 938 00:37:00,480 --> 00:37:02,120 And it has a much stronger impact 939 00:37:02,120 --> 00:37:04,000 than if I were just trying to hide behind, 940 00:37:04,000 --> 00:37:05,480 you know, a text message conversation. 941 00:37:05,480 --> 00:37:09,000 So I went through May of last year 942 00:37:09,000 --> 00:37:12,320 and I spent 90 minutes on a Friday night 943 00:37:12,320 --> 00:37:14,680 going through and quickly sending these audio clips. 944 00:37:14,680 --> 00:37:17,200 And that night, that 90 minutes turned into 945 00:37:17,200 --> 00:37:20,600 32 appointments booked in 90 minutes. 946 00:37:20,600 --> 00:37:21,520 Why? 947 00:37:21,520 --> 00:37:23,280 Because I know my cell systems. 948 00:37:23,280 --> 00:37:24,800 I know how to influence people. 949 00:37:24,800 --> 00:37:26,880 I know how to inspire people to jump on a call. 950 00:37:26,880 --> 00:37:28,560 I'm not scared to meet with people. 951 00:37:28,560 --> 00:37:31,440 And I'm not, and I'm very efficient. 952 00:37:31,440 --> 00:37:32,440 Because I practice. 953 00:37:32,440 --> 00:37:34,160 And when you practice and practice and practice 954 00:37:34,160 --> 00:37:36,400 and you go through the fundamentals on a daily basis, 955 00:37:36,400 --> 00:37:39,800 you can create incredible, amazing results. 956 00:37:39,800 --> 00:37:42,480 So what are some other powerful tools for lead generation? 957 00:37:42,480 --> 00:37:45,800 As I mentioned, BuzzEye AI is a great one. 958 00:37:45,800 --> 00:37:50,440 Flow Chat, those are the two that I turned to the most 959 00:37:50,440 --> 00:37:54,400 in terms of, I don't wanna call Flow Chat an automation tool, 960 00:37:54,400 --> 00:37:56,360 but it does automate a lot of the processes 961 00:37:56,360 --> 00:37:57,480 behind the scenes. 962 00:37:58,960 --> 00:37:59,800 Advertising. 963 00:37:59,800 --> 00:38:02,720 And as hated as that term might be 964 00:38:02,720 --> 00:38:03,960 for small business owners, 965 00:38:03,960 --> 00:38:05,440 it's one of the most important mechanisms. 966 00:38:05,440 --> 00:38:07,720 It's one of the big reasons why every company 967 00:38:07,720 --> 00:38:09,760 that I know that's big with the exception of Tesla 968 00:38:09,760 --> 00:38:11,320 has an advertising budget. 969 00:38:11,320 --> 00:38:15,800 But you should be utilizing something like the dollar a day 970 00:38:15,800 --> 00:38:19,040 plan that Dennis U puts out in the world and talks about. 971 00:38:19,040 --> 00:38:22,000 Boosting a post with a dollar, two or three dollars 972 00:38:22,000 --> 00:38:24,400 in order to start figuring out what messages 973 00:38:24,400 --> 00:38:26,160 are resonating with your audience. 974 00:38:26,160 --> 00:38:28,400 If you're boosting the post and you're targeting 975 00:38:28,400 --> 00:38:31,440 an audience that either reads a magazine 976 00:38:31,440 --> 00:38:32,680 related to your industry, 977 00:38:32,680 --> 00:38:35,280 or as part of a community in your industry 978 00:38:35,280 --> 00:38:36,720 that's large enough to target, 979 00:38:36,720 --> 00:38:40,080 or that has the interest or the age range, 980 00:38:40,080 --> 00:38:44,240 and there's so many ways that you can create 981 00:38:44,240 --> 00:38:48,400 your preferred audience, and then you run those ads, 982 00:38:48,400 --> 00:38:50,240 and no, I'm not talking about 983 00:38:51,240 --> 00:38:54,320 max capacity lead generation from the start. 984 00:38:54,320 --> 00:38:56,280 I'm talking about you getting comfortable with systems 985 00:38:56,280 --> 00:38:58,840 that you've been avoiding learning about for far too long. 986 00:38:58,840 --> 00:39:01,880 And it's much healthier to have a dollar a day 987 00:39:01,880 --> 00:39:04,680 gym membership contribution to advertising. 988 00:39:04,680 --> 00:39:06,320 That way you're not breaking the bank, 989 00:39:06,320 --> 00:39:08,520 but you are learning responsibly about the tools 990 00:39:08,520 --> 00:39:12,400 that could help you scale once you get your mindset 991 00:39:12,400 --> 00:39:16,720 settled in on the reality that you can scale your brand. 992 00:39:16,720 --> 00:39:19,600 So I wouldn't be listening to this or looking at this either 993 00:39:19,600 --> 00:39:22,520 if you weren't in a position to where you did want to scale, 994 00:39:22,520 --> 00:39:24,040 but if you are in that position, 995 00:39:24,040 --> 00:39:26,920 I'm trying to save you years of hassle 996 00:39:26,920 --> 00:39:29,080 by helping you realize that really, 997 00:39:29,080 --> 00:39:31,440 if you're not in a scaled position right now, 998 00:39:31,440 --> 00:39:33,280 there are limiting beliefs that you have 999 00:39:33,280 --> 00:39:35,120 that are holding you back from the process. 1000 00:39:35,120 --> 00:39:36,880 And whether you trust me or you trust somebody else 1001 00:39:36,880 --> 00:39:39,520 to help you bridge that gap and figure it out, 1002 00:39:39,520 --> 00:39:41,280 it's very important to go to somebody 1003 00:39:41,280 --> 00:39:43,240 who's further along the track path than you 1004 00:39:43,240 --> 00:39:46,880 and ask them, how do I get past myself? 1005 00:39:46,880 --> 00:39:50,280 How do I grow beyond where I've been able to grow to? 1006 00:39:50,280 --> 00:39:52,960 And you turn in the humble card. 1007 00:39:52,960 --> 00:39:55,160 I do it all, I still do it to this day all the time 1008 00:39:55,160 --> 00:39:56,600 when I went with Flow Chat, for instance, 1009 00:39:56,600 --> 00:39:57,840 and signed up the other day. 1010 00:39:57,840 --> 00:39:59,440 When I got on my call with Chris, 1011 00:39:59,440 --> 00:40:01,320 I got on my call with Sean to talk to him 1012 00:40:01,320 --> 00:40:02,600 about the process and Hannah. 1013 00:40:02,600 --> 00:40:04,560 Oh, I mean, oh, they're side kicking this. 1014 00:40:04,560 --> 00:40:07,160 Hannah did a phenomenal job, by the way, on her call. 1015 00:40:07,160 --> 00:40:09,040 When I got on the call with Chris, I said, listen, man, 1016 00:40:09,040 --> 00:40:10,520 I've been in cells a long time 1017 00:40:10,520 --> 00:40:13,120 and I wanna know your process. 1018 00:40:13,120 --> 00:40:14,120 How are you all doing this? 1019 00:40:14,120 --> 00:40:16,240 I wanna make sure we maximize everything 1020 00:40:16,240 --> 00:40:17,840 that you're doing on your end 1021 00:40:17,840 --> 00:40:21,320 and I'm open for feedback to optimize my processes. 1022 00:40:21,320 --> 00:40:23,320 That doesn't mean I'm abandoning my processes. 1023 00:40:23,320 --> 00:40:25,600 That doesn't mean I'm ignoring my coach, right? 1024 00:40:25,600 --> 00:40:27,760 And I'm never, I hate that wall 1025 00:40:27,760 --> 00:40:29,760 and people say, I already have a coach. 1026 00:40:29,760 --> 00:40:32,000 You know, I hate it because I feel bad for people. 1027 00:40:32,000 --> 00:40:34,040 I'm like, why would you limit yourself like that? 1028 00:40:34,040 --> 00:40:36,720 The most successful people in the world have many coaches, 1029 00:40:36,720 --> 00:40:37,560 right? 1030 00:40:37,560 --> 00:40:39,760 What makes you so scared in life 1031 00:40:39,760 --> 00:40:42,080 that you have the need, you know, 1032 00:40:42,080 --> 00:40:47,080 or the belief that I only need one coach in life. 1033 00:40:47,160 --> 00:40:48,800 You know, it's just not practical. 1034 00:40:48,800 --> 00:40:51,200 And again, I feel bad for people in that situation 1035 00:40:51,200 --> 00:40:52,920 but it drives me a little bit crazy. 1036 00:40:52,920 --> 00:40:56,560 So how do you evaluate your lead generation tools? 1037 00:40:56,560 --> 00:40:58,520 I recommend that you evaluate them 1038 00:40:58,520 --> 00:41:00,840 by also asking third parties what they think 1039 00:41:00,840 --> 00:41:02,120 of those lead generation systems. 1040 00:41:02,120 --> 00:41:05,160 You can also post online vulnerably and say, you know, 1041 00:41:05,160 --> 00:41:08,400 I'm considering this lead generation tool. 1042 00:41:08,400 --> 00:41:10,600 Do you recommend it or do you recommend something else? 1043 00:41:10,600 --> 00:41:12,400 Especially if you go into a community 1044 00:41:12,400 --> 00:41:13,880 like the Go High Level community, 1045 00:41:13,880 --> 00:41:14,720 I think it's called, 1046 00:41:14,720 --> 00:41:15,840 you have to be a member of Go High Level 1047 00:41:15,840 --> 00:41:17,560 or have that system. 1048 00:41:17,560 --> 00:41:19,960 We're a member, we do pay for that system monthly 1049 00:41:19,960 --> 00:41:22,080 and our clients get access to it for free 1050 00:41:22,080 --> 00:41:23,200 from us for working with us. 1051 00:41:23,200 --> 00:41:26,240 So you can get into the Go High Level community. 1052 00:41:26,240 --> 00:41:27,640 You can ask a question like that 1053 00:41:27,640 --> 00:41:30,680 or the Bon Jorro community, another great system tool. 1054 00:41:30,680 --> 00:41:33,200 I bet Buzz has a community, I haven't looked yet, 1055 00:41:33,200 --> 00:41:37,040 but you're in that community of successful people 1056 00:41:37,040 --> 00:41:39,760 ask that question and it's amazing how many people 1057 00:41:39,760 --> 00:41:41,680 will step up and answer the question for you 1058 00:41:41,680 --> 00:41:43,400 and say, not that tool, this tool. 1059 00:41:43,400 --> 00:41:44,960 And then you get like 10 people who like it 1060 00:41:44,960 --> 00:41:46,960 and say like, yes, that's the way to go. 1061 00:41:46,960 --> 00:41:48,480 You look at their credentials. 1062 00:41:48,480 --> 00:41:52,160 Now you have a better process of figuring out 1063 00:41:52,160 --> 00:41:54,760 what tools should you be using in a marketplace. 1064 00:41:54,760 --> 00:41:57,400 Always ask other people who are along the path 1065 00:41:57,400 --> 00:41:59,640 what they're using for their growth. 1066 00:41:59,640 --> 00:42:01,920 Some common challenges or pitfalls, 1067 00:42:01,920 --> 00:42:04,120 businesses encounter with lead generation. 1068 00:42:04,120 --> 00:42:07,360 I would say the most common one is giving up. 1069 00:42:07,360 --> 00:42:09,840 Throwing in the towel and saying this doesn't work 1070 00:42:09,840 --> 00:42:11,720 and getting fed up with it. 1071 00:42:11,720 --> 00:42:14,800 My children do that when they're fed up with something 1072 00:42:14,800 --> 00:42:16,640 sometimes, they just want throwing, 1073 00:42:16,640 --> 00:42:20,360 I bet Jaime's young child gives up on things sometimes. 1074 00:42:20,360 --> 00:42:23,920 And it's important to re-inspire them as adults. 1075 00:42:23,920 --> 00:42:26,880 If you have a true vision and a passion for what you do, 1076 00:42:26,880 --> 00:42:30,560 then the sooner you learn to not give up on things 1077 00:42:30,560 --> 00:42:33,000 and to fight through it and to figure out the process, 1078 00:42:33,000 --> 00:42:34,920 the sooner your vision will become more clear 1079 00:42:34,920 --> 00:42:36,760 and more powerful to those around you. 1080 00:42:36,760 --> 00:42:39,840 So that's probably the biggest one is the head trash 1081 00:42:39,840 --> 00:42:41,920 that might be holding you back. 1082 00:42:41,920 --> 00:42:43,960 Other challenges that people fall into 1083 00:42:43,960 --> 00:42:46,840 is they victimize themselves. 1084 00:42:46,840 --> 00:42:51,160 They blame the provider for not providing the service, 1085 00:42:51,160 --> 00:42:52,040 not providing the tool. 1086 00:42:52,040 --> 00:42:53,880 Well, the tool's there, especially if we're talking 1087 00:42:53,880 --> 00:42:55,880 about implementing a tool. 1088 00:42:55,880 --> 00:42:59,200 Do providers overhype their solutions? 1089 00:42:59,200 --> 00:43:00,840 A lot of times they do, right? 1090 00:43:00,840 --> 00:43:05,840 So what can you do to create a more comprehensive analysis 1091 00:43:06,120 --> 00:43:08,560 of how that tool is going to impact your business, right? 1092 00:43:08,560 --> 00:43:11,400 At the end of the day, that is on our shoulders. 1093 00:43:11,400 --> 00:43:13,520 So anytime where I've purchased a tool 1094 00:43:13,520 --> 00:43:15,280 and I didn't get what I wanted to out of it, 1095 00:43:15,280 --> 00:43:16,840 I've learned in life to look back and say, 1096 00:43:16,840 --> 00:43:20,200 okay, what did I do wrong in this picture? 1097 00:43:20,200 --> 00:43:22,760 Not how did they take advantage of me in this situation? 1098 00:43:22,760 --> 00:43:27,640 Now, if the contract that you sign has a guarantee on it, 1099 00:43:27,640 --> 00:43:29,360 that's a different story. 1100 00:43:29,360 --> 00:43:30,920 If the contract has a guarantee on it 1101 00:43:30,920 --> 00:43:32,440 and a promise on it associated with it, 1102 00:43:32,440 --> 00:43:34,640 if you do these steps and you do all those steps 1103 00:43:34,640 --> 00:43:36,280 or you agree to do all those steps 1104 00:43:36,280 --> 00:43:39,000 and they are fulfilled, then you have every right 1105 00:43:39,000 --> 00:43:40,240 to ask for your money back. 1106 00:43:40,240 --> 00:43:41,920 And if they don't honor that, 1107 00:43:41,920 --> 00:43:43,920 and that's the situation where, 1108 00:43:43,920 --> 00:43:46,200 I would say that, yeah, you did get taken advantage 1109 00:43:46,200 --> 00:43:47,160 of in the situation. 1110 00:43:49,600 --> 00:43:52,320 So again, how do you protect yourself against that though? 1111 00:43:52,320 --> 00:43:54,240 Well, you still have to look at it and say, all right, 1112 00:43:54,240 --> 00:43:55,880 well, what did I learn from the scenario 1113 00:43:55,880 --> 00:43:59,680 so that I can move forward with more purpose 1114 00:43:59,680 --> 00:44:01,840 the next time I get a system? 1115 00:44:01,840 --> 00:44:04,720 So another pitfall that happens is 1116 00:44:04,720 --> 00:44:06,160 if you go into the automation world 1117 00:44:06,160 --> 00:44:10,240 and you do these tactics, you're likely to get shut down. 1118 00:44:10,240 --> 00:44:14,000 You're likely to have your LinkedIn account suspended 1119 00:44:14,000 --> 00:44:15,760 or your Facebook account blocked. 1120 00:44:15,760 --> 00:44:18,800 There are regulations in terms of how many people 1121 00:44:18,800 --> 00:44:21,880 you can invite as friend requests or connections per day. 1122 00:44:21,880 --> 00:44:24,480 There are regulations in terms of how many messages 1123 00:44:24,480 --> 00:44:26,400 you can send out per day. 1124 00:44:26,400 --> 00:44:29,120 There's regulations against how many emails 1125 00:44:29,120 --> 00:44:30,280 you can send to people, et cetera. 1126 00:44:30,280 --> 00:44:32,800 There's all sorts of regulations that exist. 1127 00:44:32,800 --> 00:44:34,320 And so if you're going with an entity 1128 00:44:34,320 --> 00:44:36,320 that is cutting corners left and right, 1129 00:44:36,320 --> 00:44:38,720 then you might want to be aware 1130 00:44:38,720 --> 00:44:40,920 that they might decide to cut corners 1131 00:44:40,920 --> 00:44:42,520 in regards to the regulations 1132 00:44:42,520 --> 00:44:45,600 and you might lose some of your best online assets. 1133 00:44:45,600 --> 00:44:47,120 That's not something to be scared of. 1134 00:44:47,120 --> 00:44:48,720 That's something to research, right? 1135 00:44:48,720 --> 00:44:50,480 That's something to then talk to an entity 1136 00:44:50,480 --> 00:44:51,840 who may be able to help you. 1137 00:44:51,840 --> 00:44:55,840 Bridge that gap without you having to worry 1138 00:44:55,840 --> 00:44:58,440 about them going outside the bounds of what's okay, 1139 00:44:58,440 --> 00:45:01,360 what's practical and what makes sense for the tool at hand. 1140 00:45:02,600 --> 00:45:06,000 And why do you need to diversify your lead generation? 1141 00:45:06,000 --> 00:45:07,160 Again, back to the concept. 1142 00:45:07,160 --> 00:45:09,720 I don't want all my eggs in one basket. 1143 00:45:09,720 --> 00:45:12,840 I don't need every element of the bridge. 1144 00:45:12,840 --> 00:45:16,280 I don't need a bridge that the size of 1145 00:45:16,280 --> 00:45:17,880 the San Francisco Bridge, for instance. 1146 00:45:17,880 --> 00:45:20,680 I might not for my city right now, you might not. 1147 00:45:20,680 --> 00:45:24,080 But is your bridge, are your bridges adequate 1148 00:45:24,080 --> 00:45:27,200 for the community size that you want to build and scale to? 1149 00:45:28,600 --> 00:45:31,320 One of the common mistakes in sales 1150 00:45:31,320 --> 00:45:34,040 that I see younger entrepreneurs make in regard to this 1151 00:45:34,040 --> 00:45:37,080 that teaches me how small their brand and businesses 1152 00:45:37,080 --> 00:45:39,560 is they don't ask the question, 1153 00:45:39,560 --> 00:45:41,080 where did you hear about us from? 1154 00:45:42,080 --> 00:45:43,760 And that should be part of your process 1155 00:45:43,760 --> 00:45:46,280 of pre-qualifying somebody who's on your calendars. 1156 00:45:46,280 --> 00:45:47,720 Where did you hear about us from? 1157 00:45:47,720 --> 00:45:50,160 Now, to you, it might be obvious 1158 00:45:50,160 --> 00:45:54,560 that they came through your LinkedIn profile 1159 00:45:54,560 --> 00:45:59,280 because maybe that's the only bridge you have to a community. 1160 00:45:59,280 --> 00:46:02,000 And if your prospect knows that and learns that, 1161 00:46:02,000 --> 00:46:04,200 they have every right to fear working with you 1162 00:46:04,200 --> 00:46:06,400 because you as a small provider 1163 00:46:06,400 --> 00:46:08,360 probably aren't going to survive 1164 00:46:08,360 --> 00:46:13,360 with one channel access to wealth and profitability. 1165 00:46:13,920 --> 00:46:16,840 On the flip side, if somebody comes in my funnel 1166 00:46:16,840 --> 00:46:18,880 and they ask, how did you learn about us? 1167 00:46:18,880 --> 00:46:21,120 And say, well, obviously it was your LinkedIn. 1168 00:46:22,120 --> 00:46:25,920 I can respond, I can listen to that and understand and say, 1169 00:46:25,920 --> 00:46:29,040 oh, that was the first time you heard about us. 1170 00:46:29,040 --> 00:46:31,720 And they, thank you for letting me know. 1171 00:46:31,720 --> 00:46:34,960 And they can go, oh, well, yeah, like where else would I, 1172 00:46:34,960 --> 00:46:37,440 okay, well, I didn't know if you heard about us 1173 00:46:37,440 --> 00:46:41,000 or a podcast or you had joined our Facebook group. 1174 00:46:41,000 --> 00:46:43,440 I knew that you came through LinkedIn, 1175 00:46:43,440 --> 00:46:45,880 but it's possible we've been in each other's circles 1176 00:46:45,880 --> 00:46:47,720 for years without knowing it. 1177 00:46:47,720 --> 00:46:51,240 Oh yeah, no, you're right, that makes sense. 1178 00:46:51,240 --> 00:46:53,600 And yes, it does make sense. 1179 00:46:53,600 --> 00:46:57,160 So it's very important as a leader to be aware 1180 00:46:57,160 --> 00:46:59,840 that when we ask questions, 1181 00:46:59,840 --> 00:47:01,760 we don't ask the questions to manipulate. 1182 00:47:01,760 --> 00:47:04,600 We ask the questions so that we can gain context. 1183 00:47:04,600 --> 00:47:06,120 And that context is supposed to lead us 1184 00:47:06,120 --> 00:47:08,720 to a stronger relationship. 1185 00:47:08,720 --> 00:47:10,400 And the stronger relationship leads us 1186 00:47:10,400 --> 00:47:12,440 to be a better service provider to the entity 1187 00:47:12,440 --> 00:47:13,680 that we're providing a service to. 1188 00:47:13,680 --> 00:47:16,360 So I hope you found value in today's 1189 00:47:16,360 --> 00:47:17,920 conversational lead generation. 1190 00:47:17,920 --> 00:47:19,920 If you do have a specific question 1191 00:47:19,920 --> 00:47:23,360 that you want to get addressed, 1192 00:47:23,360 --> 00:47:26,600 I'm happy to do a private loom video recording for you. 1193 00:47:26,600 --> 00:47:28,760 Don't hesitate to ask for specifics. 1194 00:47:28,760 --> 00:47:30,600 We didn't go over the reports that's opening over, 1195 00:47:30,600 --> 00:47:32,040 but we are out of time today. 1196 00:47:32,040 --> 00:47:34,040 Let's hear, Jackson, what powerful resource can we share 1197 00:47:34,040 --> 00:47:35,640 with the audience today? 1198 00:47:35,640 --> 00:47:37,080 Hi, May, that's your call, man. 1199 00:47:37,080 --> 00:47:39,920 I do think that the, you know, one call I will make, 1200 00:47:39,920 --> 00:47:43,320 the Revenue Growth Workbook Intensive, that's $99. 1201 00:47:43,320 --> 00:47:45,960 Let's go ahead and drop a free version of that 1202 00:47:45,960 --> 00:47:48,200 in the comments so that anybody who wants to use 1203 00:47:48,200 --> 00:47:50,440 Revenue Growth Workbook Intensive can download it 1204 00:47:50,440 --> 00:47:53,080 and use it for free and have the seven minute walkthrough 1205 00:47:53,080 --> 00:47:56,160 video that I walk you through as fast as I can. 1206 00:47:56,160 --> 00:47:59,320 Why we use that video for our power campaigns 1207 00:47:59,320 --> 00:48:01,600 that video power marketing for every single client 1208 00:48:01,600 --> 00:48:04,400 we launched, whether that was Nordic Tracks, 1209 00:48:04,400 --> 00:48:08,160 Super Viral Video Dance Off or their Tim O'Soulaing people 1210 00:48:08,160 --> 00:48:10,440 to Jim back in the day. 1211 00:48:10,440 --> 00:48:12,520 That one was so politically sketchy 1212 00:48:12,520 --> 00:48:15,240 that I believe they've removed it since then, you know, 1213 00:48:15,240 --> 00:48:19,840 or John Lee Dumas's Entrepreneur of Fire mastery journal 1214 00:48:19,840 --> 00:48:21,640 that we did that Kickstarter campaign for, 1215 00:48:21,640 --> 00:48:25,000 Ryan Blair's book launch, Rock Bottom the Rock Star, 1216 00:48:25,000 --> 00:48:27,680 great book by the way, great leader. 1217 00:48:27,680 --> 00:48:31,640 And so there's, that tool can help you plan out 1218 00:48:31,640 --> 00:48:34,520 your irresistible offer so that you can put 1219 00:48:34,520 --> 00:48:37,080 an irresistible on the offer out in the market 1220 00:48:37,080 --> 00:48:40,840 that people will click in droves and give you the opportunity 1221 00:48:40,840 --> 00:48:43,800 to talk to them about what's that level up look like? 1222 00:48:43,800 --> 00:48:46,080 How could we possibly work with you 1223 00:48:46,080 --> 00:48:47,120 or why should I work with you? 1224 00:48:47,120 --> 00:48:51,040 Then it's up to you to know how to inspire and attract them. 1225 00:48:51,040 --> 00:48:53,400 Unless again, you work with first class business 1226 00:48:53,400 --> 00:48:55,720 so we can help you become more attractive 1227 00:48:55,720 --> 00:48:57,960 and more inspiring by clarifying your vision, 1228 00:48:57,960 --> 00:48:59,880 your culture, your leadership and putting together 1229 00:48:59,880 --> 00:49:01,080 some super awesome marketing with you. 1230 00:49:01,080 --> 00:49:03,800 So with that said, thanks for coming on Vision Pros. 1231 00:49:03,800 --> 00:49:04,800 We're happy to have you. 1232 00:49:04,800 --> 00:49:06,400 I look forward to seeing you again next week. 1233 00:49:06,400 --> 00:49:09,240 Drop a comment, like the show, share this with others 1234 00:49:09,240 --> 00:49:11,440 if you feel it will be of value to somebody else 1235 00:49:11,440 --> 00:49:12,880 who's looking for lead generation. 1236 00:49:12,880 --> 00:49:15,560 Our goal on that is to ultimately eliminate 1237 00:49:15,560 --> 00:49:19,440 all these tactic driven systems and help people understand 1238 00:49:19,440 --> 00:49:22,880 the value of showing up with true value to the market 1239 00:49:22,880 --> 00:49:25,160 and actually building a relationship 1240 00:49:25,160 --> 00:49:26,640 rather than forcing the issue 1241 00:49:26,640 --> 00:49:28,120 and trying to get somebody to buy from you 1242 00:49:28,120 --> 00:49:28,960 for the wrong reasons. 1243 00:49:28,960 --> 00:49:30,640 So have a fantastic rest of your week 1244 00:49:30,640 --> 00:49:32,480 and I will see you next week. 1245 00:49:32,480 --> 00:49:33,320 Bye everybody. 1246 00:49:34,760 --> 00:49:36,360 Thank you for being here today. 1247 00:49:36,360 --> 00:49:39,160 I'm really happy that you tuned in to Vision Pros Live. 1248 00:49:39,160 --> 00:49:43,000 I'm looking forward to seeing your reactions 1249 00:49:43,000 --> 00:49:45,480 as these episodes continue to move forward. 1250 00:49:45,480 --> 00:49:47,160 We optimize them as the months go by. 1251 00:49:47,160 --> 00:49:49,480 This is gonna get more and more fun. 1252 00:49:49,480 --> 00:49:51,240 We'll have more and more engagement as well. 1253 00:49:51,240 --> 00:49:53,680 We'll invite people to participate in the show 1254 00:49:53,680 --> 00:49:57,200 and thank you for giving us your time and attention 1255 00:49:57,200 --> 00:50:09,760 and have an amazing day.