The argument in one line.
Webinars outlast every attention-economy challenger because they compress trust-building, desire-creation, objection-handling, and closing into one session, and a seven-step fill-in-the-blank framework makes each step executable without original writing.
Read if. Skip if.
READ IF YOU ARE…
- You sell a coaching program, course, or consulting service and want a scalable live or automated sales format.
- You have tried webinars before and burned out building slides from scratch every time.
- You are brand new with no audience and want a framework you can execute before you have a track record.
- You are an affiliate or partnership marketer who wants to sell other people's products and collect royalty checks.
- You run webinars already but your conversion rate stalls after the first call to action.
SKIP IF…
- You need a platform or tech walkthrough -- this is entirely strategy and copywriting, no software is shown.
- You sell low-ticket impulse products where webinar length would kill the deal.
The full version, fast.
Webinars attract only the most serious buyers in a market -- the dying-of-thirst slice -- which is why even 15 attendees at a $500 price point can outperform most email campaigns. The seven-step structure (Hook, Pain, Excite, Position, Shift, Transition, Close) handles each psychological gate in sequence. The forklift method means you never write from scratch: every section is demonstrated verbatim with fill-in-the-blank scripts. The close is where most presenters fail by asking for the order only once; the correct model is to address one new objection per ask, stay on as long as needed, and recognize that every no is a step toward a yes because new insight equals new decision.
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00:00 – 02:24
01 · Cold open / commitment net
Meta-demonstration of the Hook step. Announces every flaw of webinars, then reveals he is simultaneously running a live webinar on the viewer.
02:24 – 04:30
02 · Credentials and market proof
$57.9M launch record, $9.8M affiliate commission, consulting fees from Hormozi and Tony Robbins/Graziosi. Webinars work in every niche.
04:30 – 09:00
03 · The webinar campaign -- water in the desert
Reframes the entire funnel: dying-of-thirst people don't care about the container. Ugly default pages beat beautiful almost-done ones.
09:00 – 12:00
04 · Law of the vital few -- why small audiences work
15 attendees, $500 product, 2 buyers = $1,000/hour. Webinars self-select the most serious buyers. Law of the vital few.
12:00 – 14:00
05 · The 7-step framework and the forklift method
Hook, Pain, Excite, Position, Shift, Transition, Close. IKEA assembly metaphor: fill in one blank, not build from scratch.
14:00 – 16:10
06 · Hook
Two forkliftable openers: two-agendas hook and fortune-teller opener. First impression determines audience perception for the entire webinar.
16:10 – 17:20
07 · Pain
Sell the path out of hell before the plan to heaven. Real estate client example: message shifts from sell homes to don't starve when the market turns.
17:20 – 20:20
08 · Excite -- the Miracle Formula
The why is the greatest motivator. Miracle Formula asks attendees to state their why in chat with sensory detail. Full verbatim script shown.
20:20 – 24:00
09 · Position
Two positions: you as uniquely qualified, the opportunity as uniquely timed. 100 small results beat 2 big ones. Statue of Liberty Close introduced.
24:00 – 31:00
10 · The Shift
The million-dollar question: what isn't this audience hearing that would cause them to buy? Smaller Results Sooner. Don't change the person, change the circumstance.
31:00 – 40:00
11 · Transition
Two-choices transition demonstrated via Bob Proctor, Alex Hormozi, and a trumpet teacher -- three different niches, one copy-paste template.
40:00 – 44:00
12 · Close -- offer framing and price psychology
Customers are irrational. Frame the same deliverables as training plus FREE bonuses instead of bundled training. Price anchoring via suit example and Social Security number study.
44:00 – 47:00
13 · Close -- risk reversal and better than money back
Most webinars overemphasize results and underemphasize risk removal. Better Than Money Back Guarantee: 60-day action log, double refund if no result.
47:00 – 57:21
14 · Close -- stacking asks and staying on
26 asks average before yes; most webinars ask 4. Four forkliftable closes: Old Habits, Nothing Special, Results or Excuse, Footprints. New insight, new decision. Your competition quits first.
Lines worth screenshotting.
- Webinars magnetize only the most serious buyers in a market -- the small percent willing to block out an hour to solve their problem -- which is why 15 attendees can outperform 10,000 email opens.
- A deal that is 99% closed is still worth exactly $0 -- your competition warms the audience to 90% sold and you collect 100% of the profit by showing up last.
- Before you can sell the plan to heaven, you must provide the path out of hell -- meeting the audience in their pain is not optional, it is the prerequisite.
- Quantity of results beats quality in webinar positioning: 100 small customer wins outperform two giant case studies because buyers identify with people like them.
- The Smaller Results Sooner shift moves the audience from can't sustain a year of effort to can hang in there for a week -- and removes the excuse before it forms.
- Don't change the person; change the circumstance -- the best webinars require the least behavioral change from the audience to achieve the desired outcome.
- Studies show buyers need to be asked 26 times on average before saying yes; most webinars ask four times -- the gap is entirely uncaptured revenue.
- The better-than-money-back guarantee shifts risk to the seller and requires consistency from the buyer; consistent buyers get results and almost never qualify for the refund.
- Price anchoring works with any number -- showing a million, then a billion, then $1,997 makes the price feel microscopic regardless of its absolute value.
- Your competition quits the webinar first -- simply staying on longer and giving one more reason to buy captures all the money they left on the table.
- The two-choices transition frames the offer not as a sale but as a fork in the road: figure it out alone, or have the presenter take an active role in your success.
- New insight, new decision -- every additional reason given after the first no is a legitimate attempt to break a prospect out of an indecision loop, not a pressure tactic.
- The look and feel of the registration page barely matters when starting out -- an ugly done page beats a beautiful almost-done page because nobody buys from an almost-done webinar.
- Webinars work without your own product: affiliate webinars, partnership webinars, and spokesperson deals collectively made up more than half of the presenter's 32 best-performing campaigns.
- What isn't this audience hearing that if they did hear would cause them to buy? -- this question is worth more than any headline formula because it forces you to find the untapped angle.
Seven steps that close before the pitch starts.
WHAT TO LEARN
A webinar is not a presentation with a pitch at the end -- it is a sequential belief-change machine where each step handles exactly one psychological gate.
- The hook creates the first impression that colors every minute after it -- open slow and boring and the audience assumes everything else is slow and boring.
- Pain must come before possibility: the audience has to feel the cost of staying the same before they can feel the pull of changing.
- The Miracle Formula uses the audience's own stated reasons -- sensory, specific, personal -- as the motivation engine, which is always more powerful than any external reason you could give.
- Positioning works in inverse proportion to how much it sounds like a personal claim: 100 small third-party results are more persuasive than two large personal ones.
- What isn't this audience hearing that if they did hear would cause them to buy -- answering this question is worth more than any headline formula or copywriting trick.
- The Shift operates on circumstances, not identity: the best offers require the least behavioral change from the buyer, which is why smaller results sooner consistently outperforms big results eventually.
- The two-choices transition reframes the offer from a sale into a fork in the road -- the audience chooses between doing it alone and having a partner, not between spending and not spending.
- Presenting the same deliverables as training plus free software plus free community instead of a bundled package at the same price routinely doubles conversion because customers are irrational.
- Price anchoring requires any large number before the actual price -- dollars, miles, people served -- because the brain uses the most recent number as a reference point.
- A better-than-money-back guarantee works because qualifying for it requires the consistency that produces results, so almost nobody who follows through ever needs to claim it.
- Studies show buyers need to hear 26 reasons before saying yes on average; most presentations give four -- the entire gap between good and great webinar conversion lives in that range.
- New insight, new decision: each additional close is information, not pressure -- some buyers need a different angle, some need the same angle from a different direction, and none of them will tell you which one works in advance.
- Staying on the webinar longer than every competitor is itself a signal of care -- and when you care more visibly than anyone else, buyers choose you on that basis alone.
Terms worth knowing.
- Forklift method
- Assembling a webinar from pre-written, fill-in-the-blank components rather than building slides from scratch -- named for lifting already-built parts into place.
- Commitment net
- An opening structure that extracts micro-agreements from the audience before making an offer, so by the end they feel logically obligated to buy rather than surprised by a pitch.
- The Shift
- The webinar section that shatters the audience's dominant limiting belief and replaces it with a belief that makes buying the rational next step -- distinct from general teaching content.
- Smaller Results Sooner
- A shift technique that moves the promised outcome from a large distant result to a small immediate one, removing the fear of quitting before seeing progress.
- Statue of Liberty Close
- A business development approach in which you offer to run a webinar for someone else's unconverted audience in exchange for a commission, using their existing marketing material as raw content.
- Better Than Money Back Guarantee
- A risk-reversal structure where the seller commits to double the refund if the buyer completes a documented daily action protocol and still gets no result -- requiring consistency, which almost always produces results.
- Law of the Vital Few
- The mathematical principle that a small percentage of any market drives most of the revenue; webinars self-select for this high-value slice because only serious buyers attend voluntarily.
- Two-choices transition
- A scripted bridge from the teaching section to the offer section presenting two paths: figure it out alone, or let the presenter take an active role -- framing the offer as partnership rather than a sale.
- Risk arbitrage
- Identifying a risk that is real to the buyer but negligible to the seller, then visibly absorbing it -- the gesture of taking any risk creates disproportionate trust and closes the sale.
Things they pointed at.
Lines you could clip.
14:30
“Before you can sell the plan to heaven, you gotta provide the path out of hell.”
24:25
“What isn't this audience hearing that if they did hear would cause them to buy?”
30:43
“Don't change the person. Change the circumstance.”
26:00
“A deal that's 99% closed is still worth $0.”
51:00
“New insight, new decision.”
56:10
“Your competition quits too early. You just have to quit later.”
Word for word.
Read-along
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metaphoranalogy
00:00I'm gonna start this YouTube video today in a weird sort of way that you've probably never seen before. I'm gonna admit all the flaws, the challenges, and the problems with webinars from a content perspective. It's gonna seem like the worst video that you've ever heard in your entire life.
00:14You're gonna be confused, shocked, perhaps even concerned for my sanity, and that's okay, because before you know it, I'll have set a net around you you're unaware of. I call it a commitment net.
00:25I will have captured you, gotten a commitment from you, so that if you're the type of person who does wanna get rich and also wants to enrich the world, then by the end of this YouTube video, you'll have no other choice but to buy in what I'm selling, which is that you have within you a webinar that can completely change the world.
00:43Now, I do need to set the record straight, because these so called other supposed webinar experts are just, quite frankly, they're pissing me off. They're given wrong advice, they're given dangerous advice, and that's either because they're too dumb to know better, or they're too greedy to care.
01:00So I'm here today on this video to sell you hard on webinars, and for that, I have to make a confession. Webinars are hard. So you have to teach, you have to sell.
01:11Most people can't even walk and chew bubble gum at the same time. So what are we gonna do, especially when we add the tech to that?
01:18You got slides to design, software to run, web pages to create, emails to send out. Maybe you get fancy with the SMS.
01:27Then you got this big decision, do you do it live where you gasp public speak, or do you try to automate it and feel weird and awkward pretending to talk to an audience that isn't there? Long gone are the days of easy webinar money where you could show up half drunk with a few slides and sell because, you know, nobody was doing webinars back then.
01:44These days, everybody's doing them, plus you got TikTok, you got Reels, you got YouTube Shorts. Thus, the attention span of the audiences are shorter than a goldfish. So, yeah, on this video, I got a uphill battle here today to climb to sell you on webinars, but damn it, I'm up for the challenge.
02:02Because if I can break through these limits, then I can help you get the biggest breakthrough in your business that you've ever seen. For the last sixteen years, I've been doing webinars. I've been looking for something easier.
02:11Yet here I am, 200 plus presentations later, going at it as strong as ever, and the question is why?
02:18And you know the answer, because nothing beats a webinar as long as you do it right.
02:25Now my company, Rapid Crush, we hold the record for biggest launch in the online business space. We did 57,900,000 in two twenty six days, and guess what was at the center of that?
02:36It was a webinar. Now, if you have your own product, your own service, you'd like to sell more of it, I think a webinar just plain makes the most sense. But what if you don't have a product?
02:46So check this out. This is the record for the biggest affiliate commission during a launch in our space, $9,800,000 in eight days.
02:54This was not my product. I was selling somebody else's product as an affiliate. And what do you think I used to promote this product?
03:02And you know the answer, I used a webinar. Now second place in this promotion was about $8,000,000 behind us, and one of us used a webinar and one of us did not.
03:12What about the biggest business event in 2024, which was the mastermind.com launch with Dean Graciosi and Tony Robbins, and what was at the heart of their promotion?
03:21It was in fact a webinar, and I know this because they paid me $50,000 to help them with that webinar. And the biggest business event in 2023 was Alex Hermosy's book launch where he sold a whole bunch of books in like forty five minutes, and he launched it with a webinar.
03:35And I know that because he paid me $25,000 to help him with that webinar. But that's the business space.
03:41What about outside the business space? Well, have a client. His name is Jeremy.
03:44He teaches trumpet players how to play the trumpet better, and he sells his program for $5,000, and his calendar is booked full from a webinar. When Taylor Swift's former manager came to me to help him grow his music business, he paid me $30,000 for a webinar.
03:59What to speak of big corporations that I've advised like Zoom, multi billion dollar companies who bring me in to train their users on how to do webinars. My point is that all smart marketers know that when push comes to shove, to really move the needle, to dent the universe, to do something that changes the market and your life forever, you come with a webinar.
04:21But what if you're new? Should you pay your dues first, earn your stripes, get your reps in, cut your teeth before you even attempt to try a webinar? Well, you're brand new, before the end of this video, I'm gonna give you the strategy to do.
04:31That you can swing into any business, plop a webinar on their lap, and walk out with the money, provided you follow exactly what I share with you to the T, and resist the urge to get creative when dumb just plain works better.
04:48First, though, let's zoom out from the webinar presentation, and let's look at the webinar campaign as a whole. There's a lot of moving parts here, and if you can't get a handle on it, you'll never end up launching a winning webinar.
04:59To help get you winning with webinars and customers and bring it into big money, let's talk water. I want you to imagine there's a small group of people you care about lost in the desert, dying of thirst. Question to you, what's your main priority?
05:11Is it the container the water's in? Is it the label? Is it the logo?
05:15Is it the branding? Nah. Anything that you can put water in will do.
05:21Now is it the quality water? Does it need to be sourced from fresh Himalayan springs? Nah.
05:26It could come out of the tap in your kitchen sink even if you live in Flint, Michigan. Now if you try to make the best brand with the best label and the best logo in the best water container with the very best water, then by the time you get all that done, that's if you get all that done, you're gonna be bringing water to dead people.
05:45So if a group of people you care about are dying of thirst in the desert, here's what you do. You grab the first container you can that can hold water, you skip the logo, you skip the label, shove that container under the tap, and you run like hell and hope you make it on time. Now here's what this has to do with webinars.
06:04First, notice I said small group of people that you care about. Unless you already have a following, your first webinar should be small. My first webinar had 17 people show up and it completely changed my life.
06:16See, with webinars it doesn't take much to make much because webinars are like a magnet that attract the best buyers in your market, essentially those that are dying of thirst. What I mean is that only a small percent of a market at any given time is going to go out of their way to hop on a webinar to try to solve their problem.
06:34It just so happens to be the most responsive slice of the market. Mathematicians even have a name for it.
06:39It's called the law of the vital few. And just like seven stocks account for about 80% of Warren Buffett's wealth, just a few percent of customers spend most of the money, and a webinar pulls those customers in better than anything. A webinar appeals to the best buyers in the market because they're the most serious to solve their problem, and they have the most urgency to solve their problem, and it doesn't take much to make much.
07:06If you can get 15 people on a webinar and only two of them buy your just $500 product on just a sixty minute webinar presentation, well then guess what my friend, you just made $1,000 in an hour.
07:22You know who doesn't make a thousand bucks an hour? A freaking brain surgeon.
07:27You might say there, Jason, yeah, yeah, yeah, that's a thousand dollars an hour I made after spending all this time and effort to create the webinar. And let's say that's true and that I don't have a massive shortcut that I'm gonna reveal shortly in this video. Well, about our resident brain surgeon who now only makes $500 an hour after seven years of schooling and a quarter million dollars in student loans.
07:47I think you would agree with me that you gotta put in some time and money if you wanna get freedom and wealth in return. Anyways, 15 people ain't that much. The line to drop my kids off at school is about a 100 times longer than that.
07:59And $500 is not that much. It's on the low end of what you should price your stuff on a webinar.
08:06Yet, none of that matters if you aren't committed to taking a great solution and connecting it to people desperate and in need of help and willing to pay for that solution.
08:17So my question to you is are you truly committed to creating a webinar that can help people and can make you more money than a brain surgeon, by the way? This is gonna become even easier when you learn what I call the Statue of Liberty Clothes, which I will share with you very shortly.
08:36Yeah, what about that pesky webinar funnel with the reg page, the thank you page, the order form, the emails, the SMSs, and all that? Here's my advice to you when starting out. These things just don't matter that much.
08:47It's kinda like the container and the label and the logo that holds the water. See, if somebody's dying of thirst, they don't care about any of that stuff. They just need the water, so go default.
08:57If you're gonna use Zoom, page should look like this. It's straight from their built in templates. Yeah, it's ugly, but it's done.
09:03Prefer to go old school? Go to webinar style? Cool.
09:05Page could look something like this. It's a default template, and it's ugly, but it's done.
09:11By the way, have a client, his name's Jay Boyer. He still to this day uses these default reg pages and has made millions from his webinars. If you like Webinar Jam, cool.
09:20Pick any one of these templates. I think they're all ugly, but guess what? They're all done.
09:26Because when you're starting out the look and the feel of the pages, it don't matter that much. You know what matters? It's the presentation.
09:33So when we did the $57,000,000 launch, this was what our reg page looked like at the start. It was ugly and it was done.
09:38When we did $9,800,000 in sales of somebody else's product in eight days, this is what the reg page looked like. It was ugly, but it was done.
09:46And when we sold a $10,000 piece of software in a webinar, sold over $3,000,000 of that from a single webinar, this was the registration page that kicked it off. Now there's a time and there's a place where you can level up these pages. Usually that's after the webinar itself has been proven to be a major winner.
10:03However, if you don't have a presentation done right now, then here's some bad news for you. Nobody buys from an almost done webinar.
10:11But the major problem is this. Just a webinar alone is way too much for most people. So they toil away forever trying to create the supposed perfect webinar with the perfect slides and the perfect script.
10:21They lock themselves in a room, they ignore the spouse, the kids, the dog, they grind it for hours, sweat, bleed, cry their way through it, blacking out from exhaustion until finally a couple hundred, maybe a thousand hours later, it's done. Would you like to know a better way?
10:38An easier way, a more effective way? It's called fork lifting. So instead of building out every slide by hand to create your 100% unique presentation, what if there was a way you could take already done for you webinar parts and copy and paste them into your presentation?
10:54For example, to start a webinar off with, could you use the following?
10:59Could you say, in our small amount of time together, my goal is to make a big impact in the following ways, to provide you confidence where there once was uncertainty, to give you clarity where there once was confusion, to unlock within you the true potential you have to make the biggest dent in the universe, yet if nothing else, I'm here to Then insert whatever the desired outcome is to the audience that you serve.
11:22See, I did the heavy lifting for you there. You just had to fill in one blank, the blank at the very end.
11:31That's it. And it could look like this. You could say, Yet if nothing else, I'm here to help you raise kids who aren't assholes.
11:38And that would work in the parenting niche. Or you could say, I'm here to help you rewire your brain and your body for less stress and more resilience. And that could work in the personal development niche.
11:47Or you could say, I'm here to help you make peace with your food and free yourself from chronic dieting forever, and that would work fantastic in the weight loss niche.
11:55See, the way I instruct my clients to do webinars is like light switches. See, you don't have to know electricity and how that works if you have a light switch.
12:04If you have a light switch, you just flip it on and let there be light. So the end result here isn't so much creating or writing webinars, it's more of assembling a webinar.
12:15It's kinda like IKEA furniture, but at least for me, it's a lot easier. So for this to work, you need structure.
12:23You need the right structure so you could snap in each piece along the way in your webinar. Would you like to know the very best structure, the one that you can use no matter what you sell and no matter who you sell to?
12:36Are you ready for it? I'm gonna give it to you right here in this video, and here it is. Hook, pain, excite, position, shift, transition, then close.
12:46Let's break down each piece, starting with the hook. See, webinar starts with the hook because the most important impression that you could ever make is the first. If your webinar starts off slow and boring, then what does your audience think about you?
12:58They think that you're slow and you're boring. So, how do you set the stage with your webinar to grab attention right away, to come out swinging, pulling the audience in by the eyeballs, getting them hooked to hear every single word?
13:13Well, I already shared one way with you, remember this? Or you could use another way, what I call the fortune teller opener, and it goes like this. You say, let's play a game.
13:23I'm gonna pretend to be a fortune teller. You pretend to be my client. I'm gonna read your future for the next twelve months when it comes to insert their problem here, and you tell me how accurate I am with my prediction.
13:33Are you ready? And that's another good way to hook and open a webinar with.
13:39Don't you think that would hook somebody in? Everybody wants to know about their favorite subject, which is their self, so you do it in a fortune teller frame, and that works fantastic. Now these are just a few of the hooks you can forklift into your next webinar presentation.
13:54The point is we wanna make it easy as pie for you to go from a blank webinar slide deck to one that immediately grabs attention of your audience, hooks them into presentation, and then once they're hooked, what do you do next? You go for the pain. Time and again, I see webinars strike out because they're just frankly way too optimistic.
14:11They forget that before you can , you gotta provide the path out of hell, And this is why people go to therapy not for a wonderful life, they go to get out of depression. That's where we have to meet our audience at.
14:24Most people who attend webinars have a specific pain that they can't get rid of no matter how they try. So you have to meet them in the pain before you take them to the gain. I have a client in the real estate space, she's bubbly as the day is long.
14:39And when the real estate market is good, she's a killer, she does over $1,000,000 a month with webinar techniques that I teach my clients. Yet when the market goes south, which it tends to do from time to time, the message can't be here's how to sell more homes, it needs to be here's how you and your family don't starve.
14:55This is why we start with pain. After you hook someone in, you go straight after the pain, like I did, actually, at the very beginning, uh, of this video.
15:05I said I'm here today to sell you hard on webinars, and to do that I must make a confession. Webinars are hard. You have teach and sell, and most people can't even walk and chew bubble gum at the same time.
15:15And then I went on and brought up a whole host of other painful issues that it has associated with it when it comes to using webinars to make money. See, the most money that you'll ever make, actually, is if you can help people understand that it's too painful to stay the same.
15:29And then they will automatically want to change, and they'll be very open to your specific recommendation of how to change. And that's when you excite.
15:39And the excitement is in the why. Why this time with you will be different. Why their previous limitations now hold the key to the breakthrough that is needed.
15:46Why the weakness can become the strength. Why the limit can become unlimited. Why the excuse that once stopped you is no longer there when you reach for it.
15:56There are so many ways to excite. My favorite though, is to use what I call the miracle formula. This is where you get the audience to commit to you their why.
16:07Why they are willing to change. And the problem with most webinars is they focus too much on the how and the what. They focus too little on the why.
16:15And the question is, why are you willing to do the work? Why are you willing to put the time to get the outcome that you desire? If you can put somebody in touch with that why, why the change, why the desire, if you can have them tap into that, it is the single greatest motivator to ever exist.
16:33So let's use the miracle formula. Are you ready? Here's how it goes.
16:36Looks like Before we get into the how and the what, it's important to start with the why, specifically your why. Why are you willing to put the time and effort in to get what you want and deserve? Why are you willing to risk to your comfort zone to get the result that you desire deepest in your heart?
16:49The question isn't rhetorical. I want to know the answer right now, and I want you to put it in the chat. And the more specific you can be, the better.
16:55And the more senses you can use, the better. What will your face look like when you succeed? Who will be cheering you on and supporting you?
17:01What will it feel like in your head, in your heart, in your stomach? Who else besides you will be better off when you finally reach that goal? Your powerful why with my what and how that I'll share today, that's how we create miracles, my friend.
17:14So then the real question is this, are you ready to create a miracle today? Not a bad way to get somebody excited on a webinar, is it?
17:23Pretty powerful, isn't it? And you didn't have to figure it out on your own. I wrote it for you.
17:28Uh, I don't even think you have to change a single word of that. You could just copy and paste it in. This is how we create webinars.
17:35See, we first hook the audience to create a favorable impression, bring the pain then so they know the cost of staying the same, then you show them the excitement of the possibility of a better tomorrow, and your audience now knows the penalty for action, they now know the reward for action, and that's when we position.
17:52This may be the most misunderstood marketing concept to exist, which is crazy because positioning, when done right, allows me to take my clients, have them jump into brand new markets and immediately make an impact and win big profits.
18:06Also, they leave their competition scratching their head, confused, looking around saying, what the heck just happened? See, positioning is everything.
18:16See, every killer webinar needs to take two positions. The first one is you, how you're uniquely qualified to solve the problem that your customers face.
18:25They can't solve this particular problem from anyone else. They can only solve it through you. That's the position you need to take.
18:30They either remain hopeless forever, doomed for the remainder of their life on earth, or they follow you. That's the first position. Position number two is the opportunity, why it's hot, why it's needed to be done right now, why others who try to do it the normal way will fall short, and why your specific way and your approach of the opportunity is the difference between them winning and loosening.
18:51Those are the two positions. So how do you position yourself then? Well, ideally with results.
18:56Big results, small results, medium results, overall results, recent results, your results, your clients' results, quality and quantity. Your webinar should be tripping with proof.
19:05If I had to choose to promote between two different webinars, webinar one had two gigantic results, webinar number two had 100 small results, I would take the one with 100 small results. Quantity matters in the webinar game, and it matters a lot.
19:21So when I write for clients, the easiest money that I ever make is I take an already existing webinar and just add more results to it. I had a client once who had a testimonial from the freaking former prime minister of The UK, yet she didn't use it in a webinar.
19:36I don't know why, but she didn't. So I just put it in there.
19:40Genius. Now you might say, Jason, don't have kind of those big results yet. What about me?
19:45And my answer is, you know what's more effective than talking about yourself? It's talking about somebody else.
19:51And if you're just starting out, this should get you super excited because you can sell somebody else more effectively than you can sell yourself. And it's the most effective position actually that you can take. So I have a webinar selling an Amazon product, and it's responsible for over $1,000,000,000 in revenue for under a thousand customers.
20:10These are not my customers. I did not show them how to get a billion dollars in results. I didn't produce that.
20:16The clients that I do this webinar for, they are the ones that achieve that. What do I do? I just write and deliver the webinar to sell their program, and I've sold millions of dollars of this product, and I get big fat royalty checks as a result of that for a product I didn't create, one I don't have to support, one I don't have to update, I don't even have to drive traffic to the thing.
20:37My client does all that. I just sell the thing on a webinar once or twice a year, kick back, cash some nice royalty checks. That's the power of webinars.
20:46Now I get it, I get the big clients because I got the big reputation as someone who can crush it on webinars. Well, about you if you don't have that rep yet? Then here is what you do.
20:57As long as you can have a little bit of hustle in your bones, I think you're gonna be doing very well with what I call the Statue Of Liberty clothes. It goes like this. If you visit the Statue Of Liberty, there's an inscription on it.
21:08It says something along the following Give me your cold, your poor, your hungry, your sick, your tired, give me your huddled masses and I will sell them. I added that last part. You can go to anyone with any audience who isn't using webinars yet and say, Hey, you've done everything you can to try to sell your amazing product to your audience, and for one reason or another, some of them who should own your product don't yet.
21:30And I noticed that with the great marketing done, you haven't done a webinar yet. And if you're not closed off to the idea, then I'd like to propose you that I do the webinar for you, I do all the work, we invite only the people who have reached the end of the line and haven't yet bought from all your other previous marketing attempts.
21:47And then of those who do buy, you just give me a piece of the additional new found profits that I produce for you that you otherwise wouldn't have gained. That's the pitch.
21:58And here's the best part. Once they say yes, you puzzle piece the webinar together using the structure that I'm showing you in this video because the material is already there from their other marketing, so you have all the raw ingredients.
22:14The reality is there's thousands of really great products out there, but there's only a few great pitches. And if you analyze my top 32 best performing webinars of all time, here's some interesting data for you.
22:27Nine of them were me writing a webinar, sell my own product. Cool. Eight of them were partnerships, working with someone else where they created the product and I did the webinar.
22:36Seven of them were affiliate webinars, meaning I wrote a webinar to promote somebody else's product for a cut of the sales. Four of them were me writing the webinar and somebody else delivering them. And four of them were I was the spokesperson.
22:50The client did everything else except the webinar. However you do it, your webinar must take the position that what you're showing is the only option if somebody wants to solve the problem.
23:03They solve it through you, or they live with the problem forever. And now that the stage is set, now that you've hooked, pained, excited, positioned, guess what we do next?
23:13It's time for the shift. The shift is the number one thing I do that separates my webinars from my competitors. The shift is what allows my clients to get better results than anyone else.
23:23So you can hook pain and gain and position in many different media, and you can do pretty well with it. But what makes the webinar different is it allows you to uniquely perform the shift.
23:34Now what is the shift? To understand it, you must know this. Prospects are promiscuous.
23:40They're on hundred one and fifty eight dog training email lists. They listen to 73 different dog training podcasts. They're subscribed to 47 different dog training YouTube channels, and they're looking for more every single day.
23:53During this product launch that we did here that set the record almost 10,000,000 in eight days, we were competing against other marketers, thousand plus other very smart and capable businesses. And I knew the audience I was reaching was the same audience that they were reaching.
24:08Better results would come from saying something different to this audience that they weren't hearing from anyone else. And that's when I discovered the multi million dollar question that changed my life forever.
24:20Would you like to know the question? Here it is. What isn't this audience hearing that if they did hear would cause them to buy?
24:29See, my thinking was simple. They keep opening and reading the emails, keep watching the videos, keep going to the free training. Clearly, they are looking for a reason to buy, they just haven't found it yet.
24:41So the question I ask myself is, what aren't they hearing that if they did hear it would cause them to buy? Interestingly enough, my competition was actually doing me a favor. To understand this, let's talk football, American football.
24:54Game works like this. You play on a field, it's a 100 yards long, opposing team kicks the ball off, your goal is to take that ball and move it from your side of the field to their end zone. Now, if you do that, you get paid.
25:08If you don't do that, you don't get paid. So in this case, get paid with points. If you get in there, you score some points, everybody gets happy, they cheer and they scream, yay, we made some points.
25:18The point then is you try to run plays with the hopes that each play moves you closer and closer to the end zone. Yet what happens if you get the ball all the way down to the one yard line and then you run at a time? Do you get like most of the points?
25:30You get at least some of the points? Or do you get like one of the points? Come on, gotta get at least one point.
25:35Right? No. The answer is, unfortunately, you get exactly none of the points.
25:39And it's like that in business. A deal that's 99% closed is still worth $0. And what your competitors do is they pretty much use all the same techniques.
25:48They say the same things, slightly different words, but same thing, same angle, same rapport, same all that, and they get some of the sales.
25:56They get what I call the 10%. The 10% in a market who will buy simply because you reach them first, aka the lowest of low hanging fruit. Unfortunately, you can't build a life around low hanging fruit.
26:08What about the rest of the market? The 80% who would buy under the right circumstances.
26:13Here's what your competition does. It moves them closer to a yes, like bringing the ball down a field, but they don't close the deal.
26:23So when you reach these customers, they're already 80 or 90 or even 95% sold. You just gotta push them over the edge. And even though you only did 5% of the work, guess what?
26:34You get a 100% of the profits. You cool with that? Uh, I'm pretty, pretty cool with that.
26:41Now here's the thing. The one thing that stops someone from buying more than anything else is the limit they place upon themselves.
26:50If someone sees themselves as a failure, until you remove that limit, you will never sell them on being a success. The reality is they can achieve the result that the product will show them how to get. Yet until they believe they can achieve it, it doesn't matter how good the offer is, they won't buy.
27:05So if they've had a problem and they've tried 99 times to solve it and failed, it makes sense that they have this limit, because their only experience is failure. You have to help them understand how this time is going be different.
27:16You have to shatter the limiting belief that they have so thoroughly that they would feel stupid to even attempt to use their old excuse. So you know what they do instead?
27:27They buy from you. Now of the many shifts that I could share with you, I have one I think to best illustrate the power of the shift. And I call it smaller results sooner over larger results later.
27:38Our best webinar campaign ever in the finance space wasn't how to make a million dollars by next year. It was how to make a few dollars starting tomorrow. So your average person in the market, they got no concept of what a million dollars is.
27:52You might as well be speaking a foreign language. Yet everyone has experienced tens of dollars. Good old Alexander Hamilton's.
28:00And people know that, hey, if it's gonna take a long time to get a result, then that's a long time that I can screw it up. There are many opportunities for me to screw it up the longer it takes to get it. So you know what we do?
28:10We reduce the time frame to the result. And then guess what happens? You remove the excuse that they'll give up before they can see the result.
28:18Cause it's so short. Even they can't give up, right? And we remove this false belief that I can't get a big result, cause we've shifted it to something that they can believe that they can get, a small yet meaningful result.
28:34A little bit of movement, a little bit of momentum. They believe they can hang in there for a short time frame. They don't believe they can hang in there for a long time frame.
28:42And here's the coolest thing of all. They believe that if they can get a small result and repeat it consistently, then eventually, they'll get the large result anyway.
28:53So we get the best of both worlds. So we shift it from big result tomorrow to small result today, from a long time to get it with a long amount of effort to a short time to get it with a short amount of effort.
29:06And I've used this one over and over and over again. For example, my product e class webinar, which has now ran over fifteen years straight, teaches you how to create $4 e books that are seven pages long.
29:18I know. Come on. It's just short ebooks that you sell for next to nothing.
29:22And guess what? The last time we launched that webinar, because we updated the product, pretty much the same webinar, 30% conversion on a $500 price point.
29:32Not bad. Now you can get advanced with these different techniques, like Small Results Sooner, like this shift here. You can say, well, this has produced insane results over here with these people showing you what's possible.
29:43Here's what I want you to do. I want you to focus on smaller results instead that are more within your reach. And you know what happens?
29:49Part of your market says, Screw you, I'm going big, and they buy while disagreeing with you.
29:55Most people don't even know that's possible. And the other part of market says, Okay, that makes sense. I can see myself doing that, and they buy because they're in agreement with you, which is how most people think sales work.
30:05Yet, guess what? Disagree or agree, the end result is still the same. They all buy.
30:12And that's how you really hit the next level with webinars. Now, at the core of all my shifts, here's my emphasis. Here's my thinking.
30:21Here's what I obsess over. I don't want to change the person. I want to change the circumstances that surround them.
30:29I want to think of it like poker. So you can try to make more money in poker by studying the game, learning how to bluff, knowing the odds, etcetera, etcetera. Or you can just find tables with really bad poker players that bet large amounts of money, and they don't care if they lose.
30:45So getting better is changing the person. That's very hard to do. Finding tables is changing the circumstances.
30:53That is easier to do. So all my best webinars aim for this. How do we require the least amount of change on the audience as possible in order for them to solve their problems?
31:03You do this, and you'll get more buyers than you ever thought possible. You up for that? If so, keep following along.
31:10So far, we've talked about hooking people to create favorable impressions to set the tone for the webinar, then going into pain because the audience is in pain, so you must meet them there. Then you take them through excitement, showing them the contrast between keeping the pain and putting in the effort to solve the problem.
31:27Next, you position to eliminate all options so the audience only looks to you for the answer, and then you perform the shift so they have to do the least effort on their part to solve the problem.
31:41And this is where we shatter the limiting belief that previously stopped them. We replace it with a new belief so they can move forward to solve the problem. And now we've set it up perfectly to start the transition into the offer we're going to make on the webinar.
31:55Question to you, if you were a comedian, what do you think is more important? A setup or the punchline?
32:01Now the punchline gets all the credit. It's the part people quote, I'm Rick James, bitch, you know, but the punchline don't punch without the setup. So if you're selling anything, the state of mind you get someone directly in before you make them an offer, that's even more important than the offer that you make.
32:18What if people were grateful that you're making them an offer? What if they were happy and excited that you were giving them a choice to invest in themselves?
32:26And now, what if they are looking forward to what you're about to sell them? Do you think that that would make kind of a little bit of a gigantic difference?
32:35You can, and you could just forklift it with a transition that I'll show you in a minute. Maybe the most used webinar technique out of everything that I've taught in my life is the forklift I'm about to show you with the transition.
32:48First, do I have a confession? When I got started with webinars, was very uncomfortable selling on webinars because people didn't expect to be sold when they attended a webinar. Way back in 2008, people were like, oh, gee, golly, gosh, I can't believe you would just show me all this stuff for free without a catch.
33:03But there was always a catch, then the catch was a pitch. So I was very uncomfortable with this. So the first hook that I ever created was what I called the two agendas hook, and it went like this.
33:13I say I have two agendas today. My first agenda is to give you the very best solution for free that you've ever seen when it comes to x y z. My second is to sell you something.
33:23However, if I don't make good on my first promise, then please do not buy what I offer at the end of the webinar. If by some small miracle, however, I'm able to actually give you the best solution for free that you've ever seen in your life when it comes to XYZ, then promise me you'll at least give serious consideration to this incredible special offer that I will make to you at the end of our webinar together today.
33:46Do we have a deal? That was the first hook I ever did. So I just told them upfront, if I do x, then will you consider my offer?
33:54Simple as that. Which is awesome, because then when it came time to transition to the offer, it was really easy. Here's what I would say.
34:02I would say, at the beginning of the webinar, I told you I had two agendas today. My first was give you the very best solution for x y z. Did I make good on that promise?
34:11Yes. Great. Now my second agenda was to present to you an offer that I think if you're the right person for it, be the very best thing in the world that you could invest in.
34:19Do I have your permission to make you such an offer right now?
34:24And they would say, yes. And that was a really powerful setup, considering I created that whole thing way back in 2009.
34:35Now over the years I kept improving upon it, would try all sorts of different stuff, and this then allowed me to create what I now call the two choice transition that's been used in webinars that collectively have generated over $1,000,000,000 in sales.
34:50To prove to you that all this stuff can be forklifted, I'm gonna show you how two students of mine who are in very different fields, very different from each other, both made this work. The first is Bob Proctor, and if you don't know Bob, he's the all time greatest trainer in personal development history. He's since moved on to heaven, yet while he was on earth, he spent fifty three plus years teaching over a million people the art of living.
35:12One of his programs he sold through an automated webinar and it did pretty good, and then it really started crushing it when he forklifted in one of my strategies like this one here. He says, I am certain just with the information we've covered on this webinar today, left on your own with your own resources, time, and effort, you can set and reach some very interesting goals.
35:31And if that were your only option, it would be a worthy ideal to pursue. But what if there was another option? An option that allowed us to go at this together, a chance to go deeper than we can in one short hour on one fast moving webinar connecting together just one time.
35:45What if I played an active role in your results, took responsibility in your success, and had an obligation to your outcome? How would that make things different? Do you think in that situation I could empower you with any and all sorts of resources at my disposal to stack the deck in your favor to make success all but inevitable?
36:01If I had such shortcuts and support systems and additional insights that go even deeper and more thorough into getting you the results you want, desire, deserve, if I had such an option for you, would you love to hear more about it and what it could do for you? That's why it's with great pleasure that I introduce to you, and then insert product name here, in his case, the secret science of getting rich.
36:19And this was a almost word for word transition from something that I taught all the way back in 2012.
36:27Bob took it, forklifted it in, changed a couple words, and it allowed that webinar just to kill it. So that's the first student of mine who used this two choices transition. Here's the second one.
36:38This is Alex Hermosy. You've probably heard of him. Once upon a time, he bought a webinar training program that I did, and he called it the single best course I've seen to date on offer creation in persuasion.
36:49And some advice that I gave him, he says it changed his life. Now I bring this up because when he did the biggest book launch in the history of internet marketing and he used a webinar, he paid me 25 k for a day of consulting and most of that time was actually spent on the shift. We didn't have to spend it on the transition because he just forklifted my transition into his presentation.
37:11It looks like this. You see, before doing this presentation today, I was faced with one or two choices. The first option is part ways with you and then hope that you on your own can figure it out.
37:19Or my second option, I could take a more active role and responsibility for your success to create a win win situation. I chose the second option, and when I did, you're gonna be glad yada yada yada. Same exact structure.
37:32Because I took the two choices, I've taught it in a variety of different ways, but each way was copy and pasteable. And the transition just shows, hey, could do it on your own in a cold, dark, miserable existence, or we can do it together, and I can empower you and stack the deck in your favor.
37:48Best transition that you can put into any webinar. Now, might say, hey, both of those are kind of money related.
37:54Does does this only work in the money niche? Well, here's another client of mine, the trumpet playing niche that Jeremy's in.
38:01Uh, people pay him 5 k to learn how to be better trumpet players, and his coaching program is booked, and this is the transition that he uses. Now he books phone calls and closes them on the phone, but it don't matter because game is still game. Here's what this looks like.
38:15Now I have total confidence that you could take everything we covered and apply it to your trumpet playing on your own today with the information we covered in this webinar along with your own resources. I'm sure you could go out into the real world of music and accomplish what most wouldn't be able to do. And if that were your only option, you'd still be off to a great start.
38:32But what if there was another option? And now you know how the rest of it plays out. Here's my point, the transition gets the audience in the most receptive state to hear the offer, which then puts you in the most comfortable state to make the offer, so now it's time to close.
38:48Gonna make a statement, and when I say it, your response initially is gonna be like, uh, duh, Jason, of course. Right? Yet it's only obvious after I point it out, and it's easy to forget when it comes time to make your offer.
39:00So you're gonna wanna write this one down. Okay? You got the pen?
39:03You got the paper? You ready? Let's go.
39:05People make really dumb decisions for really stupid reasons, frequently.
39:12These are your buyers. These are my buyers. This is me when I'm buying.
39:15This is you when you're buying. See, a person won't drive across town to save a $100 on a new million dollar Ferrari, but that same person will drive across town to save a $100 on a $110 pair of shoes.
39:28And if you ask them why, they'll say, well, the shoes were over 90% off. And that sounds like a lot, doesn't it?
39:34But if you think about it, the net result is exactly the same. In both instances, they saved just $100 So if they do it for the shoes, they should do it for the Ferrari, but they don't.
39:48That's because customers are insane and they're irrational, so fight them with logic and reason and lose the sale, or figure out how to present your offer within a customer's weird decision making process and then get stupid rich. If you have an offer that includes training and software and templates, community, coaching, and you sell it for $14.97 dollars, that's a pretty good offer.
40:08That can work. Now, if instead though, you did it like this, training is $14.97 and when you sign up, you also get this software for free, and these templates for free, and access to this community for free, and all this coaching over here for free, that actually works so much better.
40:26It would blow your mind when you go and do it. Even though it's the exact same deliverables, even though it's done at the exact same price, the way it's presented matters more than what is being presented.
40:37And by the way, speaking of price, your audience only knows if it's a good price based on what they can compare it to. So if you go to buy a suit and they take you to the first one, it's $5,000, then when they show you the next one, it's only a thousand dollars.
40:50It's not that it costs a thousand bucks anymore. It's that it's $4,000 cheaper than the first one that they saw.
40:59Yet if you come in, and the first suit they showed you is some piece of crap $100 suit, and then they showed you the thousand dollar suit, you're not thinking it cost a thousand dollars. You're thinking it cost $900 more than the first thing that I saw.
41:15So same suit, same price, yet it's either a deal or it's a rip off based on what came directly before it. It gets better. Turns out it doesn't even have to be dollars to dollars.
41:26Any number will do. Psychologists once did a test where they asked Americans, hey, what's the last two digits of your Social Security number? And then they asked them, hey, what do you think the value is of this specific house?
41:38And what they discovered is the higher the Social Security digits, the higher people guessed at the value of the house. And that's when I developed this price close that you can forklift into your next webinar.
41:50It goes like this. The sun's 93,000,000 miles from Earth, yet it gives 8,000,000,000 people all the nourishment we need, and I'm only asking you to put down $19.97 today with insert product name here.
42:03We started with a million, we went to a billion, then we dropped to a thousand. We did big number, big number, tiny number in comparison.
42:11Now does this really work though? Yeah, on its own it can actually help. Yeah, webinars are kind of like avalanches.
42:16It's the buildup of every part from hook to pain to excitement to shift to transition to close. That's what makes the millions. Anything taken in isolation and used on its own certainly can help, yet it's when you connect them all together, that's where the miracles happen, that's where the money gets made, and that's where the lives get changed.
42:34One major problem with how people sell though is they overemphasize the results, yet they do little to decrease the risk.
42:42People might buy when the result is big enough, but people will buy if the risk is completely removed. Now you can never really truly fully remove risk, but the closer you can come to it, the more money you're going to make. Now, I've looked at thousands of webinars on the market, I've created hundreds myself, and yet I've only seen a handful of webinars outside of my own that use the greatest risk reversal strategy to ever exist.
43:07So are you ready to discover one of my best secrets to webinar success? A secret I use that less than point 1% of webinars use? Here it is.
43:15It's called a better than money back guarantee. Now I want you to imagine a scenario where the customer carries 100% of the risk, and the person making the offer carries 0% of the risk.
43:25So the customer risks everything, the seller risks nothing. Now you come along strapping young lad that you are, and you yourself, you don't like risk either, because nobody does.
43:35So you only shift a tiny little bit of the risk from the customer to yourself. Like, we're talking like 1% of the risk that you shoulder. And what do you think happens when you're the only one that's willing to take on any risk on behalf of your customer?
43:49The jester itself will close the sale. And what if you could shift a real risk off their shoulders, onto your shoulders, and make it not a risk to you at all?
43:58How powerful would that be? We call this risk arbitrage. We take a real risk to them that's not a risk to us.
44:04We look like a hero. We make the sell. Would you like an example of what this looks like so you can forklift this into your next webinar?
44:10All right, here we go. Listen, if you try this out and for some strange reason it doesn't work for you, even if I give you your money back, you're still out your time, you're still out your effort. So is there a way I could pay you for your time if by some weird chance you try this out and it doesn't work out for you?
44:26Turns out I can. See, the difference between those who win with this immediately and those who take a little longer is one word. It's called consistency.
44:33Winners consistently make a plan in the morning and follow in the afternoon, and that's all I ask of you. Here's what I want you to do.
44:40Simply create a Google Doc and share it with supportyourdomain.com, and then for the next sixty days, write the specific action you'll take that day in a paragraph in the morning. And then in the evening, document what you actually did.
44:52Do that for sixty days straights. And if you don't insert specific result here, I'll give you double your money back. Simple as that.
45:01Now if you use a better than money back guarantee like this, guess what you're gonna discover. If you get customers to be consistent, they get results. And if they get results, then they don't even need the guarantee anymore.
45:13And only the most unluckiest customers, the ones who go outside and somehow a bird flies by and poops on their head, these are the one in a thousand or 10,000 or 100,000 customers who end up ever qualifying for the guarantee. So would you increase your cost a tiny little bit if it increased your profits by a whole bunch?
45:31Now every damn marketer I know will risk more money on Facebook and Google Ads. They're willing to continue to spend more and more and more to acquire a customer. So they'll give billion dollar corporations money, but they won't risk one thin penny on the customers themselves, which is insane because if they did, they could cut their ad bill in half because they would double their conversion rates.
45:54So even if you're not ready to do the Better Than Money Back Guarantee on your first webinar, I get it, that's a big step for some of you, then at the very least promise you will use the next technique that I'm about to show you, which is so damn easy, even a child can do it.
46:07And by the way, that's where I learned it from, a child. Here's what it looks like. Studies show it takes people being asked to buy about 26 times on average before they say yes.
46:18Most marketing campaigns ask for the order on average just four times. That's freaking insane. The point is the more you ask, the more money you make, provided you can do it in a way that isn't annoying.
46:30And I will show you how to do so in a few slides. Now the problem with almost all webinars is this. They present to you the offer, every part of it, big and small.
46:38They talk about the bonuses, if they have them, and maybe they throw in a money back guarantee if they have that. And if they're smart, they sprinkle in some scarcity on the top, and they take the time to explain it all. And after this very long, long time spent going through all this, then and only then do they do their first call to action.
46:57If you do it the way I show, by the time all these other presenters have made their first call to action, you've already made at least your tenth. Now here's something most people won't realize.
47:07When you make the first call to action, yeah, you'll pick up the immediate chunk of first buyers. Those that are dying of thirst, they're gonna buy right away. Cool.
47:14You'll make a little bit of money that way. So if you add a 100 people on when you make the offer, and you get four of them to immediately say yes to your first ask for a thousand dollar product, you just made $4,000.
47:26That's pretty damn good. That's the equivalent of the pay of eight brain surgeons. Yet, four out of a 100 is just only four small percentages.
47:36The reality is this, any offer, no matter how good it is, no matter how well it is presented, be met with an immediate no by a majority of your audience the first time that they hear it. It's not you, it's them.
47:49The word no is the easiest word to say. No means no sign up, no money spent, no effort put in, no change. See, the short term, doing nothing is always going to be the most attractive choice.
48:01There's little consequence to it and there's no action needed. It's over the long term that doing nothing costs you, and the pain of regret hurts more than the pain of action.
48:12That's why you have to be persistent to help your audience help themselves. One way to help them make a yes decision is empower them to feel in control. The saying goes, people don't want to be sold, but they do want to buy.
48:23So if they say no when you ask, and then, you know, they think it over for a minute, and they decide on their own terms to say yes. Somehow in their mind that's different.
48:32So they have to say no to you so they could say yes to you later. So get the no out of the way so you can get to the yes sooner. Doesn't that make sense?
48:39Makes total sense, doesn't it? Now what most presenters believe though is that when you ask for the order, people will say no immediately and then run for the hills, instant, permanent rejection.
48:51And the reality is most people who say no, say no and then stay on the webinar, and this is where all the real money is made. The trick to big webinar profits then goes like this.
49:03Here's my offer, here's why it's a bargain, go to example.com/yes to sign up. And most people don't, and only a couple do.
49:10Then you say, I also have this bonus, here's what it's about, now go to example.com/yes. And one or two or three will say yes, and most of them will still say no. And they say, oh, I also have this other bonus over here, and here's what it's all about.
49:22Here's why it's awesome. Now go to example.com/yes and get signed up, and maybe you pick up another buyer or two.
49:28Then you say, hey, listen, this special deal, it's limited and expires soon. Here's why it's limited, here's when it expires, now go to example.com/yes and sign up before it expires, and you might pick up another one or two along the way.
49:41And then you say, hey, here's another reason why you should consider buying, and if that makes sense to you, now go to example.com/yes to sign up, and you might pick up another one, you might pick up another two, and then you say, oh, here's a different reason from a different perspective, and if that makes sense to you, now go to example.com/yes and sign up, and you might pick up another one, or you might pick up another two, and they say, oh, here's yet another reason?
50:01And now if that makes sense to you, go to example.com/yes and sign up, and you might pick up another one, and you might pick up another one. And you will double or triple or quadruple your sales by continually asking.
50:14With just a little bit of technique, you can make a lot of money. Now at the heart of it is a concept that I figured out many years ago, and I say it like this, new insight, new decision. So if anyone makes it this far in your webinar, you know they're the right fit.
50:26They should buy, yet they haven't bought yet because they haven't heard the right reason to buy. And here's the good news.
50:33Zoom doesn't charge you by the minute. PowerPoint doesn't charge you by the slide, audience just need that one right reason to buy, and once they hear it, then they will say yes. Now his right reason might be different than hers, and this person might need to hear more than one reason before they say yes, And since you lose nothing by giving additional reasons, the only thing stopping you from doing this is because you don't know enough different reasons to give them.
50:58So forklift them. I have a client whose webinar is now over 8 figures, there's one problem. The webinar is four hours long.
51:06Now only about an hour of that is an actual presentation and the other three hours of it is different reasons his attendees should buy. And every reason is one he got from me. He has written each one out word for word and just reads them out one after the next.
51:21Are you telling me, Jason, that you have three hours on specific word for word closes? No. I'm not.
51:26I have more than three hours, a lot more, but, you know, three hours, it's a good warm up. You could, for example, use one of these closes in your next webinar. I call it the old habits close.
51:35It goes like this. Wouldn't you agree that habits are hard to change? That's why you're struggling to get insert result here.
51:41And if we ended the webinar right now in parted ways, it's highly doubtful you would immediately change your habits and behavior to achieve insert specific result here. In fact, you are already aware of how easy it is for you to fall back into your old habits, the ones that prevent you from insert result here. And damn it, I ain't gonna let that happen.
51:57If you want true lasting change so you can finally achieve insert result here, then you're gonna need repeated exposure with the right resources, and you're also gonna need accountability. Lucky for you, I have both.
52:08The right resources with the right exposure combined with the right account at example.com/yes. And when you go there and sign up today, you get the rest of it. Right?
52:15That's the old habits close. And it only works in about every single webinar that has existed.
52:22You could also use this next close. It's called the nothing nothing special close, and it sounds like this.
52:28You say, listen, what I've been able to do is nothing special when you consider the facts. The facts are I've spent the last several years of my life using trial and error methods to discover the secrets that I can give you today for one easy investment of, insert money here, at example.com/yes. Now I'm of average intelligence.
52:45I have average skill. The only major advantage I have going for me is I'm willing to work hard, fell often, and never give up. You can do the same.
52:52You can go out there and spend countless hours dealing with all the stress and headaches and making all the same mistakes that I did, but my question to you is why? Why would you do that when you can shave thousands of hours of headache and heartache off by simply exchanging a small amount of money today to get insert result here?
53:10Now you can breeze past the pitfalls as I give you the essence of my thousands of hours experience so you can shortcut your path to success to a matter of hours or days instead of months or years. When you look at it like that, I think you'll agree with me that you're getting the deal of the century when you sign up today at example.com/yes.
53:28And of course, you could use that close however you want to. You can be direct, you can use the results or excuse close, it goes as follows.
53:35You say people are good at one of two things. They're good at getting a result, or they're good at making excuses. These are mutually exclusive.
53:43You can't be good at both, so my suggestion to you is pick one. Now your excuses might not cost you money, but they will cost you dignity, growth, and eventually they will cost you your soul.
53:54And the longer you sit with your excuse, the better you get at making them. You can make excuses, or you could pick results. And if you only got half as good at action required to get result as you are with your excuses, then you'll accomplish far more in the next few months than you ever possibly dreamed in your life.
54:15Your excuses or example.com/yes, which will be your future.
54:21And you could close like that. You could even get spiritual with it and use the footprints close.
54:28Goes like this. You say, when you sign up at example.com/yes, you get the best solution for insert result here, and you also get something else.
54:36You get me. You ever heard of the poem called Footprints? A man had a dream.
54:40He was walking on the beach with God, and as he walked, many moments from his life shone in the sky. Each moment had footprints attached to it. Sometimes there was two sets, sometimes there was one set.
54:49And the man noticed all of his hardest times in his life, there was only one single set of footprints, and this upset the man. And the man asked God, why, God?
54:59Why was I left in my darkest moments to walk alone? And God replied, son, the times when you see only one sets of footprints, those were the times that I carried you. And when you sign up at example.com/yes, you get both the best solution for insert result here, plus you get me.
55:15And with me, if things ever get hard and you need carry, I will carry you. I will support you. I will be there for you.
55:22I believe in you more than you believe in you when it comes to this. So help me help you by going to example.com/yes and signing up right now.
55:31Okay? Now all these closes, no matter how you feel about them or the difference in the words, they're all designed to do one single thing, and that's breaking a loop.
55:41Your best customers who should say yes don't because they get stuck in what's called an indecision loop. So keep giving them new information, and sooner or later, you'll help them break out of the loop of indecision, and then if it makes sense, so many of them will decide, yes, I want to invest with you.
55:58Listen. When someone's considering a solution, how big is their desire to watch, listen, and consume as much as possible to help them make a really good decision?
56:08And the answer is a lot. Your competition is ignorant to this, and this is why they quit early. You just have to quit later, and you'll capture all the money that they left on the table.
56:20Does that sound like something that you're up for? Now, a four hour webinar beats a three hour webinar, which beats a two hour webinar, which beats a one hour webinar, because most time we spend on the webinar is on objections. Address an objection, ask for the order.
56:35Address another objection, ask for the order. I have a very serious question for you right now.
56:41Do you care about the audience you want to serve? Seriously, like do you care? And if so, how much?
56:46Is it a little bit or is it a lot of bit? Now anybody can say they care, if you actually show it though.
56:54If you're willing to hang on your webinars just a bit longer than everyone else, you will show your audience that you care more than anyone else. And when you care more than anyone else, you make more money than anyone else.
57:06When you show you'll hang in there longer than everyone else, you get this up. And if you'd like more personal help with this or anything that we discussed on this YouTube video today, then comment below, and we'll see what we can do for you.
57:18Subscribe, like, share. I'll see you in the next video.
The Hook
The bait, then the rug-pull.
He opens by warning you that what follows will seem like the worst pitch for webinars you have ever heard. Then he names what he is doing: setting a commitment net. Before the first minute is over, you have already agreed to the premise -- and the webinar has begun.
Named ideas worth stealing.
12:00list
Hook-Pain-Excite-Position-Shift-Transition-Close
- Hook
- Pain
- Excite
- Position
- Shift
- Transition
- Close
The seven-step webinar structure. Each step handles a distinct psychological gate: attention, cost of inaction, possibility, credibility, belief change, offer framing, and persistent asking.
Steal forAny sales presentation, YouTube video, email sequence, or VSL
12:10concept
The Forklift Method
Assemble a webinar from pre-written, fill-in-the-blank components rather than writing from scratch. Named after the idea of lifting already-built parts into place.
Steal forAny repeatable content format -- webinars, sales calls, email sequences, YouTube scripts
17:40model
The Miracle Formula
Ask the audience to state their why with sensory detail so their own motivation does the selling.
Steal forWebinar excite section, coaching intake, email opt-in confirmation sequence
20:20model
The Two Positions
- Position 1: You (uniquely qualified)
- Position 2: The opportunity (uniquely timed)
Every webinar must take two positions: why the audience can only solve this problem through you, and why this opportunity is uniquely available right now.
Steal forAny positioning section of a sales presentation
28:20concept
Smaller Results Sooner
Shift the promise from a large distant result to a small immediate one. Removes fear of quitting and replaces it with a belief the audience can actually hold.
Steal forAny offer in a market where the audience has failed before
31:40model
The Two-Choices Transition
Bridge from teaching to offer with two paths: figure it out alone, or let me take an active role. Frames the offer as partnership, not sales pressure.
Steal forAny webinar or presentation transition to the offer section
44:40model
Better Than Money Back Guarantee
Ask the buyer to document daily actions for 60 days; offer double refund if they follow through and get no result. Consistency required to qualify = consistency required to get results = almost nobody qualifies.
Steal forAny info product or coaching program guarantee
51:00concept
New Insight, New Decision
Every additional close attempt is new information for someone in an indecision loop, not repetition. The right reason is different for each person.
Steal forJustification for extended webinar closing sequences, follow-up email cadences
22:10concept
The Statue of Liberty Close
Approach any business with an audience and offer to run a webinar for their unconverted list, doing all the work, in exchange for a commission on new sales.
Steal forAny beginner who lacks their own product or audience
How they asked for the click.
VERBAL ASK
56:55subscribe
“Comment below and we will see what we can do for you. Subscribe, like, share.”
Soft CTA at the very end after a full close sequence. No product link offered in the video itself -- entire presentation pre-sells future engagement.
MENTIONED ON CAMERA
Visual structure at a glance.
