Joel Erway | The Fastest Way to Conversion, the Simplest Way to the Sale

Even in the Internet era, an in-person sales presentation can be a very effective way for certain businesses to market their products or services. This week’s guest, Joel Erway, Chief Strategist for the Webinar Agency, has found a way to blend these direct sales methods with digital marketing strategies to create a blockbuster selling tool. He does it with webinars – but unlike any you’ve seen before. In the process, he’s helped his clients increase revenues in a big way. One went from one sale a week to 14 – a 1,300% boost!

In this episode, Joel reveals what makes his “next generation” webinars – and entire marketing strategy – different… and so powerful. If you’re a professional service provider, this is worth a listen.

Tune in now and you’ll learn…

  • Where most online sales presentations fail… and what to do about it
  • Techniques for appealing to the most skeptical buyers
  • A strategy to bridge the gap between digital marketing and live sales
  • Ways to avoid getting tripped up on metrics that don’t matter
  • How to draw on past skills to fuel success now

Mentioned in the show


Our guest is Joel Erway. Joel has gotten more than eight years’ experience with sales presentations and he’s the go-to consultant for many of the top performing digital marketing sales webinars. He’s the Chief Strategist for the Webinar Agency and he helps direct winning strategies for his clients and he works with people who get paid for what’s between their ears, whether it’s consultants, coaches, and professionals. I love what you’re doing and I’m a big believer in webinars as well. We use them a lot, so welcome to the Unstoppable CEO.

Steve, super happy to be here. Thank you for the invitation and happy to be an open book and share whatever I can.

Before we dive into what you’re doing now, give everybody a little bit of context. How’d you get to this point in business?

Everyone’s got a unique story. I love listening to unique stories because when you look at somebody at face value when you first meet them, you never know what the backstory is. For me, I had no idea of even wanting to become an entrepreneur until maybe about five years ago. I was born and raised educated as an engineer. I went to Rochester Institute of Technology for mechanical engineering. I graduated and landed a job at a design firm where I was designing heating and cooling systems for commercial buildings, schools, hospitals, such and such. After about seven or eight months, I was like, “This is not for me.” I spent five years in college, four or five years, whatever school you go to, in college. You do your internships and then you land a job and you realize, “There’s no way I could do this for the rest of my life.”

I was sitting down at a computer, I was drawing CAD. I was very bored. “I need to look for something else. My education is in engineering.” Every once in a while, we’d get sales reps come in and they would give presentations and they’d say, “You should design around our equipment.” I didn’t know what they did. As a design engineer, I didn’t know how they got paid, how they made money, but when I started looking for other opportunities, I saw that one of those sales reps were hiring. I’m like, “I need to figure out something different. I know I don’t want to sit behind a computer. I don’t nothing about sales, but I know a little bit about engineering. I’m going to call him and just see what happens.” Turns out I got the interview, got the job offer, and thankfully, I took it.

I was there for about five years, learned a lot about sales, learned a lot about I call it ‘old school marketing’ because what we were doing was cold-calling. It was a lot of grit and it was a lot of hard work. I learned a lot of lessons and that’s what sparked my interest in the world of business and entrepreneurship. I struggled for the first couple of years. They wanted me to start a brand-new territory in Buffalo, New York. I did. I was pounding the pavement, growing the territory. After a while, I realized that our biggest opportunity, our biggest weak point was our sales presentations because just like back when I was an engineer when sales reps would come into our office, they would give a presentation, we would have to go do that same thing.

When we were giving those presentations, we were having no call. Nobody was taking us up on, “You should come work on this project with us or let’s talk more.” We’d pay for lunch, give them a presentation and they say, “Great presentation,” and they’d go off. That was when I started to figure out. I was 100% commission only sales person. If I didn’t sell, I didn’t make any money. I was flying around the country learning about the different products that we were selling. I made a commitment at one point that I need to write my own presentations because the way that it was set up was like a dog and pony show.

 What's unique about the digital world is that you can see much quicker results than the sale cycle in the construction world.

What’s unique about the digital world is that you can see much quicker results than the sale cycle in the construction world.

Once a month or so, we’d have one of our manufacturers that we represented, and we represented 30 or so different manufacturers. They would fly in and I’d take them around, a dog and pony show to every single one of my customers and give them the presentation. Hopefully somebody calls us back and most of the time, it didn’t happen. These presentations were awful. I would see these engineers just fall asleep as we were giving these presentations. As I’m flying around and learning about these different products, I made a commitment. Every time I hit a layover, I would buy a book on how to give an effective sales presentation. After three or four or five books, I can’t remember how many, I started to see a pattern of what all these books we’re talking about. Then I saw the gap that we had in our own presentations.

I took over the presentations and I rewrote them. I gave them myself and that’s when everything changed. We went from $500,000 a year to $2 million a year because we changed the art of the presentation. That was my first exposure to effective sales presentations. Fast forward a few years, we’re having a lot of great success, but I was burned out at my old job. Then I ultimately caught the Itch to become an entrepreneur. I left my job and started to go out on my own. I failed a couple of times before I discovered that the people in the digital world, they also need help with their sales presentations. What’s unique about the digital world is that you can see much quicker results than the sale cycle that I had in the construction world, which was good for me because that gave me a bigger opportunity for my services.

Sometimes it would take us six months to two or three years to even see a whole project through and collect the commissions. It was very frustrating. In the digital world, you can do direct selling webinars and so there’s a big opportunity. In 2015, I started consulting on sales presentations on webinars. My first client that I took over, he was doing a direct selling webinar that was selling how to build a business on Amazon course for $4,000. He was running it live once a week. I helped him revise this presentation in two weeks and I delivered it on his behalf, the first client that ever tested. We went from doing one sale a week to doing fourteen sales that first week that I took it over. He went from making $1,000 a week to $14,000 a week, and the rest is history. I saw those as a huge opportunity and I stayed in my lane and I went from there.

It’s interesting how many people in marketing that come from an engineering background. That’s where I’ve come from. One of the guests that I had on, he’s up in upstate New York as well, Mitch Russo. He also has an engineering background. They’re quite a few of us former engineers who are in marketing. It’s interesting to see people make that transition. Every time I tell somebody that that’s my background and they go, “What are you doing now? How does that relate?” It’s funny, but the two disciplines are very complimentary because in marketing, it’s all about looking at a system. You’re selling system in this case and breaking it down into component parts and then optimizing each one, which is essentially what you’re doing in almost every engineering exercise. I find it very interesting to come across so many people.

I’ve thought the exact same thing, Steve. It’s very fascinating. It’s one of those things, ideas in the back of my mind. I want to dive into that, more like figure out what is that common thread? I’ve seen something very similar. I meet a lot of former engineers who go into sales and marketing or digital marketing and I’m like, “What’s the connection here? I don’t see a lot of liberal arts majors that are playing in this role, but I see a ton of engineers. Why?”

I used to always joke to people like, “How did you get into sales? You’re an engineer. Most engineers don’t want to do that.” I said, “Yes, I was the one that could talk to the humans.” I got volunteered. It’s a fascinating story and it resonates with me because I built my first firm, which was an engineering consulting firm on the back of doing presentations, but this was all, for the most part, pre-internet. We did a few webinars before I ended my involvement with the firm, but mostly we had the dog and we had the pony. I’m not sure which one I was, but we take them in and be in front of people. It’s such a powerful way to sell. I’m excited to dive into more about that. You mentioned that it took a couple of tries before you got a business that worked. What was it like going through that and what were some of the things that drew onto push past those challenges?

I love talking about this because for anyone who’s just starting out or exploring if they want to do this, I love telling this story. Looking back at it now, hindsight is 20/20. You can tell what you did right, you can tell what you did wrong. This transitions well into where we are right now in terms of the company, in terms of the business and what we’re focusing on right now. Number one, and I don’t recommend this for anybody, absolutely don’t do what I did, I left my previous job. It was a six-figure per year gig. I’m doing very well, but I was completely overworked. That was the tipping point.

As a 100% commission only sales person, normally your bosses are saying, “You need to keep working and working and working. Sky’s the limit. Unlimited income.” It’s always the selling point for commission only sales. I was completely burned out. They kept giving me more. As I started growing and as sales presentations were affected, they kept giving me more and more territory. I went from just Buffalo only, so at Buffalo, Rochester. Then Buffalo, Rochester, Syracuse. Then Buffalo, Rochester, Syracuse, and the southern tier. “Every so often, you’re going to go to Albany too.” They still wanted me to do cold-calling door-to-door sales, like knocking on our customers’ doors.

Nobody wanted that. I got rejection every time. That’s when I got introduced to the world of email marketing. I created a free MailChimp account. When I had this massive territory, I put all my customers into this email database, which is 120 people. It wasn’t huge. I started doing twice a week email newsletters talking about my products. The content was great. I would get email responses saying, “You should come in and give a presentation.” That a huge light bulb moment versus me going to them and just saying, “Here’s some content if you’re interested, reach back out.” That alone was a game-changer. I digressed because it’s not that all that relevant.

My journey was I got burned out and I said, “I like this idea. I can do this on my own,” so I just quit. I put in my notice and I didn’t have any other income coming in. That’s what I don’t recommend it. It’s very risky. I had some savings, but I burned through that pretty quickly too. I had left my job and I took a week off to do nothing because I was in a very poor health state. When I was working for my previous job, I was sleep walking. I was not getting a whole lot of sleep. I didn’t look overweight or anything, but I knew internally my mind needed to reset. I took a week off and I did nothing. I didn’t focus on business even though it was always in the back of my mind. I made a commitment not to do anything. I want to walk every day, just like my own personal mini vacation. My wife is awesome. Thank God for her because she took her a while to support me, but she was like, “If this is something you want to do, then let’s do it.” I started reading books and I’m like, “I’m an engineer,” so I started to figure out what I like good at. I’m an engineer. I did pretty well my own career, so I’m going to teach other people how to level up in their career. My first idea was to help people pass the fundamentals of engineering exam.

 As long as I don't give up, I think I'm going to figure it out.

As long as I don’t give up, I think I’m going to figure it out.

I had a unique way of how I passed the FE exam, a very simple study guide approach. Steve, you’re probably familiar with what the FE exam is. It’s basically like a final exam of all your engineering topics plus some chemistry and some other random topics. I had a unique method for how I studied and passed. I wrote a mini study guide on that and I published it on Amazon. It still makes me about $100 a month to this day, three or four years later. That was my first venture. I’m not going to be able to even live off of that, but I decided to go into that realm and coach other people how to pass the exam. I was doing some tutoring services at first, charging about $1,000 per student and I was doing okay, but I was spending money on paid ads. I was doing webinars and I was attracting people to my course and my programs. Then I decided I didn’t want to help engineers. They were some of the most difficult people to sell to because they’re super analytical. They question everything. It was like pulling teeth. I’m like, “Why did I choose to do this?” I did that, sold a few of that. I did okay with that but then I transitioned to, “I’m going to teach a course on how to level up and ace your job interview and how to position yourself as a high-valued engineer.”

I created a course on that and we started running some webinars and paid traffic. I sold some of that, but it wasn’t anything to even build a business off of it. I was losing money. After my six or seven months, I also tried to start a couple of software companies and that failed. Lots of trial and error and I ultimately ran out of cash. I hired a mentor, paid him $10,000 to help me with my marketing. I was about three months into that, that’s when I hit rock bottom and completely ran out of cash. I’m like, “I’m not going back to corporate America. Even though I’m struggling with this, I enjoy it. I see the light, I see the opportunity, I see other friends that are making money, so I know it’s possible and it’s just a matter of time until I figured it out. As long as I don’t give up, I think I’m going to figure it out.” Because of my commission-only sales experience as an engineer, this is what helped me push through. When I ran out of cash, I’m like, “I need to find that opportunity. I need to go find another way to make money as a freelancer so I can support this and support the family, etc.”

I put my hustle and grit to work and I reached out to people that I knew in my network. I was pretty honest with them too like my close friends who I was asking for work, I asked my mentor. I called him up and like, “I love what you’re doing, and this is no means a reflection on your training or your mentorship, but I just ran out of cash. I ran out of cash for paid ads and whatnot. Can I sell your coaching program? Do you need to phone sales person? Can I sell your coaching program? I’ll vouch for it and I love it.” He called me back, “Our leads are all set. We don’t need any phone salespeople, but I want you to reach out to this guy named Jason who is looking for a phone sales person.

Jason ended up being the guy, my first webinar client. He originally thought he wanted a phone salesperson to follow up with all the people who didn’t buy. When we connected, he’s like, “Follow up with all the non-buyers,” which was pretty much everybody, “and get them to, to purchase.” He’s like, “Watch this webinar, so you know what you’re selling and then give these people a call.” I watched the webinar and I realized there’s a huge opportunity with the webinar. I didn’t have any phone sales experience. I was a hustler. I was a grinder. I wasn’t charging anything. I was going to be commission only. That’s what we finally opened the door and opened the opportunity for the webinar agency.


It’s always interesting to hear the path people take because I’ve yet to find it be a straight line. Everybody’s got their little zigzag that they go through. It’s interesting that you came back to a skill that was developed much earlier on. It sounds like you didn’t maybe recognize. You discounted it a little bit. You didn’t go to that first. It’s always interesting to see the path people take and that’s educational. It’s interesting that you didn’t want to sell to engineers. God love them, but they are some of the most analytical and skeptical people you’ll ever try and sell anything. It’s an uphill battle. I want to get into what you’re doing with presentations. I know you’re working with a lot of professionals and consultants and folks like that and helping them craft a presentation that works to get appointments and get clients. Tell us a little bit about what you’re doing in the webinar agency and how you’re helping people.

I want to talk about where I struggled and where my focal points needed to be and this is how it relates to webinars and sales presentations and where we are now. When I first got started out and I was even doing webinars, I was all obsessed with things that didn’t matter. I was overly obsessed with Facebook ads and the thousands of metrics that you can get tripped up over with Facebook ads. Then I jumped into this world of marketing automation and that intrigued me and I had to shut that down for me because it was like playing a video game for me and I enjoyed it. It was too many choke points. I was finding too many spots where I didn’t know what to optimize.

The reason why we focused on sales presentations is because it’s the fastest way to the sale. It’s the fastest way to conversion. You promote it, they sign up for the webinar, watch the presentation, and then they either buy or they don’t. Over the past two and a half years that we’ve been doing the sales presentations officially as the Webinar Agency, that’s always been the way that we view presentations. How can we simplify it? We put a huge emphasis on direct selling webinars for a long time and we did very well with that. We’ve done seven figures and we’ve consulted on or built over 100. We’re very good at that. There came a point where we were struggling with our own internal lead gen and we were running our own webinars, automated webinars. We were doing other campaigns. I was getting really frustrated with how difficult it was to drum up and generate leads and sales for our business. At the end of 2016, I had been trying everything under the sun and our auto webinar was doing fine, but internally for me, “We’re offering a done-for-you service.” I was doing an ad to a webinar and then pushing them to an application with crazy campaign follow up sequence. It was costing me, anywhere between $200 to $400 cost per application. It was expensive.

We had a coaching program that was $8,000. We have some no-shows and the whole nine yards. Our cost per acquisition was $2,000 or $3,000. Then after I pay my sales guy and all the ads, we weren’t making a whole lot of money. We were still profitable, and it was working well, but I’m like, “There’s got to be a better way to do this.” At the end of 2016, I was thinking to myself and I was stressing out over this. It was one of these a-ha moments and I was literally lying in bed. I had been testing all sorts of different campaigns and promotion techniques. I was lying in bed, it was 11:00 PM,

I was laying down and I literally fired out of bed and my wife was used this by now so she didn’t even wake up. I jumped out of bed and I ran downstairs to grab the laptop because I had an idea. It was one of those things that Tim Ferris had, if you do the exact opposite of what everyone’s trying to do right now, what’s going to happen? I decided to do just that. I wrote an ad that was very direct. I was making an offer, trying to attract my ideal clients. I said, “If you’re interested in this, if you’re interested in having us do a done-for-you webinar, sign up here. Before you apply, let me give you some proof. I’m going to give you a case study. We’ve got tons of case studies, but I’ve got a great one. If you’re interested, let me prove to you what we can do. Here’s a case study and then apply.”

 Until you get to save $50,000 a month or close to a million dollars a year, you don't need to focus on any optimizing techniques.

Until you get to save $50,000 a month or close to a million dollars a year, you don’t need to focus on any optimizing techniques.

That ad I wrote, it was 11:45 PM. I’ll never forget because I time-stamped it in the ad. I love writing copy. I love writing advertising copy. It’s 11:45 PM and I hit publish on the ad and the next morning, I woke up to just a bunch of applications from paid traffic, which was great. I also love paid traffic. I’m a huge believer in growing your business and paid traffic is the way. I flipped the sales cycle on its heads rather than pushing people to a free automated webinar. I did this thing that we’re calling a mini webinar because we’re still incorporating a video, but it’s eight to ten minutes. It’s very, very short. It’s very, very direct.

We’re not attracting any freebie seekers and we’re just saying, “If you want this, let me give it to you. Let me give you some proof. Let me give you all my case studies and all the people that I’ve worked with.” Don’t push the people who want done-for-you services, high ticket services, coaches, and consultants who have group coaching programs. The people are going to pay $5,000, $10,000, $15,000. They value their time more than their money. Your marketing campaign has to reflect that. That was the biggest a-ha moment as I was testing this campaign over the past ten or eleven months because I was refining it and coming up new versions. We’ve got a great system now that has been producing quality applications for $30 to $50. People who are ready to pay multiple five figures for a program or service. That’s what got me excited. That’s what we’re working on with the Webinar Agency is teaching this mini webinar method that is reverse what the typical lead generation system methods are. That’s what’s getting me excited.

We have and had a very probably a similar experience. We have an automated webinar that works great and gets application. It has driven our growth over the last couple of years. That’s a fantastic flip on the strategy, just to go direct. One of the things that I see people making mistakes with all the time and you’re alluded to it with is all the different things, all the little toys you were playing with is that I see a lot of people look at everything that’s out there on marketing and they go, “This is a linear process. I’ve got to start with a lead magnet and then maybe an ad or a blog post or a guest post or something that drives to the lead magnet. Then I’m going to put them on a drip sequence and they’re going to go through that for x number of days. Then I’m going to offer them a next step.”

The best way to build it, if you want to make money is the reverse. Start with the sale. If you’re doing sales manually, what’s the number one way you can create some leverage with that? Instead of being in front of one person, be in front of at least two. We go through this with our clients often. They’re all selling high ticket services and if all you did was make the shift from trying to sell one to one, go into every networking event in town and you just put together a room five people that are likely to buy from you, you’ll probably get two or three right then and there without having to chase them all over town. Maybe you want that whole automated marketing funnel in there but build it backwards and you get to make money as you go, self-funds. That was a big epiphany for me as well.

I truly believe that until you get to save $50,000 a month or close to a million dollars a year, you don’t need to focus on any optimizing techniques. The funnels that we’re building for clients, there’s no email sequence. When I say we wanted to go as simple as possible, we’re going as simple as humanly possible. People focus on the details that don’t make them money. It took me a long time to figure this out. It’s simple when we figured when we figured it out, but it took a lot of trial and error and money to figure it out because in the world of digital marketing, one of the ways that people make money is they sell you a complex system because that is a perceived higher value.

If you come right out and say, “I want to show you a one-step process for how to attract unlimited high-end clients,” it’s not as sexy as, “Let me show you this hyper-responsive dynamic campaign method that’s going to hit every single prospect in the world.” Somebody who wants that, that’s probably an eight-figure business where they’ve got gobs of traffic coming in and all sorts of different leads that are coming in. I’m not saying that that’s not necessary, but until you’re hitting at least a million dollars a year in revenue, go attack one client until you can’t find anymore. Most likely, that’s not going to happen. There’s always going to be people. That’s when you start building up those crazy campaigns.

The $1 million mark is a great threshold. It’s been a year or two, but the last time I looked at the Census Bureau of stats on this, only about 4% of the businesses in the United States were above a million in annual revenue, which means 96%, whether they want to admit it or not, is below that level. You don’t necessarily need a thousand clients next month to be successful, but if you got four or five or ten, it probably changed your world.

Most people just want one extra client. They’re really struggling. They’re like, “I’ve got this expensive campaign system that’s set up.” It’s just not working. They’re happy if they get one in the next week. For lack of a better word, the bar’s set pretty low to try and help shift these minds of people who are struggling, but it’s hard to sell that.

It’s hard to sell that, but that’s the good news. If that’s what it takes to improve your world, you don’t need a lot of complicated stuff. You need one simple ad that drives to an application, in your case. That wasn’t so simple to come up with. It took a lot of time and experience to go through. It doesn’t have to be this big complicated thing and that’s one of the things that we try to communicate continually with our audiences that so much of what’s out there over complicates what has to happen for you to grow. You can push away the noise a little bit and focus on just the one or two things you need to do right now to get to the next level. Then you can worry about where you go from there. I’ve always found that if I try and think too many moves ahead, by the time I get two moves down the line when I’ve already predicted ten ahead, everything changed at that point because they got new information. We make our lives too complicated a lot.

The motto for 2017 was, “Make the dang offer.” That was my motto. There’s people out there, many of which I hold very high respect for, they throw stones at the direct response marketers. They call them fiends or they’re vicious, but I’m making the offer because I want to know what people want it or not. That’s what I want. A lot of the clients that come to me, they’re like, “I’ve got this program,” they’ve landed a couple of clients here and there, but “I’ve got this program,” or “I’ve got this service that I offer. I can’t find a way to get consistent clients.”

 The people who run personal development courses, they're great people, great hearts.

The people who run personal development courses, they’re great people, great hearts.

When we dive into their business, we realized like, “Personal development is the one that I struggled with the most.” The people who run personal development courses, they’re great people, great hearts. I love them to death, but sometimes it’s difficult to sell woo-woo and like, “I want to help you find your passion.” Who on earth is going to pay money for that? We have to do is we help have to help them. You landed three clients with the past four months. They’re probably close friends or you had long conversations with him and eventually they’re just like, “I’ll join it.” You have to find something that people actually want. The number one thing that we do with our clients is we’re helping them make an offer and craft that offer that is going to be more wider market appeal that people are going to sign up for.

Then we just get it out there. We get the message out there and see what the response is. I can’t guarantee that the first offer we’re going to create for them is going to crush it. Everyone’s market is different, but when we start making offers and we start getting response, we are going to find the winning offer. A lot of times it doesn’t take long. We worked with a client and within one day we generated an extra $27,000 in collected revenue. We created his offer and he launched it one day later. Within four days he collected $27,500 in new revenue, which was the most he’s ever done in one month. It can happen that fast. Just make the darn offer.

Don’t push it down the line so far. Don’t be afraid to sell. There’s good reason for that. If you go back to the ’60s to Breakthrough Advertising by Eugene Schwartz, he lays out the five different levels of buyer sophistication essentially. You do have a percentage of people who are ready right now. They already know everything they need to know to buy and they have the need right now. If you take that person and try and stick them into a 52-step follow up sequence, which culminates the offer, you’ve lost them. You have to have a system that accommodates that person and the one that needs the 52 steps. To do that, it doesn’t require any kind of automation at all. You just need to make the dang offer. Then have a way to follow up once a week or once a month or whatever for a long time.

When you look at the pyramid of the different market segments, when you go to the top of the pyramid, it’s the smallest segment, which are the people who are ready to buy right now. It depends on who you listen to. They’re like, “You want to make sure that you’ve got a marketing system that encompasses the biggest piece that the market.” When in reality, that small segment, whether it’s 2% or 5% of whoever you listened to that predicts what that percentage is. When you look at the numbers, especially for service providers or coaches or consultants, going after that piece of the pie, which is going to produce your highest revenue generator in terms of your per-ticket sale, there’s enough people in there to go after and just make the make the darn offer.

People are scared that that’s the smallest percentage, but there’s tens of thousands if not hundreds of thousands or millions of people in a particular market. That segment could be, even if it’s just a couple thousand people, if they’re ready to buy now and you get your market out there, you get your message out there, your offer out there, you can be very profitable just targeting them. At some point, I do believe you can build a million dollar. If you’re selling let’s say a $5,000 plus ticket offer, there’s enough market segment in there for most people to hit $1 million a year. Let’s say bare minimum $500,000 a year. Just going straight and promoting to them. Then that’s when you worry about building out your sequences and building out other ways to get the people who were down below to open up your market a little bit more, who are not ready to buy yet and going down the awareness cycle. That’s my internal belief and it’s been working very well.

It aligns with the way we work as well. Started the sale and work your way backwards, and you’ll be just fine. Joel, this has been a fantastic conversation and I want to make sure that folks can find you. What’s the best place for them to go and find you?

We got two places that they can go and check out our free content. We’ve got our own podcast called Sold With Webinars where we talk about how to sell with webinars. We’ve got at this point 30 podcasts live and some of our best content out there and we go deep. I do an interview style podcasts, very much similar to what you’re doing, Steve. I love these podcasts. I had a blast, first of all, so you can go check out the podcast at You can go subscribe there or go check out the You can poke around and figure out what we’ve got to offer. We’ve got live events that we’re doing and programs and consulting baggage and the whole nine yards. If you’re interested, then by all means, you can go check out what we’ve got to offer there.

You’ve got a dozen people coming to Buffalo in the middle of winter, to Niagara Falls in the middle of winter. You clearly know something about persuasion because that’s got to be a hard sell.

It wasn’t as difficult as I thought it was going to be. What was funny was I kept the same theory, which was just make the offer. You still have to build desire and build interest. When I opened up the offer, we had one person jump on it right away and I was like, “I hoping to get three” because it was the first time that we’ve ever done a small event and I’m excited about this. I’m trying to bridge the gap between digital and live to fill my own personal fulfillment needs. I love face-to-face interaction and while digital is great and I’ll still work with people digitally and we still have our coaching programs that are all done digitally, I want to have that human interaction and meet with them, shake their hand, help them in person. That was the whole goal that I wanted to do for the live event. Right now we’ve got eleven customers that are coming to Niagara Falls in December. It’s going be a lot of fun, but we’re diving deep into this mini webinar method, which is the very direct approach to landing high-end offers and high-end clients.

 You have to find something that people actually want.

You have to find something that people actually want.

We do a quarterly workshop in our Elite Mastermind. I’m down here in Florida and it’s neat to watch because the things that might take in a virtual environment might take four weeks, five weeks, six weeks for somebody to implement because they’re working on a part-time. We can put them in a room for a day and then walk out done. You’re going to find that it’s a good format for moving your best clients for. Congratulations on getting that launched. It’s a blast to do. It’s always fun to get together with people.

We’re excited about it. I’m pumped about it. I can’t wait to share the results and work with those people one-on-one.

Give everybody the URL to find you. I want to make sure they can track you down if they want to learn more. and the You can check out those links and that will point you in the right direction.

Thanks for investing some time with me. It’s been great having you on. 

Thanks, Steve. I had a blast.

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