- Let's talk about pillar number four.
You want to make your high ticket offer.
Your webinar is your bridge between your potential clients
and your high ticket offer.
Your webinar is your what?
- [Audience] Bridge.
Bridge between your potential clients
and your high ticket offer.
I've touched a little bit on this.
That's why it starts with your offer.
What you sell, do people actually want it?
Does it work?
Are you world class at what you do?
My stuff doesn't work for you if you're not good
at what you do.
I can tell you point blank.
- [Announcer] The king of high ticket sales.
World's highest paid consultant.
Media celebrity.
Multi-millionaire entrepreneur.
Acclaimed TedX speaker.
International best-selling author.
Dan Lok.
(dramatic music)
- But if you're truly good at what you do,
what you do is unique and you offer value,
from this now you build from there.
You have your offer that can help people,
that can help them in whatever areas in their life,
and then you have your webinar.
The webinar is the bridge, is the bridge.
The webinar itself is a vehicle.
It's not about doing the webinar.
It's to make them understand, hey I've got this great offer
that could help you.
Take advantage of this.
Right?
So here's my golden rule:
No matter if they buy or not,
I want them to walk away today, when?
Today.
Feeling inspired, excited, and driven to take action.
Whether they buy your product or not,
they buy your service or not,
they sign up for this call or not,
you want them to walk away with value.
Very, very important.
You don't want the yucky feeling of
"Oh, I got this webinar and didn't learn shit from it."
Right?
You want them to walk away feeling inspired,
excited, and driven to take the action.
And sometimes, what I like to do,
I tell them right from the beginning of the webinar,
that for those of you watching this webinar,
probably 90% of the people watching this webinar
is not a good fit for what I do or my offer.
That's okay.
I'm going to make sure they get a lot of value from this.
So it takes the pressure off.
It's not for everybody, right?
Give away your best stuff.
Now going back to your, Desmond, your question,
your best stuff, you want your prospects to say,
"If this is free, I can't imagine
"what the paid stuff looks like."
That's the kind of feeling you want.
Oh, the free stuff is this good,
oh, the paid stuff must be phenomenal.
You want them to get that feeling.
It doesn't mean you're giving the farm away.
- [Female] Yeah, there's something I just wanna run by you.
What I heard is, and it took me a long time
to figure this out, is tell them,
is, uh, uh,
tell them what they need, like what to do
but not how to do it? - That's correct.
That's correct.
Right, that's always, like, what I like to do.
- [Female] It took me a long time to figure that out.
- Yeah, what to do, so steps?
Ways?
Yeah.
What to do but not how to do it is the best.
First then, you won't overwhelm them.
They don't feel overwhelmed, they don't feel confused,
so just, yeah, what to do, steps, secrets, ways,
mistakes to avoid, myths, awesome, awesome.
Because it creates the desire,
it tells them that there is something
about what they're doing that's not working, right?
So now to solve their problem is,
they need to do business with you,
so it bridges the gap, right?
That's what I'm talking about.
Your high ticket offer is always the next logical stop.
Your high ticket offer is always what?
- [Audience] The next logical step.
- Yeah, you start with that.
And that's a challenge.
Most entrepreneurs, their offer, it's so bad.
It starts out with the offer, the messaging is bad.
The offer is bad.
When you go in the marketplace,
they underestimate what it takes
out there in the marketplace to get people to buy.
Please write this down, they underestimate
what it takes to get people to buy.
And that's why they struggle
for many, many, many, long time.
So you want to make your high ticket offer.
So there's an art and science on making the offer
in a natural, comfortable, and respectful way.
And the respectful comes from you're not attached.
You're not saying, "Buy, buy, buy now.
"Please buy now.
"If you don't buy now, I mean, the world's gonna end.
"Buy now."
Here's what I have.
Here's who I help.
Here's how I think it would help you.
Here's who I work with.
Do you fit that criteria?
You see a difference?
Yeah, do you fit that?
If not, that's okay, no hard feelings.
You fit the criteria, apply.
And there are several proven formulas
for presenting your offer and making the close.
I'll just give you one.
How many?
I'll just walk through one that I have.
Okay.
And before I get into the formula,
please don't let perfection get in the way of progress.
It will never be perfect.
Forget trying to create that perfect webinar.
Do not let your webinar slide creation
delay the launch of your webinar.
Look how many typos I made today.
Who cares?
Nobody remembers.
The slides are always, what is it?
- [Audience] Always.
- A work in progress.
What is it?
- [Audience] A work in progress.
- It's never done.
I tell you, your webinar is never done,
because as your webinar is working, you're tweaking it,
let's say it's converting at 10%.
Do you want it to convert more?
Why would you not?
You might tweak things, you might change your offer,
you might change the opening, you're tweaking it.
Oh, let me make it better.
Or you might go back to your landing page,
well it's converting 30%, that's nice.
But what if I kind of split-test a headline,
maybe it would convert at 35%, right?
It's always a work in progress,
so don't try to make it perfect.
Your webinar creation may take up to a couple weeks
from start to finish.
Maybe a couple months, depends on your productivity.
Give yourself some time to leave it
and come back to it after a few days with fresh eyes.
Victoria, how long it took
to create our webinar here, right?
Our webinar, from, you thought it would take how long?
- [Victoria] I thought it would take two weeks.
- Two weeks.
And eventually it took how long?
- [Victoria] Two months.
- Two months, right?
You thought it would take two weeks
and we're still tweaking it.
We're still tweaking it, right?
Again, it's always a work in progress.
Just get something up, get it launched,
get some data, tweak it.
The problem is, and Kevin sent me the email,
it is when you get data, you don't question the vehicle.
You need to look at this and make intelligent decisions.
Instead of just saying, "Should I switch
"to a veto sales letter?
"Should I switch to an application funnel?"
Yes?
- [Male] Most webinars are, I think,
I don't understand how they convert,
'cause like either the slides are horrible
and it's just the slides, you don't see the person.
Is there a way to be able to do that,
to have both, like, where they can see you and the slides?
Because I know that, like, when I can get in front
of someone, I can sell them better if they see me,
better than just hearing my voice.
- Yeah, I'll show you an example.
Matt likes to do that.
He likes to have a little, on the webinar,
you have a little corner where you can see the person,
and then you have your PowerPoint.
Personally, I've always sold through just PowerPoint.
Because for me, I can be more focused,
'cause I'm going through the fucking script.
I'm not looking at them.
I don't want to look at a camera.
I'm going through slide by slide
and that's the thing, you want to script your webinar.
You don't wanna get on it and just wing it.
Every word, every story, every pause is fucking scripted.
That's how you create predictable results.
Everything is scripted, 100%.
Then you can tweak different parts of it.
So going back to your question, I prefer
to do the face-to-face through the video,
a lot of this stuff, before.
But the actual webinar, myself, I like just PowerPoint.
It keeps it simple.
They focus on the message.
I don't want them to look at my face,
"Wow, is his hair done correctly?
"I don't like the shirt and his collar."
I don't even want that in the radar.
I don't want them to think about it.
Hmm?
Yeah, you can, I'll show you an example,
you can easily do both.
I'm just saying I don't like it, right?
But you can do both if you want.
I'll show you an actual opening of Matt's opening,
because I think it's pretty interesting.
You've been watching my videos for some time now
and you might be wondering, "Dan, how do I go
"to the next level?"
Or, "How could I be mentored by you?"
Here's what I want you to do, my very first assignment
to see if you qualify.
I want you to go to f u money dot com
to download a copy of my book.
You can't even do that, I cannot be your mentor.
The second step is, after you download my book,
I want you to read it.
And you also get an invitation to register
for one of my upcoming webinars.
I want you to register and show up for the webinar.
During the webinar, I go through all the details
of how you can possibly be mentored by me.
Go there right now, f u money dot com.