12 Steps to Create a Masterful Presentation

It is a way that creates compelling presentations online and these same steps could also be applied for

doing a workshop or a seminar.

There's a couple of things that you really want to think of when you're creating a presentation online.

One of the big challenges is getting it to actually convert. You could go through these 12 steps and you

could get the structure down basically, but if you don't really know what your topic is and you're not

clear on what it is you're speaking about and who it is you're speaking to, it's a lot harder to create the

rest of the steps.

You have to go through the thinking process as you're going to create a presentation of getting really

clear on what the topic is, and also who it is that you're speaking to. Because if you're clear on that,

then the rest of the 12 steps of how you're going to deliver it is actually very clear, because you know

exactly what you're talking on and who you're delivering it to.

Different Funnels Online

1. A funnel online that goes to speakers

One of the entry points of bringing speakers into this funnel, we talk to them about how to create six

figure seminars. Part of the messaging that brings them into the funnel is about leading a six figure

seminar or how to create six figure seminars. It's pretty specific. It's going towards people who are

speakers.

2. A funnel that goes more towards people who are purely focused of building a business online

This is many of you. When we bring them in through Facebook, it's called the Ultimate Online

Presentation Swipe File. We talk about in there how to create the ultimate presentation online.

3. A funnel that talks about people who are more brand new

Which is a kind of leads off and says, "Do you have a life story and a message that you want to share

with the world?"

These are different kinds of ways or entry points that I bring people into the funnel.

Speaker Funnel

It’s pretty specific when we're going towards a speaker, that we are helping them put on six figure

seminars.

Our audience of who's going to be attracted to that, it's not like a massively broad audience per se. It's

really people who want to lead seminars, which is why when you look at this funnel of why it's profitable

and it does really well for us and it's been timeless for the last few years, is because it's pretty specific

on who we're targeting and who we're going after.

Message to Millions Funnel

This is more of Message to Millions funnel where we bring people in. We could be working with, it could

be for coaches. It could be for speakers. It could be for consultants. It could be for service businesses.

It's like you're not going to go put on a six figure seminar if you're not a speaker or thinking about

speaking. It's not even about just speaking from the stage. It's about leading seminars, which is a

narrower group of people.

Now, over here, we are going after a lot of these different people. One of the ways we bring them in is

with a more general message. Something like the ones below;

Do you believe you have a life story and a message that can change the world?

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Do you believe your life story and your message can inspire people to change their lives?

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This is really more focused on life story and message. This one is much more dialed in to where we're

able to scale this now and we're much more profitable on this funnel here.

When we bring them in at the top of the funnel, we're going to get tons of people who are interested

in sharing a story and a message, and we're probably going to get a lot of people who are newbies who

might just be thinking about this, who don't even have a career in this, and it reaches just a broad

general audience of people.

3. Whether you're a speaker and it's in front of the room and you're going to speak to that audience, or

whether you're online and you're going to speak to an audience getting specific on who you're speaking

to is important.

Ultimate Online Presentation Swipe File

While there is some specificity here that it is online, the messaging is basically want to create videos

that actually sell, or want to create videos, teleseminars, and webinars that actually sell. So we're kind

of specific with the presentation that actually get clients.

This one is high converting. A presentation or somebody who wants to create presentations and build

a business online is still a little bit more specific than somebody who has a life story and a message they

want to share. This could be anybody who's thinking that I have a story and a message.

First Free Gift

It's pretty specific, but it can also attract a lot of people to it.

It’s for speakers. It's targeting people that want to do six figure seminars and we even talk about doing

six figure seminars in a weekend. It has to be somebody who's really thinking about being successful in

seminars.

Here, pretty much could be attracting the same audience, people who want to create presentations

online. It could be coaches. It could be speakers. It could be consultants. It could be service businesses.

It could be any type of entrepreneur. We are going after a broader audience here.

Create a broad topic.

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This will help to narrow down your focus. Even if you were going after an audience that is a little bit

broader, there's a way to pinpoint the messaging and be more effective with the messaging so you're

really speaking to a person when you're creating your actual topic and you're creating your

presentation.

Presentation Swipe Funnel

This is the free gift that brings people into the funnel with on Facebook.

One of the things that you want to do after they opt in for the free gift is to bring them to come see a

video. So, imagine they opt in for this free gift, and the moment they opt in, they're like,

"Oh, I want to learn how to create presentations online. I'll take this Ultimate Online Presentation Swipe

File."

One of the things that you can do right after they opt in was I created a video that offers them then a

free coaching session. They opt in, they get the free gift, and they splash through to a page.

First Offer

You're going to make an offer. They either splash through and they go to a free coaching session, or

they splash through and the first offer. There are many types of offers you could put here. But they go

to a free gift, they splash through to a page where there's an offer.

Think of a good offer that will attract audiences.

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On this funnel right now, they splash through, they watch this video, and the video says something like,

"Congratulations! Your Presentation Swipe File is on its way to your inbox. It will be there shortly. Before

you go there, I have something really special that I want to share with you."

Right now, you have everything you need to start creating a great presentation, but the big question

on my clients' minds are,

“How do I go out and make millions of dollars with my message online and build a lifestyle friendly

business?”

The funnel says something like this.

Then I start jumping in and I teach them. So I start teaching and I go,

"At any time if you feel inspired, click the button down below, and for a limited time, I'm waiving the

$497 application fee to apply for a coaching session and also to be considered for my Dream Clients

Delivered mastermind."

The purpose of this video is for them to book a session, and letting them know that when they book a

session, not only are they going to get coached, but they're going to be considered for one of the

masterminds. We are teaching them video and making calls to action to go book a coaching session.

This is how to bring people in about creating a presentation online, this is good because it's attracting

my audience.

The type of person who wants to actually build a business online. To some degree, this works, that

they're downloading a presentation swipe file about how to create presentations, and then they're

coming here and they're learning about how to launch their products, programs, and services online.

Now, this funnel is working, but there's a little bit of a problem that I see that if I was more specific, we

could get it to convert even better.

They're opting in for the presentation, so people who want to create presentations online, and then

the messaging here is book a free coaching session.

It's pretty aligned and it's like well, clearly after opting in for stuff that they want online, they're going

to want to then build a business online and make millions with their message, selling their products,

programs, and services. But there's still a little bit of generality in this funnel.

When somebody joins the mastermind, part of what we're really helping them do is we're actually

helping them sell higher tier products. We're helping them sell more products of like probably minimum

around $2,000 and then maximum up to $200,000 through a funnel that we want to help them set up

and build.

Outcome

There’s a little bit more targeted messaging to make the funnel more specific. It’s to first think about

the outcome. When you're coming up with a topic, I want you to first start really thinking about what

the outcome is for the person.

Here, the outcome with this funnel is to bring in somebody who wants to create presentations online.

I could get a lot of online marketers who are just like,

"I want to be better at presentations," and they could want to sell a lot of products.

Teaching a mastermind that was solely devoted to selling lower tier products would be really good

messaging. But the outcome of what we are teaching people is not just about products. It's more about

selling programs and services, it is wanting people to get started online. Looking at the outcome, one

of the goals I have for my mastermind clients is for them to sell a higher tier or high-end programs.

But it is even better to get even more specific to bring in more of the right people without sifting through

thousands and thousands of people to get the right people.

What we're really focused on is them selling more high-end programs and services. So, that outcome

gets a little bit more specific on how we’re going to bring somebody into the funnel or how I'm going

to speak to them in a presentation.

If you're on stage and going to speak to somebody about creating an online presentation, that's a

general topic. But if we’re going to speak to somebody about the outcome of selling more high-end

programs and getting more high paying clients, that's a much more specific outcome and it's much

easier for people to understand.

This is the new outcome, which this funnel talks about but it's not like the target. Like if you're going to

shoot an arrow right at the target, boom, if that was the outcome, the message is way more specific

from the start.

For you, what is your outcome for your clients when you start to think about like what's the outcome

of what you want to provide for them?

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What's the outcome or a result of what it is you're going to speak to when you're presenting on your

topic with them?

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Let me get more specific on the outcome of what our clients are really doing.

The reason they're profitable in their businesses and the reason we’re profitable in the business is

because we sell high-end programs, period. It's one of the reasons why we will double or triple the

profits is because there's a high-end program there.

Because this is an outcome but from one outcome there's multiple outcomes that spur from that or

extend from that.

The person who's going to sell a high-end program, there are some outcomes of what they're going to

get. One, if they sell more high-end programs, they're going to have more income, and who doesn't

want to have greater income?

The other thing that they're going to have is they want to make an impact. If they are selling more high-

end stuff, they're going to make a greater impact in the world because they're going to be impacting

more quality people. They're going to have to show up in a bigger way themselves to sell these high-

end programs. They're going to be working with more quality people. If they launch a funnel that's

going to go and communicate to people all over the world, they're going to be impacting potentially

millions of people like we are in our brand.

So they're going to make a greater impact, and we also know that coaches, consultants, speakers,

experts, service businesses, they want to make an impact. It's one of those things that they're driven

by, but if they're not making an income, it doesn't matter if they're making an impact because they'll

be out of business. So they've got to make an income, they've got to make an impact.

High-Paying Clients

A word that's overused a lot is lifestyle. Nothing new at all, but what's very clear here is the creation of

presentations that help you get all of this. You will learn how to get high-end clients or high-paying

clients.

If you look at this in comparison to the topic of how to create presentations online, presentations online

could mean anything. If the outcome is to get them a high-end client, a presentation is more the vehicle

and people want to create great presentations, but the thing that is the foundation, and the focal point

of the topic is helping them get higher paying clients.

This becomes the primary thing that we're focused on to get these results for somebody.

You make an income and still making the impact, and one of the reasons for doing this is high-end

clients. You've got to look number one, the first place you need to look to create your topic. A lot of

times people go,

What's the market want out there?

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What should I provide to the marketplace?

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What Are You an Expert In?

That's the first thing you need to answer. This is such an important starting point.

Example,

“The mastery of selling the high-end program from the stage, selling the six figure program from the

stage. It's just what I do well, whether it's 100K, whether it's 200K, I just do this really, really well. Maybe

it's because I feel like it's a big moment and I have to step into my potential. It's one of the things in life

that actually challenges me, where I really feel like I have to show up. When I feel that way, I'm showing

up in my full potential.

You can look around and go well, there's a lot of people in the world that sell high-paying stuff. There's

a lot of people in the world that talk about getting high-paying clients. The topic isn't new, but my

expertise and my ability to do it offline, my ability to do it one-on-one in the conversation, my ability to

do it on a stage, my ability with our online system that we've created with cold traffic to sell this, I'm

one of the best in doing it.”

But the one thing that all clients want when it comes to speaking from the stage, creating video

presentations, sharing a life story message is an outcome that's specific, which is they want clients.

For you, what is the thing that you can really target as a topic that's going to be specific enough to an

outcome that your clients want?

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What is the main thing that you can kind of build your story around as you're launching your funnel

or as you're speaking from the stage?

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What's the main thing that you can build all other things around?

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This is pretty basic in terms of creating a topic. It's pretty basic in terms of going online, but we're going

layers deeper to get it even way more specific.

1. Am I an expert in it?

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2. Am I an expert but what differentiates me in the marketplace with it?

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3. Why am I different with it?

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Sample,

“One of the reasons why we're very different even in my whole community of strategic partners is we're

one of the few in my group that has mastered cold traffic like Facebook traffic to funnels that are then

selling high-end programs consistently. While a lot of my peers do high-end, sell high-end programs,

they speak from the stage we do it all, and we do it all within the realm of high-end clients. I don't think

there's an avenue of how we don't do it in our business, and that makes us very different particularly

the fact that we're very good at doing it online.”

What Makes You Unique?

What makes you stand out in the marketplace with this?

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The third thing is that as you're going through this, clearly you have to answer the question of like who

this is for.

Who are you targeting?

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Who is it for?

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This can be challenging from time to time when you start really pinpointing down who this is for.

“In my case, as I started to think about high-end clients, like who wants to get high-end clients, it was

very easy for me to list who my audience would be for this. It's clearly coaches. Coaches want to get

high-end clients. Service businesses, such as we've got clients that are chiropractors, health

practitioners, financial services providers, they're service businesses where they provide some type of

service.”

Consultants, consultants see themselves a little bit different than a coach. Even though it's kind of

similar of what they're doing, but they might think of themselves I'm a consultant. We have coaches.

We have services, service based businesses. We have consultants. Experts, somebody who's an expert

in a field and they're an expert in that particular topic.

We also have speakers. We have coaches. We have consultants. We have service business. We have

experts. We have speakers. Still a lot of people, still a pretty broad audience, but if I'm speaking to those

people and I'm talking about,

“Do you want to get high-paying clients?”

“Do you want to high-paying clients in your business?”

"I'm going to track these people who want that. While I have a broad range of people that I just listed

out here, when I created the messaging, I'm going to walk you through who the person that this is for

right now. It's actually my ideal clients for this. You're going to see how much more specific this actually

gets. Just because I nailed the one person it's for, who is my ideal client for it, doesn't mean that I still

won't pull a lot of these other people in.

Let’s narrow it down,

Start thinking about like who are all the people you could go out to?

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You could start broad with it, but then going like who's this really for?

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Who am I speaking to as I'm going on that stage to go speak to an audience? I could have a bunch of

entrepreneurs there, but what entrepreneur in particular am I speaking to?

This is a little bit easier if you already have clients, this is going to be easier for you, but if you don't,

you're going to just have to get clear on who you want to serve.

Example,

“My ideal client, his name is David. Now, I'm fortunate that I've been coaching David for over three

years and he's a real person. David is 50 years old. When he came to me, he had already a six figure

business. So he had a six figure business already. He was a chiropractor, so he was more of a service

business owner. Now, because he's a chiropractor, it doesn't mean that necessarily a chiropractor is my

particular market that I'm going after. This just happens to be who David is, but I look at more it was a

service business.

When people came into his office, he was making six figures a year. He was more in the brick and mortar

space. He would service clients all day long and they would pay him per hour or they would buy some

type of package. They might pay him 50 or $100 or they might buy. But they certainly weren't high-

paying clients. He certainly wasn't getting paid what it is that he was worth. He certainly wasn't in the

lifestyle friendly environment. The problem is that he'd been doing it for 20 years.

Now, David happens to be a client that invested and bought $100,000 coaching package from us three

years ago. You can see why somebody like him is an ideal fit for this particular funnel that I'm creating

about helping them get high-end clients, but also my goal of the funnel, my goal is to sell high-end

packages myself to these particular clients.”

Think about the person who this is for, but also think about the outcome. Here's all the things of David's

qualities, but think about the outcome of for David, the outcome of what he needs to have in his

business. That is to have high-paying clients.

Now, the other thing is he has a gift already. He has a gift and he has an expertise. He has a gift, he has

an expertise already. This isn't somebody that's brand new. It doesn't mean that this funnel will pull in

people that are brand new, because some people might say,

“Hey, you want high-paying clients so you can have greater income, greater impact, and a greater

lifestyle?"

It's focused on high-paying clients and I will get a lot of people who'll be like high-paying clients, and

some new people who want high-paying clients. But the ideal person is somebody like David who's

been in business, who's providing services, who's already making six figures, who is experienced, who

has a gift, like he's good at what he does, and he also is an expert in what he does.

You have to know your goal when you're speaking to the audience.

Do not only think of what do they want, they want high-paying clients and that's the foundational piece,

but what do you want?

Say,

“The outcome is not for the client to come in and just sell them low tier products. The outcome is that

I want this person buying basically a five figure package.

My outcome for the funnel is I want to sell high-end packages from this funnel. I'm very clear as I'm

going to speak to the audience and bring them in and start the conversation with them in the funnel,

which is why when I'm creating my ideal client, I need to be speaking to somebody who one, who's

been in business, two, has some type of income, and three, I have to get really clear on who this person

is so I can speak to their challenges.”

Here's who this person is;

1. He has a gift, he has an expertise, but he's not getting paid what he's worth.

“Clearly when you look at $50 per hour or when you look at selling packages for $1,000 or $2,000, one

of the problems is he's not paid. He's not paid well. As I'm creating my messaging to go speak to this

audience, clearly I want to address that with this type of person.”

The challenge of who this person is he has no consistent way to bring in his ideal clients. So, start listing

the problems, because this is really good as you start thinking about your topic because this is how you

create a presentation. When this person is not getting paid what they're worth, you should be doing

this with your client right now, whoever they are, what income they're making, what their situation is.

2. He's in a brick and mortar business and has been for about 20 years here, one of the other

challenges is his lifestyle sucks.

“His lifestyle is no good, because if he has to be there to service people all day and it's done in a brick

and mortar business, his lifestyle is restricted. He probably has to stay in New York. His lifestyle is no

good, and he's going to the same place for 20 years. He's got a lifestyle problem. He's not paid what

he's worth.”

In his situation as well, he has no lifestyle. Like he's trapped, chained to his office. These words are

better in terms of not having a lifestyle because there's a visual of like if you think of being trapped and

you're communicating a message to somebody,

“Do you ever feel trapped?”

3. They're a referral business.

“To some degree, having a referral business is really good because he's built a reputation and clients

come to him, but there's also a limitation because he's either got to be networking. The problem is he

has to network to get clients or the fact that he's a referral business, he has no real marketing system.”

This is kind of a secret fear that this customer has that he's not reaching his full potential.

He's not reaching enough people with his gift. Not reaching millions or not reaching hundreds or not

reaching thousands, so not reaching enough people, which would boil down to, he's not making the

impact. This means that he knows he's not reaching his full potential, but he also understands that at

the end of the day, because he's not reaching people with his gift, he's not making an impact, on the

level that he should be making after 20 years in business.

Technology

You can let this person point out with technology today, with the way technology works, with the ability

on the internet to reach millions of people, this is also another touching point of his challenges. He

doesn't know how to take advantage of technology and quite frankly, he's confused by it. He feels

somewhat, even though he's 50 years old, he's very young, he feels somewhat like a dinosaur in the

new age that's already here.

He's confused. He's outdated. He hasn't got a 21st century marketing system. So, at the end of the day,

there's no 21st century marketing system, and you could even say this to this person, if I'm doing a

video, I'd go,

"Do you ever feel like today the fact that you're trapped in your office and you're a little bit confused

of what's really happening in the world?”

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You've been running this business. You're an expert in it.

You're not getting paid what you're worth. At the end of the day, you know that like after 20 years of

utilizing this gift, you should be reaching your full potential. You should be reaching hundreds of people,

thousands of people, if not millions of people. The fact that technology exists today, the fact that online

marketing exists, the fact a 21st century marketing system is out there that could bring you clients

consistently every single day rather than you chasing clients or relying on referral marketing system,

what if you had a system like this, but you don't, and you realize that you're behind the times.

You're probably confused of how technology even works. You probably even don't know how to set up

a marketing funnel, but at the end of the day you feel outdated. You feel like the time is here, the new

world is here, and you're behind times. That very fact means that you don't have a system that you

could depend on.

If you don't have a system, how would you ever retire if you wanted to?

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How would you ever continue to stay relevant in a world where people are rising up on technology,

and you're falling?

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It's time to get in the game.

If you're not utilizing technology, you're not utilizing online marketing, you're not making an impact

that you know you're destined to make and because of that, you're now the best kept secret in your

field.

There’s going to be some 25, 30-year-old chiropractor or coach that gets in the game, has been doing

this for three or four years, but because they're in the game of marketing, because they're willing to

adapt and adjust to the change, after three, four years in the business, they're going to be more relevant

than you are after 20 years of honing your craft.

Is this person like as I'm speaking to them in the audience, right now they're crushed. They're feeling

the pain. The knife is digging in, and they're going,

"Oh my God, like I need to do something about this."

Marketing messaging is not about making people feel bad. It's about pointing out the truth of something

that they already know, and they stuff the pain, they stuff the problem. They don't pay much attention

to it because they think miraculously something will change, but it's not going to unless they do

something about it.

A great marketer, somebody who's a great speaker will go in and address these things with the audience

right out of the gate. You'll have their attention because you'll be sharing a reality with them that they

already know exists, but they're not paying attention to it, which is exactly why they need you as a

coach, you as a speaker, you as a consultant, you as an expert to guide them and help them solve these

problems. So really great messaging, really great marketing addresses all these things.

Let’s go back to David,

“Now, this person, David, today has an online business. He leads seminars. He is on track to break a

million dollars this year in his business from all the coaching that I've done with him, from the marketing

funnels that I've coached him on and helped him set up.

He's running Facebook market. He's consistently, every single week, closing $5,000 clients over the

phone getting them to come to his seminar. Last month he made $60,000 online as a result of funnels

that we helped him build. He's the type of client that three years ago, this was the person that I was

speaking to who wanted to be in the position that he is in right now. He's a perfect ideal client that I

can talk to all day long about this.”

Time

Now, the other things that we need to relate this to, the problem of somebody like David or somebody

else who's in this position, you don't have time for your family. We're now taking these things that apply

to his business of not getting paid what you're worth.

Why he is not getting paid what he's worth?

“Because he spends too much time with all these clients. Time is an issue, but we already know that

too much time, he's not getting paid what he's worth, but he spends all this time, which means he

doesn't have time for his family. So now his family suffers.

Also, not only does his family suffer, for him in particular, it would be his wife. You don't have time with

your family, you don't have time with your wife, you don't get to go travel with her and do the things

that she wants to do, and you want to do together. Basically you're a prisoner of the business that

you're in, and you're stuck. So, you start to jump into time.”

Finance

You're not earning what you should be earning. As a man or a business owner or an entrepreneur that

prides himself on taking risks and starting up a business and did something to create freedom, you're

never going to have financial freedom at the rate you're going. Now the time suffers, the financial

freedom suffers, the family suffers. Now you're starting to really relate this to real life, because a lot of

this here is related to the business. I'm trapped in the business. I'm not getting paid what I'm worth.

But we always have to bring home these challenges that they're facing in that area, and then we have

to apply them to the other areas of their life that it's impacting. Because when they leave work, they

have another life and so you have to show in the messaging how that impacts the other life. It impacts

them financially. You can't buy the things that you want.

You have children, and your kids aren't going to have the financial life that maybe you had because your

parents provided for you. They're not going to be able to go, once you have the kids or once the kids

grow up and you want to take them on vacations, you're not going to be able to travel with the kids.

You're not going to be able to get them the education that they want.

There's all kinds of things that are now the consequence of this, quite frankly underperforming,

underutilized crappy structure of a business. This is where he lives. We've really, again, turned the knife

to wake him up, because he has to wake up. That's the biggest problem. He's aware at a very low level

on this because he is so busy in his business he doesn't even have time to think about it.

Because he's so busy, also what else suffers? His creativity suffers. All those things in the business, all

these ideas that he had when he started out, all these creative thinking, all these dreams, here's another

thing, dreams. His dreams are gone too.

Now, when you boil it down to all these problems, and you start to get somebody's attention, if you're

speaking, and this is the way a talk goes. When you start a talk, whether it's on a video or whether it's

from the stage, the first thing you're stepping in to nail is what the topic is. Now, all of these problems,

if I could make all of these problems go away with one simple thing, would you be interested?

The solution to all these problems is you need some high-paying clients. That's the solution. Now, it's

not that we need to go set up a marketing funnel to do this. It's not that we need to run Facebook ads

to do this. It's not that we need to figure out your story and your messaging.

Yeah, those are all the things that will have to be done, but the bottom line is you need some high-

paying clients, because you need greater income, you need to start making an impact, and you need a

better lifestyle. Get clear on a few things like what is my expertise? What am I a true expert in? How

am I different? But most importantly, who am I speaking to? Who am I speaking to and what outcome

does this person want, and what outcome do I want?

When you're clear on the outcome that they want, this is how you create a great topic. When you're

clear on the outcome that you want, this is how you create a great offer.

Now, I've distilled all this down to go,

“What does he want?”

He needs some high-paying clients. He wants more income. He wants a greater impact. He wants a

better lifestyle.

Psychology

Now, I can flush these out. He wants these for a variety of reasons, but I can also go deeper into this,

getting into the psychology of

“What is he even thinking about this?”

The psychology is he's afraid. Deep down he goes,

"I know I'm meant for more."

Now, if you apply this,

“What is he afraid of?”

1. He's afraid of technology.

He's afraid of change. He's been doing it for 20 years. He's comfortable, right?

2. He's meant for more.

He's not reaching his full potential.

3. He may be comfortable

I'm comfortable, but now I've got a family and all this stuff, comfortable for myself means that my family

is in the doghouse. They're going to live in poverty. While I could be comfortable on my dynamic of just

me, if I now have to provide for a family, I'm screwed.

This is getting into the psychology of what they're thinking. When you talk to them, you can speak to

the voice in their head. This is also the way to overcome objections of what somebody is thinking, right?

What else could this person be thinking?

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I'm afraid. I'm meant for more. I'm comfortable right now. At least I want to get to the end of my life

and say I made a difference. Or for him, he is making a difference in people's lives. Maybe I want to

make a bigger difference. I want to make a bigger impact. Then he's also going,

“How do I do it? How do I get there?”

He's not only afraid of technology and change. He's also afraid to charge more, because he's afraid of

rejection. He's comfortable getting paid what he's getting paid right now, so he's afraid of rejection.

Solution

We gotten pretty well into the psychology of what this person is actually thinking. Now, if you went

across this and you go,

"Now that I've spoken to one person on this, could this same situation apply to not just the service

business like David, but could the same situation apply to a coach?"

It could apply to a coach.

It could also be applied to a speaker. It could be someone who's out there speaking right now and they

realize that they're not selling high paying stuff, and they're not making the income that they want. But

the way that I got it to really matter and got into the thinking and got into the messaging was getting

into the psychology of one person, and the situation of one person to come up with tighter messaging.

“Is there anything that we're missing in his situation? He's got a six figure business, how about a

consistent income? How about the problem of breaking through the next income level? How about

instead of making 10, 20,000 a month, how about making 50,000 a month?”

I'm speaking to somebody who's making 20,000, maybe as part of the messaging now, it's not just about

high-paying clients, but now it starts switching to the solution because we've already got the problems.

In getting high-paying clients, maybe they can go from making income, but

“How about a consistent stream of income? So consistency of 20K, 50K, 100K a month, would this be

more engaging?”

Now, somebody like him is now consistently making this in his business, to where before he was making

this and before he didn't have a lifestyle, but now he's making this. Three years later, I think he was up

to close to 100,000 in sales last month. So consistency would be a great solution. If I have high-paying

clients, I have consistency, which also means like he's making more money, so he's making greater

income.

“What else can we pull as a solution?”

You’ve got to look at what are the key problems that this person is facing. So you go back, you look at

them.

So he's going to start getting paid more, he's going to have a consistent stream of income. So he has a

referral business, so what about a system for not only a consistent income, but

“How about getting clients every single day? How about getting high-paying clients every single day?”

Now if you look at consistency, high-paying clients every single day, instead of no more chasing clients.

So no more chasing clients, but now clients are getting delivered to you. So clients are getting delivered

to you, getting clients every single day, you're getting a consistent stream of income of 20, 50, $100,000

a month, you're getting greater income.

Now since you can run your business anywhere in the world, you have the lifestyle that you deserve. I

would also say like high-paying clients, you're now charging what you're worth. You have a better

lifestyle because also you're more confident now. You're more confident. You're in demand. Your

pricing is going up. You're now running your business from anywhere in the world.

Because of your pricing and you have high-paying clients now, your time, you have more free time, so

you got free time with your family, vacations. Consistency of income. We know that he was living

around 20K a month before or even less, maybe 15K a month, so 20, 50, 100 would be something more

appealing to somebody like this, but not just income-wise.

Your family gets to see you now and spend time with you because you have less clients, but you're

making more income. All of these things are relevant to this particular person. This is how you actually

sell them on the opportunity.

When you look at the key things to a presentation, all of these things would be covered right in the

intro of the presentation. We had to get really clear on who this person is so that we could get clear

their problems, and we could get really clear on what they want in their solutions, so that ultimately

we could get crystal clear on what the topic is.

I know that who I'm talking to is that specific person, David, who's in all these predicaments. So, if we

help him solve all those problems,

“What would the solution be?”

The problem then goes to the solution and the solution is this. It's all these things.

He wants high-paying clients. He wants a consistent stream of income. He wants to bring clients in every

single day. He wants a system that delivers clients to him. He wants a great lifestyle, because he's more

confident, and he's more in demand now, and he has more free time with his family, and he has more

vacations, and he's got a great life.

If you look at it and you go,

“Is there anything that we're missing here now in the solution?”

I would say now he's impacting more people with his gift, because I think this is super important to this

person. Of course the people that I want to go after are people who have a gift and they truly want to

make an impact, so it's important to have that in there as well.

Maybe as you look at this you go, maybe the thing that's connected to them getting high-paying clients,

maybe the key suffering comes around this, which is I know I have a gift and I'm not using it. I know I

have an expertise and a gift and I'm not reaching my full potential with my gift. I'm not reaching enough

people with my gift.

This becomes the solution and the targeting of what we're going after. When you break it down into a

presentation and you're on stage or you're doing a video, the thing that you basically need is you need

your intro of like what am I here to talk about, which is your topic. You go, here's the topic that I'm here

to speak of. It's like my topic clearly is HPC, high-paying clients. That's what I'm talking to them about.

You have to get clear on who you're speaking to. There's a whole bunch of people this applies to, but

to come up with my topic and my messaging, I'm speaking to a service person. That's who I'm speaking

to, and we pull in a lot of people like this right now, which is probably because I speak to that messaging.

We need to also know what the key problem is when you're addressing the audience. This is one. This

is two. This is three, you've got to know the problem.

We know the solution or the opportunity. The opportunity is everything that was on the previous page

as well, which is now he has an opportunity to what, get high-paying clients, but once he gets high-

paying clients, his opportunity is he starts charging what he's worth. He starts getting consistent stream

of income, 20, 50, 100 K a month.

He starts having a lifestyle that he wants, so he has more time with his family. He's using his gift now in

a way where he feels like he's getting paid what he deserves. He's reaching more people with that gift.

You could ultimately say that I think one of the big opportunities here that is kind of coming to me as

an insight right now is that he's got a gift.

He's got a real gift that needs to be communicated through his message in a story to get out there, but

it's about that gift that's going to help him get high-paying clients. It's about realizing the potential of

his gift so he could get paid what he's worth. These become two of the things that are really important

in the communication to this person to make sure that we hit these really hard in the messaging,

because this is what's going to hit home with him.

I have a gift. I'm not using it. I'm not making an impact. I'm not leaving a legacy. I'm not getting paid

what I'm worth with it. I'm underperforming. I'm not utilizing my potential. If I was using my gift, I would

get high-paying clients. Maybe the surface solution is get high-paying clients to pay what you're worth,

but the secret thing is like I have a gift that I'm not sharing with the world. That's my problem. That's

the thing that gnaws at me at night.

This is one of the things that matters most to him. So that's why this is coming out. You see how we get

below another layer of messaging. Do we go from surface to more secret? The hidden message is this.

Story

It's going to be really important that I have this in my messaging for this particular funnel. Now you go,

story. You do a particular story here, which would be a story of your own life that helps bring out what

it is that you're presenting here. If I'm going to get up on stage or I'm going to do a video presentation,

I'm going to cover the topic who it's for, the problem, the opportunity, but to bring it home, I'm going

to have to tell a personal story.

I would talk about my story of when I started in the coaching business and I would talk about how when

I went out there and I struggled to get clients and I struggled to get paid for what it is that I was worth.

While I was traveling to different parts of the world and speaking on stages and leading my own

seminars, and still networking to go get clients offline, the one big challenge that I had was knowing

that I didn't really have a way to get clients consistently.

Every single time at the end of the month, I would wonder like,

“How am I going to pay my bills? How am I going to pay my staff? How am I going to do all these things?”

I was constantly in this place of uncertainty and I had to wait for events like

“When is my next seminar going to come so I can bring an income? When am I going to get my next

client and how am I going to get my next client?”

I could tell my story of struggle of how I went through the same things offline and these same challenges

and then I was searching for a solution where I could bring in the clients that I always wanted to work

with. I could start getting paid what I'm worth. I could truly give my gift in the world and impact millions

of people across the globe.

But going to networking events and speaking on stages wasn't going to do that, so I created a system,

and the system that I created was a system to get high-paying clients consistently, but I created a high-

paying client funnel online. All high-paying client funnel was the ability to get more high-paying clients

so that I could go out and make a greater impact in the world and actually have a lifestyle where I

wouldn't have to travel around the world.

Have a lifestyle where I won't have to be at networking events all the time, and have a lifestyle where

I could be home with my friends, be home with my family, be traveling in Tokyo, Japan, and playing golf

with my brother, and doing all these things because I've set up a system online, a high-paying client

funnel that delivers clients every single day to me in my business that helps me make the income that I

want.

It's finally getting my gift out in the world. It's finally getting me the impact that I wanted, and also the

recognition that I wanted as a thought leader and an expert in my field. I want the same thing for you.

Notice how this kind of story picks up of like wow, I'm telling the story of how I came to this also and a

story makes it real because it's a real human being.

Teach Some Content

You've got to teach somebody in any presentation like as I set up this funnel. You've got to teach

content. If I'm doing a video presentation that's going to get a client to book a free consultation with

me, or if I'm on stage and I'm wanting to make an offer to like one of my higher tier programs, I have to

teach some content.

I may teach three steps, which I could go deep into the three steps or I might even go into seven steps

and give somebody kind of a broad stroke of like

“What are the seven steps to get high-paying clients, or what are three steps?”

I could go deeper into it of like,

"I'm going to go deep into these three steps right now to teach you how to go get high-paying clients."

For me, as I launch this funnel, I'm not even going to be talking in the beginning about like

“How to go get high-paying clients online or how to create a high-paying client funnel? How to create

a funnel online that brings you high-paying clients?”

I'm not going to hit those things first because that's not where my client's reality is right now. All they're

thinking is I want to get more high-paying clients. I want to gently bring them into the things they need

to do to get high-paying clients. One of them is if they want to get clients consistently, they're going to

have to set up a marketing funnel to do that, a high-paying client funnel.

But I'm not going to hit that first in my content because really the first thing they need to do to create

a high-paying client, to get a high-paying client is they need to create a high-end program. One of the

first things I would teach in the steps is in my content I'm going to teach the first thing they really need

to create to get this outcome. As I'm teaching my content, the first thing I hit,

“Do they need a story? Do they need a message? Do they need all these things?”

The first thing I need to nail is if the whole message is about getting high-paying clients, they're probably

like I don't have a high-end program. The first thing I need to teach in the content is like how to package

and price your high-end program.

How do you package and price a high-end program?

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If I nail that first, I've got their attention because they're like,

"I don't even have that right now."

My content comes in and hits the first thing for me, which is a high-end program. Now if they know that

this is the thing that I need to get high-paying clients, I need this to get high-paying clients, then we're

going to talk about all the ways that you sell this high-end program. Because now that you have it, you

have to sell it.

I don't want to start first of going like,

"Let me get you a funnel,"

and sort of talking about a funnel when they're like,

"I don't even have a high-end program to sell."

I have to start solving the problem in the content right off the bat. This is one of the mistakes that we

make.

I make this all the time as an expert. I automatically think that my clients are thinking funnels. That

they're thinking marketing. They're not thinking those things. They're thinking about

“What do I even need to do to get in the game?”

Actually I have to speak to them in a way that's going to get them in the game, and it's going to make it

tangible for them to get in the game. So, I got to teach content.

Now, somewhere in the content, I'm doing two things. One, I'm sharing a case story. As I'm going

through the content at step number one, and I'm going,

"You know, one of the things I want to teach you right now is how to actually create a high-end program.

In creating a high-end program, there's two tiers that you actually want to create."

A lot of times people will go,

"Well Ted, you're selling programs that are 20 and 40,000, $100,000. I can't do that out of the gates."

In creating a high-end program, I always believe that you should elevate your clients from tier one to

tier two. Tier one program would be something priced between maybe 1,000 and $7,500. It's a way to

still sell something of substantial value, maybe 2, 5, $7,000, but it's a way to get a client in first. It's an

easy way to get them to make a first decision to buy something. Tier one program will be that.

Tier two program will be anything from 8,000 maybe to $200,000. As they start to consume tier one

and they buy it, we're going to then elevate them to tier two eventually. Maybe a portion of your clients,

those three percenters or the five percenters, like you and me, would come in at the 20,000 or the

$40,000 level right out of the gates. But most people are going to come in, in tier one out of the gates,

so we want to make sure that we have a tier one and a tier two program.

Let me give you an example of my client David who's created a tier one program in his business and

how by bringing them from tier one to tier two, he doubled and tripled his revenue. Now you see what

I'm doing? So all of a sudden I'm teaching content and then I'm making it real with a case story. A case

story is just a success story that you talk about one of your clients.

I'm talking about a success story or a case story of my client, and I'm making the content that I'm

teaching real now. As you teach content, you always want to drip case stories in there, stories of your

client. Really important, why? Because your story makes this whole concept human, your client's story

and success makes this whole thing real. It's like all of a sudden I'm hearing about clients that are doing

it makes it real. We can actually understand the implementation of the content that's being taught,

because if we see it working on a real human being we go,

"Oh wow, I see how this works now."

This shows somebody how it works and it makes it real.

You've got seven, you've got case stories. You've got eight, seeding,

“What am I seeding?”

I'm seeding my outcome. This whole presentation that I'm talking about is their outcome. The whole

presentation like here's the problem, here's the solution, here's the story of my life. It's all selling them

on the outcome that they want, which is high-paying clients. It's sharing their gift with the world and

getting paid in a way to where they can truly show up, impact people, make a consistent stream of

income.

The whole presentation is about their outcome, but seeding for me is seeding my outcome, which if I'm

doing it right, my outcome is going to match up with their outcome. Their outcome is they want high-

paying clients, well I'm seeding my outcome. I might say something like,

"Hey, I hope you're really enjoying this on tier one and tier two programs that I'm talking about right

now, because clearly for you to succeed in this, you're going to have to create a high-end program.

You're going to have to have tier one and tier two."

Now, if you don't even have a tier one yet, that's fine. That's the first place we'll start. Then I'll help you

start getting paid what you're worth, bringing in more revenue, and maybe doubling and tripling the

revenue that you already have. However, as you create a tier two program, then you're going to be in

a place where you're going to be doubling and tripling the revenue of your tier one programs. We're

exponentially going to multiply the income you have, the time freedom you have, the ability to spend

more time with your family, all of this through a high-paying program, through getting high-paying

clients.

One of the things that my clients realize as they're watching a presentation like this is they realize they

need help with this. They need coaching with this. At the end of my presentation today, I'm going to

talk to you about becoming one of my next success stories. I'm going to talk to you about joining the

Dream Clients Delivered mastermind, because what we've discovered is that our clients who get

immersed in the community with me and get that coaching on sorting out their program, so they're so

crystal clear on one, what they're selling, two, on how to sell it, and three, on how to price it.

Once they get clear on that, they realize they can go out and start making money with it. At the end,

I'm going to talk to you more about the Dream Clients Delivered mastermind and becoming a success

story and going deeper with this, but for now, I just wanted to share with you step number one. Let's

get into step number two, so I seeded throughout my presentation.

Now they know that there's a solution for them, like I'm teaching them the solution right now, but a lot

of them are going,

"Holy cow, I need help on this."

So I'm speaking to the voice in their head saying,

"I'll coach you. I'm going to tell you about how I can help you at the end." That's seeding.

More Content/ Transition

You're just going to continue on and go through the rest of your content. Then at some point, you're

going to get to the end of your content, where there's three steps or seven steps that you're teaching,

and you're going to need to do what's called a transition statement. The transition statement is linking

the content that you're teaching to the particular offer that you're about to offer up.

The transition should be smooth so that you're not breaking the rapport that you have with the client.

The transition is so smooth that it's like flowing into the next layer of the presentation, which is really

the offer, but you're transitioning so smoothly, they really don’t. There's no break of like,

"Oh my God, he's getting into an offer."

The transition is something like this,

"Hey, I've gone through the first three steps of my presentation right now with you. These first three

steps is what's going to get you in the game to number one, start really creating a high-end program

that you can go out there and start getting paid what you're worth.

Number two, I talked to you already about creating a powerful message that you communicate your

message to your clients that pulls them in, so you have the opportunity to actually sell your high-end

programs. Three, I talked to you about creating a powerful story, and that story being something that

one, is going to connect your clients to you, but also the story is going to make it real.”

The story that you tell about your own life sells the transformation in advance, so when your clients

hear the story of your life, all of a sudden they're going,

“Oh my God, this could be me.”

Well, I've talked to you about the first three that really set up this situation so that your client wants to

buy from you. They know what you have to offer, but steps four through seven that I'm going to teach

right now are really what create permanent change in your business. Steps four through seven are the

things that are going to help you get a consistent stream of clients.

My goal is for you to get clients every single day, because in my business, I bring in 1.34 coaching clients

every single day into my tier one programs or above, and I want the same thing for you. I want you to

be able to have that impact to where you're bringing in clients every single day, so you're really reaching

your potential with your gift and you're reaching millions with your message.

I want you to be able to bring in a consistent stream of clients, but the only way to do that is you need

to have what I call a high-paying client funnel set up in your business, which means a way to bring clients

in online every single day to where you stop chasing clients and where clients are getting delivered to

you. Now you really have a business, because you can run this business from anywhere in the world.

You'll finally have a lifestyle where you can travel. You can go places with your wife or your husband.

You can go golf, like I like to golf, or you can travel the world and travel the globe, like I like to do. Or

you can just run your business anytime, anyplace, anywhere, and you have a system set up that brings

you clients consistently.

I'm going to get into steps four through seven, which create permanent change in your business. This

is the whole enchilada. This is the whole nine yards of what actually sets up the system to make the

first three steps a reality. Anytime you feel inspired as I'm going through these steps, I'm going to invite

you to participate in my Dream Clients Delivered mastermind. Why do I call it Dream Clients Delivered,

because it's about getting clients every single day coming to you in your business, about getting those

high-paying clients that you want. I call them dream clients because they help us live our dreams.

At any time as I'm going through these final four steps, if you feel inspired, I want you to stand up. I

want you to go to the back of the room. I want you to grab an application. I want you to get enrolled. If

I'm doing this on video, I'm going to say,

"At any time you feel inspired, I want you to click the button below. I want you to fill out that

questionnaire. Get on the phone with my coach and be considered as our next success story."

Let's jump into steps four, five, six, and seven right now. Pay really close attention, and here's the thing,

the bottom line is like whether you believe this is for you or not, you have to know these final four

steps. So you better pay close attention because whether you decide to join my community or not and

go deeper, you've got to know this stuff. I'm about to jump in to the bulk of the presentation right now

and really nail this for you.

Notice what I'm doing. All I'm doing here is I'm transitioning into the offer. I'm telling them that I'm

about to tell them more about the offer, but I'm teaching them more. It's kind of like this smooth sale,

Like this is smooth saleing, I just created that right now, but when you think about it, this is what you

call smooth saleing. I'm going to call it S-A-L-E-I-N-G.

You don't want bumps going into the offer. You don't want them all of a sudden like you're on this

sailboat and you're sailing along and the sunset is beautiful and the wind's perfect and everything is

great, and all of a sudden you go into the sale and like boom, it's like hitting the 10 foot wave and they're

like,

"Whoa, what the hell just happened,"

and you bounce them back 10 feet.

You don't want to break the affinity you have with them. You don't want to break the reality. They're

into this, so you want to transition smoothly into the sale and you want to make sure that you hook

them, so they're going,

"Oh my God, he's going to share the final four steps to create permanent change in my business. I'd be

an idiot if I'm not going to listen to this."

You're hooking them to stay, because you're saving the best stuff for last, which is the sale. But for

them, you're teaching more. They don't really know it's the sale, but you made a transition statement

enough for them to have a hint that the sale is coming, that they know but what they're really paying

attention to is oh my God, he's going to teach me more.

Then you make the transition statement, which we just did, which is like,

"I'm about to teach you the best stuff, the final four steps to create permanent change."

Then when you tell them about the final four steps, you're going to talk about your program. Now

you're directly talking about the program here.

You also give a subtle call to action. Here, you made the transition statement and you're also bringing

up the program simultaneously and you're making a light call to action that anytime you feel inspired

as I'm going through these final steps, and you're like I want more help from you, you're going to go to

the back of the room and grab that questionnaire and you're going to fill that thing out.

Or you're going to fill out the questionnaire on your desk, and you're going to be one of the first ones

in the back of the room to turn it in and apply to be considered for this. If you're on video, you're going

to click that button below. You're going to fill out that questionnaire, you're going to apply to be

considered.

You go into the program and then steps 11 and 12 are at some point you're going to get into the pricing

of what the program is. Then you're going to get into your final calls to action. At some point as you go

through and you describe everything that's in the program, you're going to hit the pricing and then

you're going to make calls to action for whatever you want them to do.

This 11 and 12, getting into the program, this typically I would break down into like 10 more steps of

how you actually do the offer, but I'm just talking about the key things that are going to happen in this

offer. You're going to have to make calls to action for them to go to the back of the room or click down

below and apply to be considered.

This is what would happen typically in an offer. That is the game. That is how you actually do everything

I just told you to do. Problem, getting really clear on what is the problem of your ideal client, and getting

really clear, and I call it a dream client because the whole focus here is to help you go get high-end

clients. So these are dream clients. These are people that are going to help your dreams and your

lifestyle come true.

You have to be clear on who that dream client is. You really got to get clear on that, and then once

you're clear on all the problems, all the opportunities, you're going to be able to create a great

presentation for that person, and you're going to smoothly be able to teach it, and you're going to be

able to make your offer.

Create a transition statement.

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