Get Paid To Do LIVE Webinars - Scott Marshall - FHR #200

Funnel Hacker Radio - Podcast - Video (Russell Brunson - FunnelHackerTV)

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YouTube Transcript: English (auto-generated)

00:00
welcome to funnel hacker radio podcast
00:02
where we go behind the scenes and
00:05
uncover the tactics and strategies top
00:07
entrepreneurs are using to make more
00:09
sales dominate their markets and how you
00:12
can get those same results here is your
00:14
host Dave Woodward hey everybody you
00:18
guys are in for a crazy ride today I
00:21
want to introduce you to Scott Marshall
00:22
Scott welcome to the show
00:24
hey buddy thanks for having me Scottie’s
00:27
is one of our two comma Club winners he
00:29
owns a company called - comma for calm
00:31
he’s also in our roundtable hosts and I
00:33
just found out that basically he just
00:34
ripped off all click funnels onboard his
00:38
own company so with that said I wanted
00:41
Scott you guys love the conversation
00:43
today I appreciate that I really do
00:46
thanks for the shout out so really guys
00:52
one of the main things we want to talk
00:53
to you about today is one of the things
00:55
Scott is having phenomenal success that
00:57
is live webinars and these are different
00:59
than the typical webinars that you guys
01:01
are used to so what’s got to kind of
01:02
tell you a little bit about what he’s
01:04
doing and what we what what really is a
01:05
live webinar so Scott what’s a live
01:07
webinar yeah so for us we’ve had a lot
01:11
of success in this area just give you a
01:14
quick background like we do like
01:15
financial education and software right
01:17
and so we drive people into a live
01:21
presentation typically through like
01:22
GoToWebinar and we have a live presenter
01:26
inside of that and then we also have an
01:28
incredible sales staff and so we look
01:30
for key metrics through the tip Nate’s
01:33
90 minute webinar and we look for key
01:35
metrics one will look for how long you
01:38
stay inside of that webinar and then we
01:40
do what’s called raised hands and then
01:42
based on those raised hands is how we
01:44
build our sales pipelines and then we
01:46
start selling you through our like whole
01:48
value ladder inside of that as well and
01:51
then before that there’s a whole process
01:53
of taking you through the value ladder
01:55
that we all know through through comm
01:57
secrets of getting you into a tripwire
01:58
product and so either before you come to
02:01
the webinar we’re giving you an
02:02
opportunity to get anywhere from a
02:05
dollar to a two hundred dollar product
02:07
that’s either gonna be a trial or it’s
02:09
gonna be a one-time charge or it’s gonna
02:10
be a subscription because we know that
02:12
when we get you into the live
02:13
and you have one of those products the
02:16
chances of you up sound is anywhere from
02:18
like 8% to 12% for us and so people
02:22
understand because most people think of
02:24
webinars as free and I’m gonna sell the
02:26
site ticket thing at the end what you
02:28
just talked about earlier was you want
02:30
to make sure you get money up front yeah
02:32
absolutely possible and I think the one
02:35
we were just talking about was a dollar
02:37
and it gives you basically about 10
02:38
percent 10 percent chance if that person
02:40
pays a buck is gonna have been turn
02:42
around and spend $8,000 with you by the
02:44
end of the sale yeah kind of insane
02:47
right but so what we did is we funnel
02:49
hacked as it’s I’m I think I just called
02:51
it rip in like I ripped literally
02:53
Russell’s onboarding sequence for for
02:56
click funnels and we said instead of
02:57
doing like a 14-day trial why don’t we
02:59
just give you a seven dollar trial for a
03:01
dollar because what we found was through
03:03
tests and hundreds of thousands of
03:05
dollars a hundred thousands of leads
03:06
that if someone just takes out their
03:08
credit card and even if it’s 99 cents
03:11
before they come in to that webinar the
03:14
chances of that em up selling to our
03:16
$8,000 flagship is 10% and so it just
03:19
makes sense make sure that the journey
03:21
is hey look I’m going to show you this
03:22
incredible system I’m going to show you
03:24
incredible way how you can achieve your
03:27
goal to get to where your dream
03:28
destination is but before you do I want
03:30
to give you the exact same tool that I’m
03:32
gonna use inside of the presentation
03:34
this live webinar and guess what instead
03:36
of paying hundreds of dollars I’m gonna
03:37
let you get it right now for a dollar
03:38
you just have to cover the cost and the
03:40
act of doing that is making millions of
03:43
dollars because of this Scott I love
03:45
that idea I think people we’ve always
03:48
talked about you know the hardest dollar
03:49
to ever get is the first dollar online
03:51
but once the person goes from being a
03:53
prospect to a client or a customer it
03:56
totally changed the relationship and so
03:58
getting them to take that dollar out is
03:59
a phenomenal phenomenal opportunity for
04:02
you guys I think that’s just crazy cool
04:04
how you guys are doing it
04:05
yeah and I’m saying like one of the
04:07
biggest things that I see with working
04:08
with a lot of companies is that they
04:11
really don’t they just don’t know the
04:13
process right and they don’t know the
04:14
right process that’s for them and when
04:17
you’ve got like a sales floor figuring
04:19
out how you qualify an actual lead is so
04:22
substantial to being able to scale up
04:24
and so when you’re talking on a huge
04:27
budget and I know everybody doesn’t have
04:28
the same budget it’s perspective but
04:30
when you’re spending three hundred to
04:31
five hundred thousand dollars a month on
04:33
leads and you’re getting three hundred
04:35
fifty thousand to five hundred thousand
04:37
leads a month you can’t you can’t staff
04:40
the volume that you need to be able to
04:42
work every single one of those leads so
04:43
you’ve got to start getting qualifiers
04:45
and so instead of if I can just go get
04:47
two thousand now those three thousand
04:49
people that I know are highly qualified
04:51
because they’ve already given me their
04:52
credit card well now like my cost of
04:55
everything goes down so it just makes
04:58
sense
04:58
Scott that’s just awesome so tell people
05:01
as far as what some of the strategies
05:02
you guys are using to get them to pay
05:04
you front yeah so we’ll do like we’ll
05:09
bring them into just a basic webinar
05:12
funnel you know we’ll do a squeeze page
05:14
the higher and will typically get like
05:16
thirty five to forty percent on those
05:18
squeeze pages so that we can get our
05:21
cost per lead but what we typically do
05:24
is we sell you on that dream destination
05:27
right from the get-go and the journey
05:29
through that funnel and the drip series
05:30
is reinforcing that that destination
05:35
right so most people want to figure out
05:37
how to make money like whether that’s
05:38
online or or through a system or through
05:42
education right and so what we do is
05:45
during that journey is we want to give
05:47
you a tool that’s exactly going to get
05:50
you there faster right and so the
05:52
Russell talks about this a lot right is
05:53
you’ve really got one opportunity to
05:55
make that switch before you start
05:57
stacking and so from the get-go we start
06:00
saying let me take you out the current
06:02
vehicle that you’re in right you want to
06:03
retire earlier you want to be able to
06:06
take your family on that vacation that
06:07
you’ve always to do you you want to be
06:10
able to pick your kids on when you want
06:11
to be able to pick your kids up instead
06:12
of working 60 hours a week we’ve got the
06:14
system that’s gonna get you there we’ve
06:15
got the car that’s going to take you to
06:17
that destination
06:17
but now let me show you how I can
06:20
upgrade that car so you know instead of
06:23
instead of you could have to go over
06:25
hills so instead of using your current
06:26
tires I’m gonna go to put on fatter tire
06:29
so that you can go off-road you can get
06:31
the urban factor here’s the tool that’s
06:32
gonna get this very cool it’s just a
06:36
it’s you know and it just it worked so
06:39
kind of the whole blue ocean is
06:41
taking them off road then ah there you
06:44
go absolutely I think you uh I think
06:46
you’re just give me a new marketing plug
06:47
before before I even realize that yeah
06:51
no I think that’s amazing so now you got
06:54
these people online and you’re doing
06:56
webinars you do you guys are I mean you
06:58
guys doing serious numbers I think you
07:00
said like 42 million in volume last year
07:02
15 million it through click funnels five
07:05
hundred thousand eats a month I mean you
07:06
guys are doing some serious serious
07:07
numbers so yeah it’s it’s pretty it’s
07:11
putting tens so now they basically they
07:13
come through your front end funnel be
07:14
Peggy a buck up to a dollar to you know
07:16
two hundred dollars whatever it might be
07:17
what’s the back in yeah so the back end
07:22
is where it really gets crazy for us is
07:24
after we’ve got you on that $8,000
07:26
flagship which is like an education
07:29
package it’s really it’s really giving
07:32
you everything that you need we get
07:34
started inside of this industry but then
07:37
what we do is we do back-end webinars
07:39
and we do back I can sessions will do
07:41
like training sessions and inside those
07:43
training sessions we’re selling and you
07:45
additional items to keep stacking it
07:47
right and so we teach financial
07:49
education and so there’s always new
07:51
tools and there’s always new courses
07:53
like we have a catalog of like 30
07:54
different courses and so at any time
07:57
with our pipeline on the back end
07:59
since we have you know we have 10,000
08:01
people that we’ve sold at this point and
08:03
we’re constantly engaging them we’re
08:05
constantly every month giving them a new
08:09
offer that they can then go purchase and
08:11
that’s where that’s where the real money
08:13
is for us because that point we paid for
08:14
the lead we’ve paid for our advertising
08:16
now it’s just a case of letting them
08:18
consume all of our product of sweets
08:20
suite of products to tell me on on the
08:24
webinar are you closing them on eight
08:25
thousand or sale or you taking an
08:26
application and then having people
08:28
follow up what else yeah yeah so how
08:31
that webinar run is we do we do the race
08:34
hands hey look if this makes sense to
08:35
you raise your hand
08:36
type in your phone number and then we do
08:38
like the option a option B you know like
08:42
hey look guys you guys let me down there
08:43
get a lot of people don’t understand
08:44
what you mean by raised hands so yeah
08:47
waiting people at rate hands are so it’s
08:49
just like an engagement will ask
08:52
engaging questions to make
08:54
sure that this package or this offer or
08:56
this system makes sense to use and so
08:58
it’s just a little buy-in like little
09:00
micro commitments okay look if you’ve
09:02
seen what I if if this is making sense
09:05
to you right now and you can see this
09:06
opportunity I want you to type in your
09:08
phone number I want you to say yes and
09:12
we do that throughout the webinar and
09:13
then at the end we say hey look if
09:15
option A makes sense to use and you want
09:18
to take this offer we only have a
09:19
limited amount of seats we do obviously
09:20
arjen see we need you to type in your
09:23
phone number right now and raise your
09:24
hand
09:25
um and so it’s really like a it’s a
09:28
micro commitment through the webinar and
09:30
that way when you’ve got 500 people in
09:32
the webinar you can’t just go call 500
09:34
people right then and there that way to
09:37
10 to 20 percent of those people that
09:38
raise their hand I now have designated
09:41
20 sales guys that can just go and
09:43
concentrate on those people first so
09:45
you’re getting to raise their hand and
09:46
then you’re having them basically enter
09:48
their phone number in and those people
09:50
basically you are reaching out to them
09:52
absolutely now we already have their
09:54
phone number on deck but you know how
09:56
this game works a lot of people when
09:57
they’re coming into a webinar
09:58
they’re either putting in their wrong
09:59
phone number and so this way it’s that
10:02
double confirmation awesome so if you
10:05
don’t mind tell me what what’s your cost
10:07
to to get a person on a webinar hmm our
10:12
cost of webinar is about $20 okay -
10:15
actual attends so 20 bucks to get
10:18
someone to actually attend a webinar and
10:19
then your back-end sale is 8,000 bucks
10:22
yeah and any ideas for how many people
10:26
it takes to to get one sale yes we go
10:30
through that’s a great question so we go
10:33
through about 350,000 leads a month to
10:37
get and we’re from 300 to 350 sales it’s
10:46
pretty strong so yeah so the other way
10:49
that we look at this too is because one
10:51
things I really head on pins the online
10:53
micro products those Tripp Barton
10:54
products mm-hmm it’s really a big focus
10:56
for me what I know is I saw about 2000
10:59
of the micro politics a month and 10% of
11:02
those will buy the 8000 so for every
11:05
2000 buyers that I can get
11:08
and that cost per acquisition is about
11:10
$90 it takes me about $90 to get someone
11:12
to buy $1 trial 9.99 t dollars now yet
11:20
again that has a rebill so even if you
11:22
don’t buy the flagship product I’m still
11:25
making money because on the continuity
11:26
but I know that out of those two
11:28
thousand people ten percent of those
11:30
every month are buying or eight thousand
11:32
or five tickets and that’s how we’re
11:34
able to get the scalable buggy so ten or
11:37
ten percent of them ten percent so
11:39
you’ve got two hundred people who are
11:40
basically spending eight thousand bucks
11:42
with you yeah well yeah it’s a it’s it’s
11:48
why we’re able to staff as many people
11:50
as we are and and that’s back into the
11:53
company as strong as we are I think
11:55
that’s fantastic so again some of the
11:57
main things you’re at as far as
11:58
takeaways obviously is getting people to
12:00
pay up front to attend a webinar and
12:03
then once they’re on the webinar to get
12:05
them to raise their hand and enter in
12:06
something of personal value to that like
12:09
that phone number and absolutely
12:11
obviously then you’re following up with
12:12
those people and it’s now a more of a
12:16
warm call and sound versus a cold call
12:17
because they’ve asked you to call them
12:19
yep
12:20
are you getting any additional
12:21
information you have until I’m
12:22
application or anything beforehand doors
12:24
are just enter your phone number into ml
12:25
immediate call yeah so we haven’t done
12:27
that yet like that’s the next evolution
12:29
for us and we’ve done it with a few
12:30
other processes but um we haven’t done
12:33
on a grand scale of doing the whole
12:36
high-end application we’ve seen like
12:40
Russell’s and we think it’s it’s genius
12:41
and also get lights on the weekend
12:44
warrior like his funnels pretty good and
12:46
so we’re gonna try and implement that
12:47
either the end of this quarter or next
12:49
quarter to see if we can get some kind
12:51
of extra convergently it’s there because
12:53
that is it’s genius
12:55
well Scott you doing a great job but I’m
12:57
excited again you’ll be a phone hacking
12:59
live one of our two comma Club winners
13:02
is also one of our two comma Club
13:03
coaches will be I mean at our roundtable
13:05
evening
13:06
absolutely and again so people want to
13:09
find out more about just got where they
13:10
how they reach out to you yeah so they
13:12
can they can go to Scott from Scott calm
13:15
which is Scott the number for our M
13:18
Scotland calm or they can go to - comma
13:21
funnel
13:22
calm and that’s t wo kama funnels calm
13:27
that’s awesome we get close to wrapping
13:29
things up maybe the other words of
13:31
advice you have for our final hacker
13:32
community yeah just you know believe in
13:35
the process stay at it and the biggest
13:37
thing I see with with new people and
13:40
just people that are trying to make it
13:41
to that next level
13:42
is like if you think you should do it
13:43
like you should probably do it whether
13:46
that’s a follow up sequence whether
13:47
that’s adding another page inside of
13:49
your funnel
13:49
whether it’s like spending that money
13:51
investing in yourself like go with your
13:54
gut and just do the actual work oh great
13:57
advice
13:58
well again Scott appreciate you taking
14:00
time today and wish you all the best
14:01
dave-o is my pleasure you know one of
14:04
the things that means a ton to me is the
14:06
personal reviews that you guys leave on
14:08
iTunes you wouldn’t mind going out great
14:10
this show let me know how I’m doing just
14:12
go to iTunes click on the episode and
14:14
rate it leave a comment I read all the
14:15
comments I appreciate all the stars and
14:18
everything given you already left for me
14:20
I can really appreciate it and it’s my
14:21
way of finding out how I’m doing so if
14:23
you don’t mind I’d really appreciate it
14:24
and again thank you so much for all that
14:27
you guys do have a great day

Expert Secrets: Find Your Message, Build A Tribe, And Change The World…

:arrow_right: Get FREE Book Now! (Limited Copies)

“Expert Secrets Is The Map That Will Allow You To Turn Your Specialized Knowledge, Talents and Abilities Into A Business That Will Work For You! This Is One Of The Shortcuts of The New Rich” - Robert Kiyosaki