Expert-Secrets full book

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between each question.3. The best time of day for your webinar depends a lot on yourmarket. I schedule my webinars during the day because mostpeople in my market are entrepreneurs who usually have morefreedom over their schedules during the day. Other markets wherepeople have 9–5 jobs usually require nighttime webinars. SoWHEN you present the webinar will depend on your particularaudience.4. I like presenting my live webinars on GoToWebinar.com. Someof my friends use WebinarJam or other software. Each system haspros and cons, so you have to figure out what’s best for you.5. Typically, about 25% of the registrants show up on the webinar.If fewer than 25% attend, focus more on the indoctrinationsequence, sending text message reminders before the webinar,emails one hour before the webinar, and again 15 minutes before.You’ve paid a lot of money to get them registered, and you’regoing to have to push hard to get them to show up.6. When I transition from the content to the pitch, I check howmany people are still on the webinar, and I base my closing statson that number. So if I have 250 people who are still on thewebinar when I start the pitch at the 60-minute mark, and I knowthat I typically close 15%, I’ll probably make about $37,500.What will your close rate be? At first, it will probably be pretty low. That’swhy you need to do it live so many times. When you have a 5% close rate, youhave a good webinar and are likely going to be profitable on the front end. Whenyou get it to 10%, then (I believe) you have a million-dollar-a-year webinar.When you get above 10%… Well, I’ll just say that at 15%, we did just shy of$10 million the first year. So it pays to keep refining your conversion rates bytweaking and presenting live presentations.STEP 6: SEND FOLLOW-UPS AND CREATE LAST-MINUTEURGENCY.As soon as a webinar is over, we shift focus to the replay campaign. Somepeople get REALLY intense with their replay campaigns, but the basics areurgency and scarcity. That’s what gets people to take action. I usually DOUBLEmy sales between the time I end the webinar and when we close down the offer
Sunday at midnight.Friday, Saturday, and Sunday you will deliver follow-up emails includingthe webinar replay link. The first day, I talk about what a great response we hadon the live call and offer them a chance to watch the replay…if they access itquickly. When the cart closes, the replay link disappears as well.Sometimes in my follow-up sequence I’ll send a PDF cheat sheet (similar toCliffsNotes) that briefly summarizes what we covered in the webinar or even aPDF version of my slides so they can see what we covered in the webinar. Somepeople are more visual learners who prefer to read text over watching a video.People are busy and they may not have time to go watch your 90-minutepresentation—but they WILL scan over your PDF. In this email, I also remindthem that the offer is only live until Sunday. These few days are all aboutamping up the urgency and scarcity. If people think they have all the time in theworld to buy, they won’t.On the last day, I send a couple of emails reminding them that the cartcloses at midnight. I recap the main reasons they should buy and leave it at that.It’s amazing how many people will hit the Buy button one minute beforemidnight!STEP 7: CLOSE THE CART.Sunday at midnight, it’s time to close the cart. The offer is done, and the Buybuttons are deactivated. That’s it. You’ve completed your Perfect Webinarfunnel.REPEATMonday morning, you start all over again with Step 1: Driving Traffic. Eachtime you go through this process, you will improve. You’ll figure out differentways of presenting that get more people to buy. You’ll answer more questions.You’ll fine-tune your ad targeting. The point is to never stop after one try—ESPECIALLY if you had disappointing results.No one showed up for Liz Benny’s first live webinar. She had a fewhundred people registered, yet for some reason no one showed up. She had spentmonths preparing, and not a single soul attended. But she didn’t give up. Shekept refining her process. And she wound up making just over a million dollarsin her first year.Would that be okay with you? If you knew you could make six or sevenfigures in a year, would you keep going in the face of disappointment? Yeah…
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EXPERT SECRETS
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EXPERTSECRETSTHE UNDERGROUND PLAYBO
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DEDICATIONTo Deagan Smith, who reig
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SECTION FOUR: THE FUNNELSSecret #17
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Information is how that’s done. I
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ACKNOWLEDGMENTSI wanted to start by
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WHAT IS EXPERT SECRETS?Expert Secre
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went to Home Depot and bought the p
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families were repaired, and people
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Growing up, Jacob always wanted to
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TO GROW AN EXISTING COMPANYIf you a
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SECTION ONECREATING YOUR MASSMOVEME
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SECRET #1THE CHARISMATIC LEADER /AT
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And it’s a tragedy for a couple o
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the ones who are a chapter or two b
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ocean, which is why it can be diffi
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Question #2: Are the people in this
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moves them to action and helps them
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the most money, is right in the mid
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Here is a quick recap of why each o
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simple thing to confirm the suspici
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Those are a few of the keys to beco
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your own cult-ure.Our job as expert
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create sales funnels to get rich, b
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I had made a million dollars in a s
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company, it was very difficult for
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Your cult-ure needs a Title of Libe
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We took the phrase we created to he
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I’ve broken down the elements of
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We are Funnel Hackers, and these ar
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to revolutionize the music industry
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Dan Kennedy once told me, “If you
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you could increase it in the future
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for the first time, they’re going
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Other times it’s actually switchi
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program. We positioned it as an opp
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But you can’t get good unless you
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“What’s the catch? What’s in
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WHAT, you need to give the class a
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ketosis. And that can happen even i
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most important steps.1. Find a hot
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and I look for people who are alrea
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gives you a really cool asset to us
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SECTION TWOCREATING BELIEFThe first
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implement this in my personal life.
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When someone believes they have to
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SECRET #6THE EPIPHANY BRIDGEAfew ye
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Now at this point you’ve had an e
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the emotional connection with that
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I take this new concept or word tha
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was freezing cold. My whole body wa
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years. He’s the guy that top scre
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• Make the character a victim of
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The Journey of Achievement This is
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In pursuing the goal, there must be
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SECRET #8THE EPIPHANY BRIDGE SCRIPT
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with the same things they are. When
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“Why is that important?”“Beca
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Now that you’ve had the epiphany,
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YOUR ORIGIN EPIPHANY BRIDGE STORYAs
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After I added a potato gun kit as a
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SECRET #9FALSE BELIEF PATTERNSWe al
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Or if your opportunity is about wei
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Bridge story will replace those old
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that could keep them from success;
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funnel in their market.False Belief
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SECTION THREEYOUR MORAL OBLIGATIONS
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this script and process to my Inner
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you’re selling a $97 product, you
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excuse.Element #6: Exclusive Bonus
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madness.) And while it may seem lik
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Notice that the three secrets are n
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SECRET #13THE ONE THINGIt’s time.
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2. Intro / RapportEarlier you learn
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My goal for this presentation is to
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6. Epiphany Bridge Story #1 (Origin
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For many people, the initial story
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Page 160 and 161: Finally, you’re just going to res
Page 162 and 163: back of the room to buy. If anyone
Page 164 and 165: SECRET #15THE STACKI consider this
Page 166 and 167: A big mistake people make is going
Page 168 and 169: Usually there’s a common reason p
Page 170 and 171: 35. The Problem This Tool Solved fo
Page 172 and 173: Here you introduce the next compone
Page 174 and 175: Do you see how this works now? You
Page 176 and 177: Now that we’ve given them the big
Page 178 and 179: Before you reveal the actual price,
Page 180 and 181: For years, I ended my sales present
Page 182 and 183: Now that they know they have nothin
Page 184 and 185: • Countdown clock for 30 minutes
Page 186 and 187: we ate, he started asking me casual
Page 188 and 189: exchange is greater than keeping th
Page 190 and 191: So now I’ve told you how the whol
Page 192 and 193: Type in www.__________.com. On this
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Page 196 and 197: SECRET #17THE PERFECT WEBINAR MODEL
Page 198 and 199: sign-up page. Whatever I can do to
Page 200 and 201: So yes, eventually I will suggest t
Page 202 and 203: Sometimes I tweak my headline to in
Page 204 and 205: One of the biggest secrets about th
Page 208 and 209: me, too.What happens if you get gre
Page 210 and 211: wrote a book called The Question, w
Page 212 and 213: one of these three things, you can
Page 214 and 215: Great! Here’s how it works. My fe
Page 216 and 217: this book as guidelines.Question #1
Page 218 and 219: F. What Epiphany Bridge story do I
Page 220 and 221: 2. You built an improvement offer a
Page 222 and 223: them into every funnel we have.Ther
Page 224 and 225: told them about the new opportunity
Page 226 and 227: SECRET #22FILL YOUR FUNNELThe milli
Page 228 and 229: From there, I drilled down into a s
Page 230 and 231: WORST time to contact your Dream 10
Page 232 and 233: product that you both promote and b
Page 234 and 235: having me or my team work with you
Page 236 and 237: REFERENCESAbagnale, Frank with Stan
Page 239 and 240: Table of ContentsTitleCopyrightCont
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