Expert-Secrets full book

did a 90-minute presentation teaching about a concept, and then at the end they
made the crowd a special offer. I watched in amazement as hundreds of people
ran to the back of the room and gave this person thousands of dollars! It was so
exciting and, as I was counting how many people signed up and multiplying it
by his program fee, I realized that he had made over $100,000 in just 90
minutes! I knew at that moment that I HAD to master that skill.
So at my very first speaking engagement, I prepared a presentation that I
knew was going to be amazing and would cause people to run to the back and
sign up for my new program just like I had seen others do before me. I finally
got on stage, nervously gave my presentation, and made a special offer at the
end. But what happened next was shocking to me.
Crickets. No…body…moved. No one bought anything. It was so
humiliating, I spent the rest of the weekend in my hotel room hiding and eating
Haagen-Dazs and coconut shrimp and watching movies, because I couldn’t face
the other speakers or attendees. It was a total bomb!
I was so embarrassed, I swore I’d never speak or sell from the stage again. I
was going to sit behind my computer and just sell things online. But I discovered
that the skills I needed to sell online were the same skills I was lacking when I
spoke from the stage. So I decided to humble myself and learn. I didn’t want to
learn from people who were good speakers, but rather from people who could
actually SELL from their respective platforms (such as stage, teleseminars,
webinars). There’s a HUGE difference between the two.
What I discovered from the best people in the business was that teaching
the best content actually hurt sales. But learning how to identify, break, and
rebuild false belief patterns got people to take the action they needed in order to
change. I learned how to tell stories. I learned how to structure offers and so
much more. Then, for three years, I stood on stages all around the world, in front
of thousands of people, and tested the presentations over and over and over
again. I watched closely to see which topics (in what order) would make people
run to the back of the room with their credit cards in hand. I also paid attention
to what slowed my sales.
Then one day I decided I was tired of traveling and leaving my family
behind. So I quit speaking from the stage, despite the fact that I could bring in
$250,000 or more from a single 90-minute presentation. Instead I transferred
those selling skills to the online environment. I tested my script on teleseminars,
and then webinars. I used it for video sales letters, Facebook Live presentations,
and more.
Each time I presented using this script, I’d watch the response and make
tweaks. I did it over and over again, for years. A few years ago, I started teaching