I believe that.
Fresh Prince, right?
So that's my claim to Philadelphia.
Fresh Prince and Hershey's.
Thank you, Philadelphia.
That's right.
And Marina, we got you too, which is awesome.
So before we dive in though,
I wanna know a little bit more
just about the one minute talk.
Like the one minute version.
What is it, why and how does this work?
So basically if you've noticed
that people have short attention spans, right?
So if you think about social media
or about any time that you're encountering someone new
and they're starting to tell you what they do,
whether you ask them to or not,
they kind of have to get to the point quickly
or what do you do, right?
You go right back to just scrolling.
And the one minute talk really is just a very systematic way
to use really best practices
to tell people what they really wanna hear
so they keep listening to you longer than a minute.
That's kind of in a 30,000 foot perspective.
But it's basically a way for you to find
on a business level,
it's a way for you to really test your message
and make sure or to build a message
that your early adopter will say yes to
and turn a conversation that starts off with one minute
into maybe four or five and even six figure win.
I love it.
I'm bought in.
Way to fulfill on it as well.
And we'll cut to the break and be right back.
All right, welcome in to Vision Pros Live.
With Jackson Callum, I'm your show host.
We'll be doing interviews for visionary entrepreneurs
and guest leaders who are building
fantastic visions out there.
And we'll see you next time.
Thanks to all of you.
I'm excited to see you guys.
Until next time.
Bye bye.
Hey, what's up Vision Pros?
Welcome to another episode of Vision Pros Live.
I'm your show host, Jackson Callum,
founder and CEO of First Class Business.
I'm excited to have Marina Stamos on today.
It's gonna be an interesting show
because she focuses on helping people
with their one minute talks.
Well, we've got about 30 minutes of content to cover.
Now, we'll of course dive into her vision,
her leadership experiences, the whole nine yards.
And I'm very grateful to have her time.
We met at a great conference, by the way,
back in September of this past year.
And we got to spend four days learning
from excellent speakers on different subjects.
And it was awesome to just get to know her as a human being
beyond the fact that she also has this great skillset.
So I'll bring her on in just a little bit
and give a little bit more background
into what she does and why I believe in her capabilities
to help people with this woman to talk.
Before we do that, the sponsors, The Wellness Shop,
365 with Sean and Julianne Lechuga.
Sean and Julianne have proven to be amazing human beings.
And when I'm looking for solutions,
I don't just look at the surface level solution.
I want to know the back story.
I want to know who I'm working with.
Where does this come from?
Most of us do with the things that we want in life.
What caught my attention was this wheel.
The 365 Harmony of Life Wheel Assessment.
I saw that, OK, they're budding entrepreneurs.
They absolutely have opportunity to learn and grow
just like all of us.
But what they're onto with this is,
man, a holistic wellness professional
who also cares about my joy, my spirituality, my creativity,
my relationships, my home environment, that is awesome.
And so I bought into the idea of, man, I really want to see
if there's an opportunity to work together on this.
So some of you, those who've gone through the show experience,
know that Sean also helps with the Vision Pros Life podcast
at this point.
About four months later, we decided
to partner at different levels.
But what he's building in terms of holistic wellness
and what Julia is also building in terms of diets and exercise,
and she's getting her master's degree right now,
I think the world to them is human beings.
And I know they're going to build great things because they
are excellent visionaries.
And there's the Lost Spot with Melissa Gray.
You can also catch her episode.
She's also a client of ours now and has
moved forward working with us.
What I love about Melissa, though,
is rather than most attorneys that I'm kind of intimidated
to talk to, or they kind of come at you,
or they're kind of condescending,
or they speak over you because they don't know
how to educate properly, Melissa is the exact opposite of that.
She is one who understands that law doesn't
have to be complicated.
She understands business ownership as well.
And she's on a mission to help empower business owners
with all their legal needs.
I'll just be honest with you.
If you're listening and you don't work with a lot
of entrepreneurs, 90% to 95% of the entrepreneurs
I've ever worked with did not likely have a legal counsel
in place for themselves.
And the ones who do have that usually
got it in a very hasty last minute decision,
or they're overpaying for the legal counsel that they get,
and it comes back to hurt them.
I've experienced that in different businesses as well.
Restaurant Connect, we spent $20,000
on a trademark lawsuit with somebody who tried
to steal our business name.
If we had done more due diligence
at that time of growth, had we found the right person
to represent us and the right person to help us get through
that, I don't think we would have spent a fortune on that
when, at a time when we needed that for the foundation
of our business.
We did what we needed to get by.
But when we become wise stewards of the departments
that are required for creating a sustainable business,
we become that much more effective with our growth.
So I'd highly recommend looking into what Melissa's up to,
catching her episode.
Before we dive into Marina's story again, the water project.
We all have the opportunity to give back.
I hope to inspire you to do so, whether it's giving back
to somebody that you see on the street who's in need of an uplift
and they're right there in front of you,
or you have another cause, or you're
inspired by the water project as well.
We've got millions of people in the world who don't even
have access to clean drinking water.
And whether it's the children who
have to leave school to go get water three or four miles away,
and the water might not even be safe for their family
to drink or bathe in, et cetera, or a friend
who has to leave behind work in order
to provide water for their basic household necessities.
We have the opportunity to see, thanks to the water project,
which projects we're supporting.
We get to see the outcome of that
and the generational impact of being
able to provide that necessity that you and I get to walk
probably 10 yards away from where we're at right now
to get clean water.
We get to bring that to fruition for people
in another nation.
So if you feel inspired to help with that
but you don't have the finances, my request
would be to trust yourself to share this with your network
and that good things can come from that.
It's amazing what we can do when we simply share and invite
people to take action.
So as far as Marina goes, her professional background,
she's the CEO and creator of the One Minute Talk
method for client attraction.
She's recovered from a face down failure
as well to growing a multiple six figure business
and to become an internationally recognized speaking to income
coach and speech writer.
Now, her hardworking team and her help clients increase
revenue have helped clients increase revenue by more
than $30 million combined.
She's an Emmy nominated former TV news producer,
probably laughing a little bit at my stumbling on this
because I'm not a news producer.
And her client successes have been featured everywhere
from TEDx to entrepreneur to Oprah Magazine.
So without further ado, Marina, welcome to Vision Pros Live.
I'm happy to have you here today.
Thank you, no, and your delivery was great.
Appreciate you, you're awesome.
Thanks for building me up and we can end now.
No, let's head right in.
So Marina, what's the vision ahead for those who you serve?
What does their outcome look like?
The first, the thing that you could look at
and count would be money, right?
They want to make money.
I typically, while I serve all kinds of people,
that my primary focus and my heart is with that solopreneur,
that person who's just trying to take care of their family,
take care of themselves and they need, let's say,
a couple hundred thousand extra to do that.
And what it does for them, what I will remember
years from now is not what people paid me
or even the amount of money that they made
while working for me, but it's those emails
that I have screenshotted that say things like,
I'm out of debt for the first time in my adult life.
I was able to leave my abusive husband
because of the money that I make.
I was able to leave a terrible situation at work
because of this money.
That's why I do what I do, to have security and dignity
of gainful self-employment, because that's what money does.
That's what I absolutely loved about the testimonials
I was reading through on your website.
And the stories of these individuals
is you've connected the reality that one,
money is a powerful resource
and that resource can be used for good and for bad.
You focused wholeheartedly on the fact
that we can use it for good.
Cynthia, if you could share the site right now for Marina,
I would love to see the testimonials.
So everybody is listening.
I was just asking that we review some of these testimonials
so you can see it.
You can pause your screen and see what's on there,
what people are saying about Marina's program
because she's created some transformational stories
for people aligned with exactly what she said.
That hits my heart about the women who feel trapped
in a marriage that if they had the financial capacity
to make a choice, then the choice becomes
that much more clear and possible.
You can stop right there on her.
She's one of my, she's my goat.
She's my greatest of all time.
But anyway, yeah, they're all great.
Absolutely.
And so you've got people who are getting
their first $13,000 a month,
people who go from earning a little bit to 150,000.
And again, the outcomes that are possible
when we make those shifts are absolutely powerful.
So thank you for sharing that.
What's your vision for you?
What do you see for yourself on the horizon?
To get even better at what I do
so I can serve even more people.
And it's funny because everyone's like, you gotta scale.
You gotta scale.
If you don't scale, you're a failure.
You, you know, and I use real estate as my growth vehicle.
I'm not against scaling,
but I am that person who would rather be able
to be available on the one-to-one level.
I have a group program,
but I just find that today in today's world,
where people, the mind is already naturally very busy,
right, but people's ability to take control
of their message, take control of their business.
And then again, take control of their finances.
There's like a zero, they're just at zero
and they can stay at zero for months and even years.
And they need someone to just come in who cares,
who just takes them through
and kind of does it for them when needed
so that they can actually have a chance
to get control of their finances,
create the security and dignity
of gainful self-employment.
So just to keep doing what I do, but even more.
And when I say to not scale,
I'm not worried about scaling.
I'm gonna always be that person
who just does it for you.
I'm the ghostwriter for a lot of CEOs
because some people just cannot succeed
in a group program.
A lot of the people I serve are people in group programs.
I'm like, you know what?
Don't fight it anymore.
Just let me help you.
And yeah, so.
That's awesome.
I love what you said there.
That's your mic drop.
I use real estate to scale.
That is one of the best diplomatic answers I've ever heard
for people who not with ill intent,
but toxically force their opinions on you.
Telling you, you should scale.
Who am I?
Who is anybody to tell you
what you should do with your vision?
That's one of the core components of Vision Pros Live
is to honor the vision at hand
and to help people kind of have that solidified stance
that I really do know what's best for my vision.
That's where the source comes from me
and the source comes from my higher power,
whatever you call that higher power source of knowledge.
Even if it's not higher, if it's internal,
I don't care what preposition you use.
The point is you have access to that.
So I love that you use the real estate aspect to scale.
And you also recognize that you have the flexibility
to do the group stuff.
You have the flexibility to do the one-on-one.
It's freedom of choice as an example.
Like your living, breathing example of freedom of choice.
So let's dive into a dark subject real quick.
What's the worst leadership experience
that you've ever had or seen?
Oh, wow, gosh, so many.
My own or you said have seen, okay.
Your vision, your call.
Wow, well, I would say,
I was recently looking up,
I was refreshing my testimonials
and I was looking up,
getting the contact information for my previous clients.
And I did a Google search of one of them
and he shows up as being indicted
and sentenced for tax evasion and fraud.
And no, I was not working for Todd Chrisley
if anyone's thinking that.
Oh, wow.
But I was looking up,
and I was like, wow, good.
He finally got his due because I remember
when I worked for him,
even though I must say he was good to me,
I didn't have a problem with him,
but I would watch him,
but I left because I watched him rule with terror.
He just, he was a terrorist.
He would explode.
People would go running out of events,
out of conference rooms, running for their lives,
police being called afterwards.
Him being called to testify in front of a judge
the next day, paying people off to get,
and he paid his way out of that sentence,
the year long sentence.
And he was that guy who was a nightmare of a person
who terrorized everybody around him,
would change their hourly rate like on a dime,
like, okay, you just got bumped down to this,
now you're going down $2 and whatever, that kind of thing.
And on top of all of that,
he forced everyone to go to this development.
I'm not going to name it
because I don't want to besmirch the name
of the organization,
but one of those like very well-known self-development orgs,
and he made us all go to it,
even though he was the one having the problem,
you know, that kind of thing.
Right.
And then oddly enough,
he asked me to help him build a leadership,
you know, build a whole process of,
a program of leadership that he wanted to scale.
And I was like, you are a fraud,
get me the heck out of here.
And the fact that he was sentenced to a year for, anyway,
so that would be the one that comes up
because that happened very recently,
but I had to say I was amused to watch the,
you know, the public record on this guy.
Yeah.
I appreciate your authenticity, your honesty,
the transparency.
Most people shy away from these types of conversations.
And what I hear, and I could be wrong on this,
but my take on this is here's a gentleman,
here's a man who has virtues within him,
but is so focused on his vices, you know,
and he's wreaking havoc on people's lives, right?
That the virtues are very hard to see
in those types of equations.
It's also a big theme of Vision Pros Live
is my goal isn't to villainize people, the person,
it's to recognize the patterns and the processes
that certain people lean towards, you know,
or implement for success.
And for me, there's, you know, love and hate,
both have amazing powers, right?
We can choose to create influence with love,
we can choose to create influence with hate as well.
We have that choice within us.
And I think it's so important that when we see
those realities taking place, we call it for what it is.
You know, we look at it objectively to see,
am I gonna lead that way?
Or am I gonna lead a different way?
And I think a lot of people don't realize
how much choice and control they have
over scenarios like that.
So thanks for being willing to dive in on that.
Let's go ahead, you got something else.
Let me give one PS to that too,
because it ties into something you said earlier
about things can look a certain way on the outside.
On the surface, this guy looked like a mega success.
He was actually in entrepreneur magazine 40 under 40.
You know, he was at that level.
He was-
I can pay to get on there too.
Go ahead though.
I hear you, but that, well, look, there's always that,
but as somebody who is a television news producer,
please don't let anybody get in their head
that that's the only, that's the way.
Lots of people, most people have to earn it,
you know, earn it the old fashioned way.
And he earned it.
He did make that money, but he did,
whoo, there was a lot of blood along the way.
And he was kind of setting the example
that that's the only way to do it is,
you know, just by, you know, a terrorist organization.
But he had a legitimate really big company.
I visited, I was there every day for years, for months.
So yeah, but anyway.
No, it's important for people to recognize too.
When I say you can pay,
you probably can't pay to get into 40 under 40, right?
But there's also, there's other elements of things
that when you learn how the finances are calculated
to make certain lists as well,
you can shift the way you propose your billing,
the way you propose your invoicing
into inflating what looks like financial success.
But in reality, you're not gonna be able to collect
on a lot of those streams of revenue.
I've seen it done in companies as well
that I do not associate with their work for longer.
So those are the realities again,
vision pros that exist at the higher levels of business
that you can't judge a book by its cover.
It's never been more true, you know,
than in an age where it's so easy to create,
to create a sense of authority that, you know,
again, I'm not here to judge it, but look for the signs,
look for the principles of which type of leader
do you want to be?
The one who's controlling and tyrannical
or the one who's empowering people
to be their best selves as well.
Speaking of best,
what's your best leadership experience look like?
Somebody I worked for for about 15 years, actually,
who was, we would all call him the old fashioned gentleman.
He was just always a gentleman,
as if he had been raised with one commandment,
always be a gentleman.
And he was a guy who led from in front.
He would always want his,
he wanted all of us to succeed.
If I wrote some little article,
because I was just starting out when I worked for him,
I was, I started in print journalism before television.
If I had one little, you know,
250 word article in the local community paper,
he made a big deal about it and he would read it
and he would give, and he was running a major institute.
He was involved,
he was the chairman of the first man in space committee.
So he was involved with NASA and Navy
and putting people on the moon.
Like he was a big deal.
He was actually, the Navy SEALs count him as their founder.
He is, you know, like he's a big guy,
but he got there the good way
by taking everybody else up with him.
He would even pay everybody more
than anybody else in his field.
Like he would give from his own salary
from these very hard to acquire grants,
that, you know, to fund his research
and pay us all much more than anybody else
if we were doing a good job.
So yeah, I mean, he just led from in front.
That was his, and he was always a gentleman.
And that was, yeah.
That's amazing.
I love that you narrowed it down to, you know,
that one commandment, right?
And, you know, for anybody who is, you know,
Christians listening in, I mean, that's,
I've tried to do that too, you know, just love, just love.
Like we would just love, we'd be good.
And gentlemen to me,
that's kind of the synonym that exists there.
Reminds me of my brother-in-law, Andy Lake.
He is a chiropractor in the Colorado area.
And just, he's always been a gentleman with,
and the type of leader that,
when you find people like that in your life,
you know, we have the opportunity to start taking notes,
right?
And picking up what they're putting down.
And it's obvious that you've kind of,
you've done that with him.
So if this was your last opportunity
to share a lesson with visionaries,
what powerful lesson can other visionaries learn
from your experience, Marina?
I wish I had a sexier way of saying this.
Keep it simple, sweetie.
And just ride one horse up one mountain
and just learn how to get that one horse up that one mountain.
Because if you try to do too many things at once,
you probably won't do anything well.
Every person I know who has really succeeded,
like that person, even the good and the bad on both sides
that they got there, they still had a vision.
Like I'm getting there.
I'm doing this.
And that's how they got there.
Nothing stopped them.
And you knew right away when you were talking to them
what they were about.
And they could say it in a few seconds.
Very good.
I'm writing that down.
The ride one horse up one mountain.
One great recipe for success, I agree with.
And I shouldn't say one that I agree with.
I read both statements.
But in terms of that recipe,
while I agree with it and I love it,
I once had a, I was talking to an entrepreneur
and his spouse had told him,
he who chases two rabbits catches none.
I love that.
I bet you do, because it goes right along.
That's in the first page of the one thing by Gary Keller,
which I literally, I'd have to leave the camera to,
the shot to reach for, but I have it like,
and it's literally on like, it's kind of like the,
Yep.
Yeah.
My response to him was,
he who sets six traps catches four to six rabbits.
He laughed at it and I was like,
there's each their own.
And thank you, Richard Branson.
I will have my cake.
I will eat my cake too.
And there will create a conveyor belt of cakes.
So is either one wrong?
No, it's not its perspective.
It's different opportunities.
And whatever you're called to as a visionary to follow,
you follow that one.
Gary Keller, I can't wait to introduce you
to Monty Maldine, who's one of my favorite mentors.
When he was 19 and ran a Stone Cone stand in Austin, Texas,
Gary Keller recruited him to be on his real estate team.
Monty's 52 now.
I call Monty the rich dad 2.0.
So he's a great friend of mine.
He was the number two global recruiter
for Gary Keller and Keller Williams
in his prime in the real estate.
He's a good old boy with lots of business experience,
but he's gonna be excited to meet you in Marina
by the fact that you also understand
and value that style of path.
Going back to the one minute talk
and attracting premium clients, let's dive in.
What are some of those secret sauces
to attracting the premium clients?
Or what do you wanna tell us about the one minute talk?
Or where do you wanna go from here?
This is your show.
We're all here to hear what wisdom you got.
I don't know about you.
I wanna serve.
Good, that's it.
And I found after many years of doing this
that the best way to serve is with examples.
So that's also, I'm sharing my secret sauce.
If you only have a moment to speak,
share a case study, friend.
The case study will do the selling for you
like nothing else will.
So let me share with you mine, one of mine.
I have a few pulled up ready to share.
But okay, so imagine a health conference
or I'm sorry, a business
and just general wellness conference, right?
And I'm in the audience and it is wellness focused,
but there are a lot of people
speaking about a lot of different topics.
So anyway, I see this young lady up on the stage
and she is a weight loss coach
and she has a picture of herself,
a hundred pounds overweight
and then she's standing there in her current,
healthy, ideal weight.
And she's up there, she is a few minutes
and she says, oh, well, friends,
you need to love yourself skinny
and you need to nourish your mind, body and soul.
And some people came to meet her
and I'm sure she made some money.
Then I did my one minute thing
and then she comes over to me and says,
oh my gosh, we need to talk.
I just purchased a $5,000 spot on a stage
and I have one minute and I know
that I cannot talk about what I do in one minute.
And I remember thinking the light bulb over my head
or the invisible speech bubble over my head was like,
I'm so glad you're talking to me
because oh my God, do you need my help?
But anyway, of course I was diplomatic.
I'm gonna share with you the one minute talk
that I came up with for her, that I wrote for her
and then the outcome, is that all right?
Absolutely, so she gets up on the stage,
same picture, same before and after.
She walks up, she's very quiet, she's very confident
and she says, hi, I'm Jane and five years ago,
I was 100 pounds overweight.
I tried everything, my health was at risk.
I lost all hope.
Now I'm at my ideal weight, I'm back in my skinny jeans
and I feel at peace with food
in a way I didn't think was possible.
How?
Well, the first step was to use a unique breathing method
that I created, right?
It helped me calm down in the face of cravings
and neutralize their power over me.
So friends, I have a special retreat
where I can teach you this special method
and the rest of the seven step reset that has helped me
and hundreds of other people to calm cravings,
lose weight and finally make peace with food.
To serve you at the highest level,
I accept seven people and there are three spots left.
If you know this has to be your time,
meet me at the back table to book a complimentary,
no pitch, peaceful eating for weight loss strategy call.
I'm going to the table now, you can do this.
So, right?
Pretty simple.
I love that.
There was nothing, nothing's crazy there
and I remember I can tell you at first, she was like,
isn't that kind of too boring?
I said, just trust.
It's for you.
There's not just one way to do this,
buy anything that's profitable,
but a lot of times people have to learn the foundations first.
Like get the basics right.
Learn the rules before you start breaking them
so you can actually trust that you'll, okay.
I can't tell you how much I endorse what you just said
because it's also what we live and breathe
that first class business.
Thank God for what Jake Larson
at Video Power Marketing taught me.
And it was the, you know,
we have an irresistible video sales letter framework.
And it's so similar to what you described.
Now, for those who are listening,
this is not a steal the thunder opportunity.
This is a acknowledge the thunder opportunity.
Marina and I both know that it doesn't matter
which resource you move forward with when it's about service.
What matters is that you have the resources.
What she was able to do that fast,
if you feel drawn to that and you're like, oh my gosh,
I wanna do that.
What I'm saying and suggesting is that is so in line
with how we do things and how we,
I know I've seen it over and over with YouTube ads
that are successful, Facebook ads, growing businesses.
What you just shared is so powerful
that if business owners would slow themselves down enough
to pay attention to utilizing a framework like that
and understanding why it works and how, oh my gosh,
success would go through the roof
for so many business owners, well done.
Let me tell you the good part, right?
What happened after she trots over to the back table
and the room is around 75 people in the room
and 27 people beeline to her and book a call.
And in strategy calls afterwards,
she closed eight of those people
and three of them grabbed this $2,500,
the retreat that she mentioned, right?
But one of them went right into private coaching, 7,500,
and then four went into her group program.
So what is that around 20, 21,000?
Let's say 20,000, I forget the math right now.
And that was just after one minute, right?
But she was in the right room, early adopters,
people who were sitting in that room purposely.
But then in upsells with those people,
that one minute talk turned into another 15, 16,000.
And then so she made around 35 top line.
And after the expenses of being on that stage
and to run the retreat, she spat down to around 28,000.
Now there was actually more because there was referrals,
but let's just stop right there.
Like for an individual, she only had a VA and, you know,
she paid a relatively small amount to.
She was able individually to make,
to do that like every other month
and have like a $350,000 business.
And it was manageable.
You know, I also helped her build certain efficiencies,
but, and like, I almost cry when I think about it
because this is what she needed.
And she deserved and she worked so hard.
And really the message, the message was the holdup.
So now the other thing too is.
Marina, oh no, we lost you.
We lost you right at a cliffhanger.
The other thing too is.
Whoa, am I back?
I don't know what happened.
I heard we heard the other thing too is.
The other thing too is the one minute talk
is not the end point.
It's not like, oh, I got my one minute talk, that's it.
No, what it is, in fact, the, the,
it's really about the clarity that will take you
through any situation.
If you have eight seconds to introduce yourself
to a three day event, what that one minute talk is just,
it's the source.
It's the, it's the starting, it's the arc
that you have to take people across.
It is the confidence to speak in a clear, calm, non-hypey.
No love yourself skinny.
None of that, that's not gonna work.
Just trust me on this, it's not gonna work.
And that was the gift.
She's like, you know, now every time I talk,
I know that I'm gonna get clients
assuming I'm in the right room
because I just keep coming back to the wisdom
of the one minute talk.
So real quick thing about the one minute talk
that I teach is the all talks, I didn't invent this, right?
All talks that are profitable inspire many emotions,
but they have to at least inspire these four.
And this is something I'll offer to the audience
to really make note of.
Hope, curiosity, trust, and action.
So when you can, when you're conscious of that,
that is how you're going to create a message that lands,
it gets people to end.
Also, there's a lot of neuroscience around this.
Like brains start releasing oxytocin
when they hear messages that inspire hope, curiosity,
trust, and action.
Like they actually can see this in an MRI
or whatever it is that they use.
Love it.
My goodness, the power, the alignment.
Marina, this is why I want to work together.
I just wanna say this is why.
You have this ability to help people catch these aspects.
It aligns perfectly in harmony with my beliefs.
As a marketer who's so sick of people saying,
oh, that's just marketing.
When they're talking about blatant lies
or manipulations of feelings,
you know, every single one of those things
you talked about, hope, curiosity, trust, and action,
all virtuous aspects of influence
versus unfairly leveraging somebody's fear,
promoting a false sense of scarcity,
a false sense of social proof.
You know, again, I cannot say hi.
And this is the other important thing.
The person who delivered that one minute talk,
she had an audience size where the scarcity made sense.
I see a lot of people offering that type of, you know,
if you go into a room and you've only got one person
to talk to and you don't have a whole list of appointments
and your distribution is awful,
then you're gonna have a hard time
leveraging scarcity authentically,
unless again, you figure out the variables of,
all right, well, how do I understand
what my variables of scarcity are?
What I'm talking about is a fake advertisement
where somebody says the next three people who sign up,
we will move forward,
but then they sign up 300 people on that particular offer.
You are destroying your reputation
because you're being completely unethical
when you do something like that.
It's not the way to win, in my opinion.
And Alex Hermosy, his book, $100 million offer,
does an excellent job as well of talking about
how to effectively create scarcity
in what it is that you're doing.
You mean this one?
That's the one.
We like read the same books, are we on the same?
Of course we do, we're on the same wavelength on this stuff.
Your hope and curiosity, trust and action
is so similar to our path of intrigue, attraction,
inspire and bite.
So yeah, this is awesome.
Those visionaries you're listening to,
you're getting such a gift on this episode right now.
Do you wanna share another story?
I'm gonna share because I want people to really understand.
Let me give you one quick kind of actionable
about all of the, about the trust,
I'm sorry, about the curiosity, about curiosity.
All of the, it is truly a formula,
one plus one plus one plus one equals four.
If you are missing one of them,
you're not gonna get to four.
You're not gonna get to the goal.
But especially with curiosity, here's the tip.
In the talk, in her one minute talk,
the curiosity inspiring piece is the mention of cravings.
The cravings that have so much control,
neutralizing the power of cravings
and mentioning it multiple times.
Now, why is that the issue?
Because that's the real problem that people know they have.
They know, they will self-report,
she and her clients will self-report,
I know how to lose weight,
everyone knows how to lose weight,
little kids know how to lose weight, right?
What is the problem that they really know that they have
is the craving.
So she has to go, and I said,
we've got to go right to what is the real problem
that they understand, the problem behind the problem.
And make sure you're addressing that very intentionally,
not only in your practice, but in your talk.
That will make them feel curious
because that is where is, that's the holdup.
Okay, so maybe it is like in my space,
the problem behind the problem,
there's certainly no lack of information
about how to grow your business.
It's the overwhelm is typically what holds my client back.
They're overwhelmed.
So that's the problem behind the problem.
So that's what I mentioned.
In my, when I'm doing my own, I'm gonna talk.
Maybe it's a memory of childhood abuse
that somebody is, that they will report
is the thing that's holding them back.
Maybe it's a life circumstance.
They're thinking, well, I can't do this
until my kids grow up and I can,
whatever it is, whatever they think is the problem,
mention it in your talk.
If you don't, you probably won't get a sale.
On the same side of that,
please don't mention what you think is the problem
that doesn't sound like anything real to them.
Here's a common one.
I help you with your limiting beliefs.
Do not talk about anybody's, I mean, no one,
they have them, but they don't think they have.
They don't know that they have them.
That's a common mistake.
That's too processed.
People don't understand that.
Speak to people in their own language.
Like Nelson Mandela says,
if you speak to someone in a language they understand,
they hear you with their head.
If you speak to them in their language,
they hear you with their heart.
And that's what we have to do in business.
We have to have people hear us with their heart.
So would you like to hear another one minute talk?
I do. I also want to-
Do we not have time now?
No, I want to make sure that we have time.
We can make time.
This is awesome, Marina.
If you're willing to make time, I'm willing to make time.
Do you have a hard stop at three central?
I'm fine.
Okay, then we're going to extend because this is awesome.
Why won't I interject real quick on something?
My role is one of a healer and a protector at all times.
And there's these safety boundaries
that I want to make sure entrepreneurs
catch in this process too.
And that's if you don't have a fulfillment process
behind what you're doing, right?
If you're leveraging these tactics, these formulas,
these frameworks, whatever you want to call them,
these success principles to move people towards a program,
let's say that you're going to pretend
that you're a doctor of a surgeon.
You could literally create a framework
using what Marina is teaching you
to get people to pay you to be their brain surgeon.
But if you're not a brain surgeon, you're cheating.
You're lying.
You're manipulating people.
I see too many entrepreneurs
who do not have an infrastructure of scale
right now learning these amazing principles,
putting themselves out there, finding themselves in a pickle.
And a great example of this is Fire Festival,
which is a documentary on Netflix about Ja Rule
creating an event that he promoted so well
that it went ultra viral.
And people have villainized him.
I don't know if he is a villain or not.
He claims that I really did want to fulfill this.
I tend to believe that he did want to fulfill it,
but that's the problem.
When we leverage superpowers without understanding
what the effect of what it is that we're doing,
it's the same thing as having a grenade.
I'm pulling the pin and chunking it, saying,
well, I wonder what's going to happen.
You can't reverse the effect
of what you've done once you've done it.
So my plea to anybody who's listening onto this
is to consider how do I also make sure
that I'm creating the right fulfillment infrastructure
to support those that I'm about to influence moving forward
so excited with whatever program
you're going to come up with an offer.
Is that fair to say, Marina?
100%, because that's where if you don't do that,
you might have a win, you might get a surge,
but then you burn out and it might take you
a very long time to recover psychologically,
which then will affect your finances
because you won't be able to pull yourself back up
and get started again unless you make a significant change,
unless you make really learn a lesson from that.
Motley Crue also went through this experience.
I watched their Netflix movie.
It was, whoa, crazy Netflix movie, by the way.
But the pain that they experienced 20, 30 years into their,
so they enjoyed what they did.
They enjoyed their experience.
And at the same time, they finally came to the realization
that, man, what we were really looking for
was family and belonging.
And their later years, their music shifted,
their purpose shifted.
Johnny Cash went through the exact same thing as well
and walked the line.
Life is so much better for,
it's so much more enjoyable when we have less regrets.
If we have less regrets, we'll have more peace,
we'll enjoy the process more.
And at the same time, we all make mistakes.
So I'm no different and I have mine too.
But if we can protect some of you
from some of the mistakes you might make
while you're using these superpowers,
that's exactly what I wanna make sure happens.
So enjoy this at the same time.
Let's hear the next story.
Okay, so I'm actually gonna mention a doctor.
So I'm gonna use the doctor or a client
that I had worked with.
So I was at a women's expo
and I was at a networking event of the actual sponsors
and we all did our introductions.
And one woman introduced herself basically like this.
I won't do the whole thing
but just the first thing she said was,
and I'm actually, I have an NDA with her.
So I'm not using her real name.
But anyway, she said, hi, I'm Dr. Anita Smith.
Oh no, I'm Dr. Anita Smith, MD.
I'm double board certified in gynecology
and internal medicine.
And now I run an aesthetics practice,
the Smith Medical Practice.
I'm CEO there and we empower people to,
something like that.
That's how she was talking, right?
I'll stop there so your head doesn't explode
but that's how she was talking.
So then I did my little thing and she walked over to me.
She said, I need your help.
She said, I come to these events every year.
We have a great practice
but I have a lot of blanks on my calendar.
And I think it's my messaging.
I said, and again, the same thing I was like,
oh, I'm so glad you came over to me.
Well, there's nothing wrong with what she said.
It's perfectly good messaging like on a website
but it's not the best job she could be doing
when she has frankly so many other double board certified
standing right around her.
It doesn't make her stand out.
So we did a private engagement.
Let me tell you what we came up with and I have it here.
I'm gonna have, you're gonna have to,
forgive me as you see me reading this.
I don't have to read it.
I don't have it memorized.
I'm glad you don't have all this memorized.
I'm really glad to see that.
I was like, wow, what a super brain
but smart and organized.
Love it. Right.
So here's how it went.
So she actually also had a one,
she wanted to use something.
She had a one minute opportunity.
So let's see how this goes.
So she said, when I was in high school,
so this was not networking.
This was actually, she had a stage opportunity.
So she could just, she was actually introduced.
Like they said her name.
So she just walked onto the stage.
She had an MC that set the stage for her
to crush this one minute talk.
Right. Right.
So she said, when I was in high school,
I saw the list of girls nominated for homecoming queen.
They all had something I wanted so badly,
clear, perfect skin.
Of course, I was not on that list.
I had a pizza face as the kids would tell me.
I was bullied every day because of my acne.
And at 16, I considered suicide, but I was lucky.
I must get emotional.
I have to like stop.
I was lucky.
I came of age when there was effective ways
to have the clear skin I wanted.
This saved my life literally.
And it is why I became a dermatologist.
Every day I stay on top of the newest technology.
So I help other people like me.
I have a team of caring award-winning professionals.
We've helped thousands of people
to have the clear skin they wanted with minimal downtime.
To start your journey,
I offer a complimentary clear skin consultation.
Meet me at my table to book yours now.
Be one of the first to tend to book
and receive a sample of our clear skin serum.
Again, book your consultation.
I'm going to the back table now.
So.
That's life changing.
Right?
And at first, and also let me back up a little bit.
Well, let me tell you the outcome is she went from blanks
on her calendar to a six month waiting list.
To the event that she and I had met,
our first met, again, this is an expo, like a women's expo
that she had gone to for years up until,
as a person, she had a booth and a speaking spot.
She said, maybe I'll get like, we get hundreds of people
come to the booth over the two days.
Maybe we get like 20 clients, actual like paying clients.
That the first year, same thing,
hundreds of people stopping by the booth.
And, but after she spoke,
it turned into like 70 paying clients.
And she went from, she kept using that messaging
even on her website and everything.
She just led with her story and her before and after pictures.
And she went to a six month wait list.
And she's like, I cannot believe that that capacity
was there, that potential was there
just for me telling my story.
And I'll also say when she was presented,
when she, the MC didn't say, this is Dr. Anita Smith.
She's double board certified.
It was just like, oh, you know, friends, let's hear.
So Dr. Smith is gonna talk.
That was it, like, that's all she said.
I mean, there was some imagery that made it clear
that she was in the aesthetic space, but she,
and at first I will tell you also,
and I hope if anyone's listening,
if you have a coach telling you
and you're to talk in simple terms like this,
and you're fighting it, this was the essence of her fight.
So I can't just, I have to tell them
I'm double board certified.
They have to know that I'm a legitimate doctor.
I don't want them to think I'm some basement botox operation.
I'm gonna say, you're just, they don't need to know that
because what you're doing is talking way too long about you.
No one cares about you, Anita.
Sorry to tell you that.
No one's impressed.
They just need to know you're a dermatologist.
They can go on your website
and make sure that you're a legit operation.
Yes.
And don't lead with that
because it's basically humble bragging.
No one's impressed other than your mom.
It's exactly. Nobody cares.
And you're trying and money laughs at degrees.
Money laughs at your degrees.
It laughs at them and you hide behind them.
So you're gonna do what I say.
And you're gonna like it.
And you're gonna thank me.
I say that jokingly, we were,
and she's like, you're right.
And did I just tell you the theory of relativity here?
Did I just cure cancer?
No, I mean, it's just simple languaging.
And therein lies the complexity.
It's simple and it can be hard,
especially if you try to do this on your own.
If I'm trying to piecemeal together my framework
without the help of an expert like you,
I might get close, but like you said,
and I love that you said it,
one plus one plus one plus one equals four,
you cannot miss a number in that equation.
And therein is the challenge of business.
That's why 99% of business owners,
while 96 are failing within 10 years,
4% are surviving, hanging on.
They look like they're making it,
but you ask them, you talk to them
about what their experience is like,
where the revenues are at, how their employees feel,
what challenges are going on in their marriage, et cetera.
It's not a pretty rosy picture for 99% of those 4%.
And it's because they're turning in math tests
with 90% of a formula done.
What grade are you gonna get?
An F, you have to be able to put the whole formula together.
So I love it.
It's actually stage two of our power launch.
The reason why it's stage two of our power launch
is because stage one is me making sure
that I'm building with somebody who respects infrastructure.
And that takes a long time to figure out
is do they actually care enough about the principles
of serving people at scale?
Or is this vision really about the cash grab
because I wanna put my kids through college,
I want a bigger house, I want a bigger car,
I want another boat, I want a second house.
Aye, aye, aye, aye.
Like you said, people don't care how much we know
until they know how much we care.
And people don't really care who we are.
They need their Maslow's hierarchy of needs met.
They need oxygen, they need water, they need food,
they need money to sustain their lives.
They need friendship, family, belonging, et cetera.
There's a lot of basic needs.
And they know that the resource of money
is one that truly helps resolve
a lot of those basic needs that we have.
You are a godsend, you're amazing.
I absolutely love what you threw down in this episode.
If anybody wants to get in touch with Marina,
of course, the traditional social media channels
are an option and on the landing page
we'll have the social media links format.
Is there a specific place
that you'd prefer people reach out?
Absolutely.
And this is actually part of my model
that I don't even, I have basic social media presences
and I love social media.
I love everything.
But you're not gonna see me super active there.
The best thing to do is simply,
you can go to oneminutetalkfreeoffer.com
and you will get a copy of the Jane Talk,
the Jane the Weight Loss Coach.
This is the cover of it.
It's just like a downloadable PDF.
And then you will also be able to make a call,
to book a strategy call with me
or a complimentary no pitch strategy call with me
about making this work for you.
Or just visit my website, theoneminutetalk.com.
There's a free masterclass.
So theoneminutetalk.com is my website
or oneminutetalkfreeoffer.com
to get your own sample and a guide to creating your own.
And can I also talk, you just said about love
and that's what people want and also money.
So the organization that I devote as much of my discretionary
income and net proceeds to as possible
is the Trevor Project.
And the Trevor Project is an organization
that serves children who are born on the LGBTQ spectrum.
Yes, they were born on the,
they didn't choose to be there.
They were born there and who are facing discrimination
at home, in their place of worship, at school, in society.
And they're at risk for suicide
because they feel unloved and isolated.
And money helps it.
So I donate to them because it takes a lot
to run the organization that they run.
So anyway, that's also any procedure helping that too
when you work with me.
I love that.
And if you can help me gather the proper materials
to honor that, we'll absolutely add that
to the landing page as well.
So I'd be happy to support that.
I kind of wanna put you on the spot real quick.
Do it.
Let's do it.
One minute talk, Marina's stainless version.
Ah, okay.
So, okay.
So I was sitting in a business conference room,
chit chatting, scrolling on my phone
and a woman walks out and starts talking about her work
as a social media consultant, right?
Everyone went silent as she tells this heartwarming story
of how she helped her first client,
helped the client have her first $10,000 month
as a health coach.
She was very quiet.
She was very confident.
And then she asked people to come meet her at the backstage.
At least 50 people ran back to that stage, to that table.
And I was one of them, right?
And I invested $5,000 in her.
At least 10 other people did the same.
And I was thinking, wow, she just made like $50,000
in one minute using only her words, right?
I need to do that.
So I tried, right?
And I failed.
So I tried again and I failed again.
And I failed and I failed and I failed.
But then I stopped failing.
And everything I do now is what that is all about.
So if you need to learn how to,
if you're confused and overwhelmed
and you need to find how it is that you can talk
for one minute and turn it into a multiple five figure win,
I have retreats.
I have, now I'm kind of caught off guard here.
I don't have a back table to tell you to meet me in.
So meet me, so get my link in the chat
and let's start a conversation.
That was not my best work, but anyway.
You know what's awesome though?
You're human.
I once watched Tiger Woods
trying to chip onto the green
and he hit the golf ball over the green three times in a row.
And I was like, oh, oh good.
Even he does it.
It was one of the most liberating experiences.
It was beautiful Marina.
And when you have your next offer in place,
sometimes we're gonna have our A plus shiny moments.
Sometimes we're gonna have that point
where we trip on stage and fall on our face,
but get back up and rock it.
And you're gonna rock it.
I'm excited for the future and vision pros.
If you wanna reach out, please do so.
If you wanna reach out to us and share your vision,
please do.
I highly recommend paying very close attention
to this episode though,
because out of all the visionaries
who've been on our stage,
if you go and listen to what's the vision
for those that you serve,
you will see many, many amazing leaders struggle
to define, clarify and really put the magic
into the vision they have.
It's not because they have bad visions.
It's because they haven't learned
to articulate it appropriately yet.
And Marina is the source to do so.
Vision pros have an excellent day.
We'll see you on the next episode.
Thank you for being here today.
I'm really happy that you tuned in to Vision Pros Live.
I'm looking forward to seeing your reactions
as these episodes continue to move forward.
This is gonna get more and more fun.
We'll have more and more engagement as well.
We'll invite people to participate in the show.
And thank you for giving us your time and attention.
Have an excellent time.