lisa: all right, hello everybody, i'm just getting some ... · coming into your office, or...

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Lisa: All right, hello everybody, I'm just getting some confirmation that you can

hear me. Yes, I'm live. Okay. Hello and welcome. Welcome to the Speak

to Sell Virtual Boot Camp. You guys are really going the distance, I have to

say. I answered about 36 pages of questions online, along with Kim. We

conspire about your questions. She does the posting for me, and wow.

You guys are in the thick of it, which I love.

Everyone who submitted your questions by the deadline have really great

news. Your question is answered. For all of you, if you want to learn from

the questions and the answers that are being given, just a reminder that

you can go anytime over to the tab that's called forum. It's the last tab,

and you can look into module one, module two, pretty soon module

three, see the questions that were asked and the answers that were

given.

Also you guys have been just awesome at supporting each other both in

our private Facebook group, which if you're not on the Speak to Sell

Facebook group yet, you're kind of missing the party. You want to go to

the schedule live Q&A calls tab, the fourth tab over, and you'll see our

link that says, "Join our private Speak to Sell Facebook group." You guys

have just been awesome awesome on supporting each other there, and

also in the forum. You can comment and help each other on the

questions. Lot of interaction going there, it's a nice library for all of us as

we go through each of the modules.

I wanted to answer a couple of general questions, again, here in the

Speak to Sell Boot Camp. First I want to remind you, what are we after

here? We're after you having the structure that anytime, now or in the

future, even if you're almost more like previewing the class now, planning

to use us in the future, that you have the structure for ever, for anytime

that you want to put together a presentation that leads to a call to

action, that has somebody on the spot booking a qualified appointment,

coming into your office, or getting their credit card out and investing with

you right now. Some of you are doing that real time, and you can kind of

tell by the questions, those of you that are building it as you go.

Some of you are here, you want this tool, you've got some other things

going on, but it was just with the bonuses and the fact that I'm doing

these live Q&As, and the $1000 off, all those things, you thought, "Let's

just get this tool now, and then boom, it'll be plug and play when I'm


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ready to use it." Then there's some of you that are really just getting

started, you're using this as a transition plan from some idea that's been

in your head, some way that you want to help people or you have been

helping people, and this is really a transition plan to be able to actually

put that into reality. That's super valid, super fair. For all of you, the

invitation and my encouragement is to really go the distance with what

we gave you in this course. This Speak to Sell Virtual Boot Camp will give

you everything you need to craft your talk and your offer, and then

Ultimate Sale Boot Camp, the live three day training bonus, the bonus is

for attending live, that is where we're also going to give you our system

to be able to create what I call a sales conversion machine. Your

signature talk is one element of it, okay, but for you to get your work

both online and offline.

We also include our high ticket selling system so that you can take the

same offer that you might be selling for $1000 or $500, when you make it

live with Speak to Sell, you can also learn our system to be able to

repackage, price, and offer that for $2000 plus, by adding some intimacy,

adding some access, restructuring the package, and those are the

secretes that I'm going to show you at Ultimate Sales Boot Camp. It's

really about me showing you that the fastest way that I can think of to lift

you up with structure, just show you how to move some puzzle pieces

that you already have, and you will see example after example of other

entrepreneurs just like you. You'll see people that are doing wardrobe

consulting, people that are doing closet organizing, people that are

teaching karate studios how to make more money, coaches, speakers of

all kinds, leadership experts, corporate sales people, every kind of

woowoo thing you can think of from the medical arts to channeling and

some of the best personal development leaders that you've ever seen on

the planet, all of them there. There'll be about 500 of us at Ultimate Sales

Boot Camp Live. I just really really want to encourage you to get your

ticket registered.

I have a little surprise for you, kind of a bonus to this training. Some of

you attended, but some of you didn't, so I'm going to run a couple of

encores of a call that I did yesterday with my training director where it

was just a pure open Q&A about Ultimate Sales Boot Camp, what it is,

you can get clear right away, today, tomorrow, on booking that ticket

because we are very close to sold out at this point. The hotel is sold out

for the public, our room block still has a little space, and we're getting


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really close to being sold out with these bonus tickets. It is a bonus, but

once it's sold out, you won't be able to use it for this Ultimate Sales Boot

Camp. It'll be about a year and a half minimum until we do this particular

event again.

So if you're just jumping in, make sure to go up to the tab that says, "Live

event" and get yourself registered either with our $97 no show deposit,

we'll hand you a hundy back right when you get there. Or most clients,

we can handle about 70% of you in your VIP networking lunch where we

have structured networking exercises and structured exercises to move

the content forward. We have beautiful hot, healthy lunches that can

accommodate most dietary restrictions, kind of ready to go at every

lunch break, all three days. You're never driving, standing in a line, 400

people trying to eat at the 30 person restaurant. Take care of yourself. If

you're coming all this way, take my advice, do the VIP lunch.

Those are a couple of tips. Let me also, we're going to jump right into the

questions here, but we are ... we had questions that were from module

two, and then I wanted to let you know as promised, that module three is

now open. Module three is on seeding. This is probably one of the things

I use most, like every day in everything in do from business to parenting,

and it's really about how to create hunger and desire in your ideal clients

without being pushy or salesy. Let's see, I'm trying to get in here right

now real quick. I don't even know why it kicks me out. It's like it doesn't

know who I am. Don't you know who I am. Give me a moment here. Let's

see, Speak to Sell. Come on you. Let me in.

We got it all refreshed and expanded. I know we had a little trouble on

our first call, but you guys should be moving around fairly easily these

days. Let's see. Peggy, can you check module three, Seed and Grow Rich.

I'm not getting access and ... Let me check module two. I want to see if

that's just unique to me, or if I might have jumped the gun and we still

need to open the module. Okay, bare with me folks. I want to be able to

see what I'm talking to you about. Okay. Let me re-login. I know this

happens when we have 100s of people on the call. Okay, bare with me.

Going to get my login. Go back in. Best laid plans, right. There is it.

Remember me. Here we are. All right, let me get into module three.

There it is. Okay, thanks, got it.

If you have troubles, just kind of like, you might have jumped in before


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we opened the module about a half an hour ago, so you might have to re-

login. Module three is about seeding and just a little preview, we're not

going to get into it ... Well, actually we are going to get into it today.

That's what we're covering ... wait wait. Hold on. No, where am I. I'm in

module two today. This is call number two. I get confused with how the

... Okay, we did Crafting Your Irresistible Offer, and then ... Am I on

Crossing You're Into and Reversing Engineering the Body of Your Talk? Let

me look. I'm going to do what you would do, go to the schedule. Today is

Thursday, April 7th. It's a week before my birthday. Yeah. It's our second

call, so today is about module two, and we're opening module three so

that you can get into it for our next call, which is on Thursday, April 14th.

Sorry about getting myself a little confused there.

We opened module three. It's about seeding, just a little sneak preview.

There's about a 45 minute training there, and then this is where we get

into different ways to seed your talk, how to tell your story powerfully,

ways to use testimonials even if you're just getting started, and I even put

some additional video in there, bonus training on telling powerful stories.

If you want to use that, you'll see that there's actually a second video that

you can look at there. That's where we're going next week.

For this week we're going to be in training module two. I'll answer any

questions around crafting your intro, reverse engineering the body, the

deep dish should mean more to you now, if you looked at module two,

and I'm happy to go back to Irresistible Offer. I know some of you are still

working on the offer communication and a unique branded system. Each

week I'm happy to answer things that we've covered so far, and we're up

through module two today. Now I've got myself straightened out.

Hmm. A little water here. Okay. A couple of notes that I made for you

before we open up for questions. Some of you have said, "Hey, I'm really

moving fast. I got a talk coming up, what's a good way to go through this

more quickly, or to get a more comprehensive view?" I want to make

sure you guys know about the tab called signature talk generator. This is

something that I created last year that is just a game changer. It starts out

with maybe a seven minute video walking you through, and then it has

six different steps. First off it has the Speak to Sell formula, so the same

formula you found in module two, it's there for your reference. Number

two is it has the online tool where you can literally watch a little video, fill

in the blanks, and watch your talk appear. We give you the user name


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and password to use that tool. A lot of people love that. Others like to

print out the formula and do it by hand.

Third, it's actually my signature talk, it's me, my 90 minute talk, doing it at

actually JVX, the event we're going to invite you to come to at the end of

this year after you've been to Ultimate Sales Boot Camp, you'll be more

ready to go out there and talk to joint venture partners. One of our

bonuses that we'll be opening tomorrow, tomorrow's the day that all the

live stream bonuses open up, we will invite you there. I'll be speaking

there, and you'll have a chance to take what you learn at Ultimate Sales

Boot Camp, to take your signature talk, and to come out, I think it's in

November, and actually be able to network with possible joint venture

partners. That'll mean more to you after Ultimate Sales Boot Camp.

There's a transcript of my signature talk for those of you that want to

break it down. Also there's my whole slide set. Some of you have asked

about slides. It's not just my slide set, but it's also with the notes. My

recommendation is you open the slide set with the notes, you get the

transcript out in front of you, and then you watch my talk. It just brings

every thing to life, but you're not sitting there trying to figure out what

I'm doing because the formula walks you through what I'm doing so that

you can create it for yourself.

Then the last thing, there was a lot of questions about timeline. You'll see

the suggested time frame for a 90 minute talk. There's a 14 minute audio

explaining time frames, and you'll also see the actual time frame of the

talk that I posted because you'll see, it's not perfect. I went longer on the

intro, shorter over here, and you'll see that it still sells well. The signature

talk generator's kind of that all in one place quick way to dive in. I know a

lot of you haven't found it yet, so that might be something you want to

take a peek at over the weekend.

What else? Oh, some other general questions. The bonuses. All of our

bonuses have been posted since the beginning. You can see them there

under the bonus tab. The Speak to Sell Boot Camp ticket, again, you

might want to get yourself registered in the next 48 hours just to ensure

a seat and a spot at the hotel. To Get Books Toolkit is there for you. Then

the six live stream bonuses, all of our live stream guests that contributed

this $7695 of bonuses are getting us their stuff so that we can give you

access, hopefully, to all of these tomorrow. We'll definitely give you


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access to the ones that we have. I think there's one or two of them that

are kind of scrambling to get you an access code. It's pretty cool.

Campfire Effect, Chris Smith, he's literally giving you his $2000 program

with a coupon code, so you can go in, register, and when it says $2000,

you'll put this code in and you'll get the entire course. Not one module,

not a watered down version. I know a lot of you are waiting for that

ewoman network bonus. You can get your talk up and be exposed to over

half a million business that may need you, and so on.

The one bonus that's built in is number six, the Juicy Offer Twist Call with

Lisa Cherney. You'll actually see that if you go to the schedule live Q&A

calls, you'll see that that call, we just went ahead and put it right into the

schedule. You'll see it's April 21st, it's two weeks from today at 3pm

pacific. Yes. Is that right? Yes. Some of the calls are at 1, and some of the

calls are at 3. Peggy, please check April 14th. I see that's at 3. If it's a

different time than the normal 1:00, Peggy, I need you to highlight it in

red. Let's find out if that is a typo. Where is it in my calendar? Oh, it's at

3:00 in my calendar. Let's highlight that one in red. You guys want to

make a note. Next Thursday's call, instead of 1, it's 3. It's there, it's been

correct the whole time, but I'd like to highlight it in red since it's a tiny bit

different.

Then the bonus call, the Juicy Offer Twist, a lot of you asked questions

about how do I use my talk if I am doing it for getting appointments. That

is exactly what's going to be taught on that bonus call Thursday April

21st. Let's highlight that as well, since I put 3:00 pacific. I think that's kind

of it on the announcements. Yes. The announcements were module three

is already open. That'll be what we cover next week, on seeding. All the

bonuses should be open tomorrow. If we get any hangup on anyone,

we'll let you know, but it's looking good so far. Then Ultimate Sales Boot

Camp is getting very close to sold out.

That's what I was going to tell you, a gift for you guys. Lisa Cherney and I

did a special call just to answer questions and talk more about how

Ultimate Sales Boot Camp and what we're teaching there could apply to

your business. Some of you have mistakenly believed maybe you're too

soon in the process to think about high ticket selling. We actually start

people with high ticket selling. We don't think you have to painfully build

a funnel and get known as the low cost leader. You'll be surprised at how

quickly, when you follow our structure, you can actually be making $2000


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plus offers in your office, or as a coach, or mentor, right out of the shoot.

That's a big chunk of what you're going to learn there. You're not too

soon. It is a different body of work than what you're getting here at

Speak to Sell. It's kind of like getting two of my $2000 programs in one

package.

Let's dive into module two where we talk about the body of the talk. Now

a bunch of you said, "Hey, wait a minute, the training only went up to

step seven of the Speak to Sell formula." I see the formula goes up

through step 12. Yeah, that's because this is a five module course.

Module up two took you up through step seven, we'll take it a little

further in module three, and then when we get to transition in module

four, we'll take you all the way through the 12th step. A good 12 step

program, right? Just stay tuned. We're walking through the formula over

these modules. It was definitely not meant to be unloaded on you right

there in module two. That was just the beginning.

Print that Speak to Sell formula out and keep it with you as you go

through the modules, and you'll just have so many epiphanies about the

brilliance of this structure. I think that once you do that, you're going to

see what I mean when I say the structure will do the selling for you. You

don't have to become a sales person. If you hit the markers that are in

the structure, which you can easily do, you don't have to memorize

anything, you can use slide deck, use note cards, if you hit the markers,

the structure will do the selling, and you get what you've always wanted,

which is just to be you, to give, to be generous, to open your heart to

make a difference and the right people, 100% of the right people, they

will get what they need and they will take an action on the spot. That is

what we're looking for.

Let's dive into questions. Again, the primary meat of the module, if you

didn't get a chance to watch it yet, ideally you watch module two before

you got here, and then next week, you'll watch module three before you

get there. Try not to get too distracted by all the bonuses right away.

Module two, we looked at our irresistible offer, and look, I don't expect

you all got it right out of the shoot. It's a process. It should be unfolding

as you listen to people share here, as you're in the Facebook group, as

you're looking at your own work newly, but you can still move on.

You don't have to get stuck at the starting gate. In fact, I think of a big


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theme that I saw was to really tell you guys that there's two things where

you guys are getting hung up. Number one, thinking too much about

should I do this? Should you do that? Which thing should I do? We say

pick a horse and ride it. You can't pick a wrong horse. If it's two things

you love, pick the one you're most excited, have the most passion for,

and ride it through the modules. Get an offer made. Get a talk designed.

Guess what, you can go back and pick another horse. You can tweak

things. Nobody's asking you to cast this in stone. You want to use it to

learn the system. Think of it that way.

That's number one is don't get stuck at the starting gate because you're

in indecision. Just pick something you're going to move forward with and

the other part is good enough. Pick something that's good enough. You

all saw Linda, who you had her Weight Off Now Boot Camp. She didn't go

crazy for five whole weeks trying to get the right words. Weight Off Now,

those were the right off words. It's good enough. It speaks the

transformation. Right? She did thirty something thousand dollars of sales

just with that boot camp, with her unique branded system, and with

plugging it into the formula. That's at 72 years old, guys. We have no

excuses over here. Right?

I feel like I need to say it again, pick a horse and ride it, and then keep

moving forward with good enough. Perfectionism will keep you stuck.

Trust me, I'm a recovering idealist. Little different than perfectionism, but

same effect. It will keep you stuck. Remember that when you're moving

forward, you're higher source, God, the community, your knowing, the

feedback from your audience, all those things have a chance to help you

course correct. A little this way, a little that way, but it can't happen

when you're standing still, when you're in indecision. That's the biggest

lesson that I saw that would help all of the questions that were asked.

Then the other thing is some of you said, "What if I only have one client

or I don't have any clients yet, or I really have only helped a few people,

how do I come up with the transformation?" Listen, you are coming up

with the transformation in that offer communication work by thinking of

one person. Here's the order, if you have clients, or a client, that you

would love to have 100 more of, think of that person. If you don't, but

you have helped someone, even if they're not a client, they haven't paid

you, think of that person. For many of you, the client was you. Use your

journey that helped you figure out how to break the four minute mile in


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your area. How to finally listen to your body's intuition instead of being

on diets all the time. Whatever you crack the code on, channel yourself

when you're doing the pre-work. What was the system you used? That

would be the unique branded system pre-work. Try to think through the

steps you took, the questions you asked, the things you did, and guess

what, the things you stopped doing, it's all part of the system.

If you can't get your offer down, then go to the unique branded system

pre-work, because sometimes it's a side door into your offer. God, I said

this three times without the punch line. I'm going to get it out this time. I

did an encore call. We answered questions about Ultimate Sales Boot

Camp. I did a ton of teaching in it, and if you guys want to attend so you

can get clear and get your ticket registered for Ultimate Sales Boot Camp,

just note this down. Tonight at 5:00 pacific, you just call in on this

number. It's a little secret. We did it for you. Call in on this number

tonight at 5:00 pacific, and there's an encore of a call that I did with my

training director, ton of training in it, and it is about Ultimate Sales Boot

Camp and what is possible from registering your ticket. Who knows,

there might be some special bonuses we offer if you listen to that call.

Then if you can't make 5pm pacific, if it's too short of notice, it's about

three and a half hours from now, then the other thing you can do is

Saturday. You can come on the line at 10am, the same phone number as

right now, 10am on Saturday. Again, it's an encore of a call about

Ultimate Sales Boot Camp. A ton of live Q&A, a lot of great teaching.

You'd want to allow about 90 minutes for that. It's tonight at 5 pacific, or

Saturday at 10am pacific, and maybe you were planning to come with a

friend, and you want your friend to hear that one too, it is only for bonus

ticket holders. We're giving the link just for you guys who earned a bonus

ticket. Calls to the public, those go to a link that's $1000 early bird right

now. Frankly, I'm not sure we're even going to launch this live event to

the public because it's so close to sold out. This is for you. Again, tonight

at 5 pacific, or Saturday at 10am, just use the same number.

All right, I think that's it. I finally got it out of my mouth. Let's get into

some questions. I want to talk with you guys, so again, all of your

questions were answered that you submitted. We have such a big class,

we figure we'd just go for it. That way we could spend the next hour just

straight on questions you might have here. The module again is about

deep dish. We looked at your offer, and now we're backing up in module


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0

two and saying, "Okay, what would be the deep dish? What would be the

thing you'll teach for most of the talk, for about 40 minutes of the talk,

and how do we find that?" The punch line is that you look at that unique

branded system, those five steps on how you do what you do, and we

pick one thing that is going to become the talk. We give it away. We give

away that whole module, or at least a chunk of it. My talk is on boost

sales using irresistible offers, and that's module one of this course. I give

away my stuff on bonuses and limiters and knowing what your main dish

is. I teach all that free on the stage. That allows you to do what we're

going to cover in module four, which is called sample platter, and that's

where you give people a view of the rest of the course, and make your

offer.

We'll get to that in module four, so don't worry about that. For right now,

the most powerful thing you could do during this call, if you focused on

one thing while you have my coaching, it's what is your deep dish. Let me

tell you all, once again real quick, how to find your deep dish, and then I'll

take some questions. You look at your five step unique branded system.

Here is the first thing, it's usually going to be step one or two. That's

narrows it down for 98% of you. The thing that you're going to keep deep

dish, that you're going to teach, so you'll always know, remember, one of

the promises of this course is your going to stop giving away too much,

stop giving away the whole store, right? Stop backing up the truck and

overwhelming people because they'll never buy if you do. You'll know

what to give because you're going to go deep dish with one piece of your

unique branded system. It's going to be, for 98% of you, step one or two.

That should make it easy right there.

Then how do you pick which one it is between step one or two? Number

one, you love it. It's the one you love to talk about. It's the one that

people think you're so smart. It's like the best scenes at the funny movie,

they always show us the funniest scenes, and we still go see the movie,

right? You want to pick something that's like is that good. It's the one

you're scared to give away because you think, "If I give this away, they're

not going to buy from me." Yes they are, because you have your other

four steps, and we're going to show you how to sample platter in module

four. Just stay tuned. You're on the ride, we've done this with 1000s of

people.

Here's the test for your deep dish. It's probably step one or two for most


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1

of you. Number two, you love it. So which one really lights you up. You

just love talking about it. Then the third test is called the PSPS test.

Problem solution, problem solution. Really what we're looking at is can

you look at that one step, let's say it's your step one, and does it solve a

problem that would be worth someone coming to a talk on. Boost sales

using irresistible offers, that's my module irresistible offers, it solves a

problem of people wanting to sell more. Then you want to look and see

will the other four steps solve the problem they still have? When I give

away irresistible offers, that solves a problem. My free talk, that's the

first PS, problem solution. Then I have to say, "Here's a problem you still

have." You actually need a presentation that leads to that offer. You can't

just stand on a street corner and make your offer. You can't just say high

at a networking group, "Here's my offer." You need a presentation that

leads to the offer, and that is what we're doing in our Speak to Sell Virtual

Boot Camp. Let me walk you through all the steps of putting your offer

together. That's a little preview of what we're going to teach you in

module four.

Here's the test one last time before I open the line. Number one, it's

probably step one or two. Number two, you love it. It just makes you

shine. You're showing your best self. Then number three is that you can

so the PSPS test. It really helps you to be able to show people "This is

what I gave you today, this is the problem you still have, but don't worry,

my offer, my invitation, that is going to solve that problem." Okay? I think

that's it.

Let me see everything. Oh, and then the other thing that you'll see in

module two, if we back up yet again, now you know what the body of the

talk is and you'll see in the Speak to Sell template, you take that one

point and all your going to do to build the majority of your talk, the body

of your talk is you're going to say what it is. What is an irresistible offer,

why it matters, why do we need to make irresistible offers, this is really

where you're tapping into the pain of when people don't have it, and

you'll see in the template the next step is teaching, actually teaching.

Giving, teaching some content on making irresistible offers, and this

content comes out right out of that module, module one or two, but

you're not giving away the whole store. We're not giving away the other

modules, that's what we're going to use to create that hunger and desire

when we get into module four and I'll show you how to transition.


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2

Then the other thing you'll see in module two is positioning, our five Ps to

positioning. It's fill in the blanks, you guys can do this in the generator or

do it on paper. It's positioning yourself, positioning your audience,

positioning the transformation of your talk, positioning the outline of

your talk, and then the big one, positioning your offer, letting people

know that I'm going to give you as much as I can in the time we have

together, we're going to go deep into your offer, and then before I finish

I'll show you how to get more. I'll actually show you the steps to make

your presentation, and then I'll invite you, for those of you who want to

do that, together with me. It's super straight forward. There's nothing

sneaky, nothing like jumping out from behind the curtain, no old school

sales tactics of standing on chairs or slashing prices. It's very straight

forward, it's very respectful. It works in corporate settings, spiritual

settings, all kinds of settings.

Okay. I just got this fun little note. "Tell Lisa I'm not 72. I am 69 and

coming to San Diego. Maybe I'll give her another old gal success story."

This is from Sandra. I'm looking forward to it Sandra. I want you to

remind me of that when you give me a big hug in San Diego. I love it.

Actually, Linda's got you because she started at 72 and that was a couple

of years ago. I have a feeling you and I may have that same kind of path.

That's awesome Sandra.

Here's how we're going to do it. Press star 2 if you have a question. We'll

just go ahead and get the line up right now. I won't be asking again. Press

star 2 if you have a question. Just a reminder, the way it works the best,

to give everybody the most out of our time together is you want to start

with your name and my question is. Say your name, and my question is. If

I need some back story, I will ask. Okay. All right, we're just getting the

line up here. Let me make some notes. Speak to Sell Virtual Boot Camp.

Module two. All right. Just takes a little second for us to get the line up,

so bear with us. It was star 2. You guys did great. A few of you that raised

your hand later, you submitted in the forum and who knows, maybe it

worked out even better for you because I saw that lots of people were

helping each other too, aside from our answers.

Okay, that's it. We're going right there. Let's start with Dominique. Hey

Dominique.

Dominique: Hello Lisa. Yes, this is Dominique Hurly. I am in intuitive artist in Saint


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Johns.

Lisa: Nice to have you here. Great.

Dominique: I've got a question, and my question is how much is too much? For

example, I have this wanting right now to put up some blog posts or

videos that just give a little two minutes introducing the five steps and

what they are, not going into the whole teaching thing, but I'm really

excited that I figured out I had a five step system.

Lisa: I know. Isn't it ... It changes everything. You're going to find it has such

bigger implications on your own campus. Everything you do now is going

to have a home, like a shelf. You'll have a place to funnel your work and a

way to talk about your work. It really changes the game for your whole

business.

Dominique: Is it okay to reveal what those five As are right now?

Lisa: Absolutely, sure. You can reveal them. Where they're really powerful in

Speak to Sell, is when you give one, and then you follow the structural

covered in module four about showing them the power of having all of it.

Then it makes your invitation just such an obvious thing to do.

Dominique: Mm-hmm (affirmative).

Lisa: Make sense?

Dominique: Yeah, right now it'll be more sort of an introduction that this is coming. I

don't have a course to go with it yet, but it's going to come.

Lisa: Yeah. Yeah. Then at Ultimate Sales Boot Camp we show you all the ways

to package those five steps, plus help you take this whole idea of having

five steps even deeper. We'll do some work that we actually do at our

Mastermind retreat with you there. It's kind of a three day pass to planet

Sassy, you could say.

Dominique: Great.

Lisa: You could even tease it out, like just post one at a time. Or do an

overview and then have the post and then do a summary.


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Dominique: Yeah, that's what I'm going to do, one post.

Lisa: Absolutely.

Dominique: If I, with this five little short videos become then one of the bonuses?

Could that be? If I don't have a course quite yet, but this would help in

the product that I'm selling would be my intuitive readings that come

with visual gifts, it's like a while package, but ...

Lisa: Sure. [crosstalk 00:32:10]

Dominique: ... would the course [crosstalk 00:32:10] the bonus is the main dish?

Lisa: Yeah, the nice thing is is that you can ... I wouldn't call ... Just say that this

is when people were ... One of the things you'll learn two Thursdays from

now at 3:00 is this phrase, when people work more closely with me. You

can talk about how you help people get results when people work more

closely with you. I would suggest that each one of those have an

invitation to speak with you about how the process might affect their life.

That's really a great way to solicit strategy sessions and one-on-one, and

then of course we'll teach you how to make those into high ticket sales.

Dominique: Perfect. Thank you so much Lisa.

Lisa: Yeah, you're so welcome, and hello to Saint John. You sound beautiful.

Okay, next up is area code 333, and Dominique, I hope you can get out

here to Ultimate Sales Boot Camp. You sound perfectly primed for what's

going to happen there. All right, say your first name if you are here from

area code 333. Or anyone who pressed star 2, you can all say your name

aloud, I will catch the name of the person who's line is open.

Lynette: Lynette.

Lisa: Lynette, hello Lynette.

Lynette: Hello. All this is really exciting. Wow. I just wanted to say that I really am

doing this work real time.

Lisa: Good. Good.


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Lynette: I've had quite a few epiphanies today working on the introduction.

Unfortunately you really got my juices going for San Diego, but I live in

France and I have kids and a job and stuff. I won't be able to come,

unfortunately, but I hope some of the feedback on the Facebook page

will kind of give us insights into what's been going on there.

What I wanted to ask you about is I've been trying to define the UBS. As

my offer is going to be in transformational drawing, meaning therapeutic,

going through self judgment, et cetera, I won't go into it, but it's quite

difficult to imagine actually getting up on a stage and talking about

process that's actually a fairly physical process.

Lisa: Mm-hmm (affirmative).

Lynette: I wondered if you had any ideas on that?

Lisa: What's your first and second step?

Lynette: Well, it does a beginning step, which means that I take people into a

drawing very very simple drawing process. That's actually the step. The

step is actually getting into feeling, drawing through your body, anything

currently in connection with your surroundings, with yourself, it's kind of

inner/outer relationship, just to get people feeling more alive and going

beyond self sabotage and all that kind of thing in relation to creativity.

Lisa: I don't really need to hear the second step. I don't see why you could not

give that, teach that. Have people feeling and connecting and connected

to the idea of inner/outer, really like as if they were all in the class and it

was the right lecture.

Lynette: Right.

Lisa: For those that want to now take what you learned in class one, and start

to get into the physical process, we'll show you in module four how to

walk them through what that looks like, more in a descriptive way, and

then to make your invitation. We're testing out the test I just gave you,

and here you are, right, the first step's perfect. I can tell when you talk

about it. I can tell that you love it. It really opens the door in the PSPS

because they're feeling it, they're connected, they're connected to their


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inner/outer distinction in a way they've never been before, they're ready

to pick up that pencil, that paint, whatever their medium, and that's

exactly what you want. The problem is now they obviously need all of the

distinction in your other two, three, four, and five, and we'll teach you

how to create that gap for them when we get to module four.

Lynette: So we can talk it without actually doing it.

Lisa: Yeah. I think you can. This is where when you can do it without a

worksheet, without a process, I think that it's really good to go that

direction. It's a risk, right, doing a process, a worksheet, an example,

whereas if you can describe it, there's not a lot of risk in that. You can

play with this and try one that way and you could also do another one

where you actually make it more experiential and then it's almost like the

record stops, and here's what would happen if you worked further with

that with me. For those of you that feel you have to do a process, try it

both ways. Try it descriptively, and then do another one that's more

experiential. The question you'll be asking yourself, Lynette, is if you felt

you could create the gap with the experiential one. If you can really get

them into it and then, "Hey, this kind of ends here tonight, but we got a

lot more where that came from." Again, I'll show you the steps to walk

through that in module four.

All right, so I love that. I think you've got your answer. Lynette, listen, I

know you're in France and I get it. I have to tell you, I'm probably not the

best person to share with because I started my business when I had a

newborn and a three year old, but there will be people, we've had up to

26 countries represented in the room. It is a beautiful, on the water, so

my kids, a lot of times, are at the hotel with a nanny or the babysitting

service, having a great time. Just consider opening your mind. I wouldn't

say it if I didn't know it was a worth while trip. Just putting that out there.

We would love to have you.

Next up is our area code 770. Everyone who pressed star 2, if you could

say your name out loud.

Carol: this is Carol.

Lisa: Hi Carol.


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Carol: Hi. I have enjoyed doing all this homework. I think I am just stuck on this

block, or I think the closest thing that came to you helping me was the

candle, somebody selling candle and making it romance. I sell river

cruises, so it's a large ticket product. There's a lot of confusion. I sell it to

seniors who want that piece of mind, [inaudible 00:38:33] the options,

want to travel but safe. I am trying to figure out [crosstalk 00:38:39]

Lisa: By the way, we have a real pause. Save everything you just said to me

about their questions, because when we get into module four there's

actually a place where we're going to put those answers in the talk. Just

set them aside for right now, all those concerns.

Carol: Okay.

Lisa: Yeah.

Carol: My question is really creating a irresistible offer when I am selling a

product that is high ticket, I can include some bonuses like optional tours

or whatever that would cost them money, but I don't own the ship. I

don't own the product, so to speak, so to differentiate myself from other

agents who don't specialize in that, is my question.

Lisa: Sure. Yeah. First of all, you definitely want to be on the Juicy Offer Twist

call because I imagine your call to action is to get people into a

conversation. Is that right?

Carol: Right.

Lisa: Yeah, in the conversation, the way that you'll distinguish that offer is you

need to look at your process. That conversation might be step one. The

first step is this in depth analysis of your "What makes you happy? Your

travel goals?" That's like your step one. Right? Step two may have to do

with actually creating a five or ten year travel plan. You're not someone

who's just going to push one trip after the next, but maybe you look at all

the places they want to go in their retirement, and what's the best order,

what if they want to include family on one and ... I doubt anyone's doing

that and that could be like a $500 bonus, that step two, plus it locks them

in with you for five or ten years. Who's doing that? Step three would be

for you to come back with a proposal of the first trip and what it would

look like and the one you had in mind. When they come back, step four


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might be a debrief and looking at the next adventure, reassessing the

plan. Can you see what I'm saying? That system is different than just

selling a cruise.

There's a lot of people that are doing this, and you're probably already

doing this, but when it's not named and it's not a system, you don't get

credit for it. Got it?

Carol: Your saying the in depth analysis of the travel goals would be my system?

I think I missed that [crosstalk 00:40:54]

Lisa: All of it. You'll have to listen back to this, because I actually numbered

them and named them for you. I know it might be hard to digest it while

I'm talking, but you'll get a transcript and a recording. I'm saying I just

named four of your five steps. Number one is the consult. Number two

might be the ten year plan. Number three is booking the first trip.

Number four is the debrief and reassessment.

Carol: Right.

Lisa: Like that system, you want to have the steps, name them, and [inaudible

00:41:21] on Mastermind, we're doing that. We're giving each of those

things very specific names, branding, but you've got enough to be

dangerous just outlining your system. You could be already doing this,

most of you, you are all ready doing your system, but you're not getting

credit. It's not differentiating you. Right?

Carol: Right.

Lisa: When they sit down, you want to have each step of the system, and

there may even be a step like that second step, with a ten year plan or a

five year plan that is actually you make it a product. It's got a value. Our

second meeting, people pay $497 for this, but we include that when you

commit to your first cruise.

Carol: Okay.

Lisa: Okay?

Carol: That's great.


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Lisa: Yeah, and like I said, I said this in the UBS work, and I know it's hard to

hear it all at one time, but I told you, I'm not asking you to really create a

system, I'm asking you to name the one you're already doing. To increase

your sales conversion, you need credit for all those steps and for people

to see it and to realize the value that you're already providing. Naming

the baby is really what make that happen, Carol. Okay?

Carol: Okay. That's not necessarily going in depth to a product, but in depth to a

process more.

Lisa: The process is your product. Dominique kept saying, "I don't have a

product. I don't have a product." Yes you do. The minute you named your

five steps, you do. You can sell it today. You can sell it today.

Carol: Okay.

Lisa: All you need to do is have the first step ready before they come.

Carol: Right.

Lisa: It's all in there. You guys have already been doing it. It's not like you're

naming something that's snake oil. You're naming something that you've

already got inside you. Yeah, so Dominique actually does have her

product. She'll figure that out at Ultimate Sales Boot Camp, because we'll

get into the packaging there.

Carol: Okay.

Lisa: Okay Carol?

Carol: Great. Thank you.

Lisa: Thank you so much. Yeah, all right. You're awesome. You're awesome.

Let's see, Carol is my 77. Okay, next is, it says ABCo. If you pressed star 2,

everyone who pressed star 2, say your name out loud. Everyone who

pressed star 2 say your name out loud so I can capture the name who's

line is open. Make sure you've unmuted your own phone. All right. ABCo

going once. It's a Skype line, I can tell you that. Last chance. If you've

pressed star 2, say hello out loud. Make sure to unmute your Skype. All


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right Peggy, moving on to area code 619. Hey, if that was you and we

couldn't get you, just please make sure to submit your question in the

online forum before Sunday night. Someone here from San Diego? Hello?

Tony: Yes I am. Hello

Lisa: Hello. Hi. Name?

Tony: Hi I'm Tony.

Lisa: Hi Tony.

Tony: How are you?

Lisa: Really good. Awesome.

Tony: My question is this, I've ... the system, I'm a hypnotherapist, so your

system opened up a just the five steps just like magic. That part was easy.

Lisa: Good.

Tony: I already picked my deep dish, my samplers, those type of things, I guess

my question is in the talk, and I don't know if this is going to be other

modules, in the talk, my ultimate thing is getting one on one

appointments with people, as a hypnotherapist.

Lisa: Yeah. Yeah.

Tony: At some point will it transform into that?

Lisa: Yes. I obviously wasn't super clear, so if you go under the schedule in live

events, I'm sorry, schedule live Q&A calls, or don't, just write down what I

say right now. Thursday April 14th at 3:00 pacific, two hours later than

this call was.

Tony: Okay.

Lisa: Thursday, April 14th, two weeks from today, there is a special ... oh, oh,

wait a minute. Sorry, that's me. It's actually Thursday April 21st at 3:00,

the bonus call. Thursday, April 21st at 3:00 pacific, on the same number is


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a bonus call called the Juicy Offer Twist. That is a specific bolt on ending,

it's going to replace step 7 through 12, it's a different step 7 through 12,

that whole last section of the talk, which leads to an in office and

appointment, or a strategy session, so steps one through six are the

same, and step 7 through 12, you're going to have an alternative ending

to get people qualified appointments. That is [crosstalk 00:46:22]

Tony: So I actually just wait for that. Okay.

Lisa: I would still go ahead and do the 7 through 12 that's there because its'

just a slight tweaking. You won't waste your time to continue through.

You'll want both endings. There's going to be times where you may be

able to take someone straight into a paid appointment, and then there's

going to be times when you really just want to get them in the office. The

concept in all of them will help you throughout your business. I'd still

recommend you do all five modules, but make sure you're there for that

bonus call Thursday April 21st at 3pm. Peggy, if you could go in, pleased,

under the schedule live Q&A calls, under that bonus call, Thursday April

21st, and put what it is, that that is the Juicy Offer Twist for whatever we

called it in the bonus section. For getting qualified appointments. That's

coming soon Tony.

Tony: All right, appreciate it.

Lisa: Your welcome. Stay tuned, it's going to rock your world. I can see you're

in San Diego. We're also going to show you how to modify things online

and off line for qualified appointments across the board, whether you're

marketing online, networking, or using your talk. Hope you can make it.

All right, let's see, next up is Julia.

Julia: Hi.

Lisa: Hi.

Julia: Hello.

Lisa: Yes, Julia, with you.

Julia: Yes, hi. Thank you so much for allowing me to this [crosstalk 00:48:00]


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Lisa: My pleasure.

Julia: Thank you. I'm having a lot of breakthroughs for the past few days. I just

have to say that, and I want to thank you and Kim and Angela, they've

been amazing.

Lisa: Oh, I'm so happy to hear that. You guys have been awesome too. I know

we had such a big class so we got a couple of snafus in the beginning,

with just getting it all up and running, but we're here for you. Whatever

you need. You've done such a good job of reaching out, giving us a

chance, yeah, happy you're ... That's why you're having breakthroughs,

you're committed.

Julia: Thank you so much. Thank you. It's actually so interesting because the

break throughs I'm having in myself is exactly what I want to hold the

space for other people to be able to have those breakthroughs. What I

want to teach people, I do many different things. I'm a designer and I

create brands. There's many different things that I can teach people, and

I do them very high level, so the unique thing about me is that I can

deliver to them something that only large corporations with lots of

money can afford. Usually people cannot afford that level of details and

standards. [crosstalk 00:49:18]

Lisa: Right. What is your questions today Julia? Yep.

Julia: I'm sorry. Yes. My question is this, what I want to teach people is how to

connect, how to turn your passion and unique talents into income. What

I really want to talk about is passion, and what is the very unique talent

that makes you you, and the way you're wired naturally, that you may

not even realize you have it. Then take that talent and see what you can

provide to other people that is very unique thing that only you can

provide to other people.

Lisa: Yeah, Julie, I need to pause you. Okay. I need to pause you. I will help you

better if I know where your stuck or what your question is. Do you have

your unique branded system figured out and you're just trying to figure

out which step to go deep with?

Julia: No, what I'm trying to figure out is how do I ... when I present, when I just


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talk about this, how do I talk to people about it in a way that ... Which

part I talk about.

Lisa: Yeah. Yeah.

Julia: [crosstalk 00:50:36]

Lisa: You won't be able to answer that question thinking about it. Where it

comes from, that's exactly what we're doing today, so you're exactly in

the right place. The whole question of what do I talk about, the answer is

you pick one step of your five step process and you give it away. For me

to help you figure that out, I have to ask you have you been able to see

your process for helping people identify the unique talent that makes you

you, and then figuring out how you can offer it in the world. Have you

figured out your steps or your process to that? To get that?

Julia: Yes. I think so. [crosstalk 00:51:21]

Lisa: Okay, that's all I need to know is what is your ... I need in like three

words, what is your step one to that process?

Julia: Step one to that process is uniquely you and a conversation.

Lisa: Okay.

Julia: I will have people write many different things that they love to do for

other people.

Lisa: Great.

Julia: On [inaudible 00:51:43].

Lisa: Yeah.

Julia: I will also ask them another question, what do you love that people do

for you.

Lisa: Yeah, okay.

Julia: I'm going to have [crosstalk 00:51:53].


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Lisa: What are the words for the second step?

Julia: The second step would be what is it that only you can provide to other

people? What is it that's unique.

Lisa: Mm-hmm (affirmative). Great. It sounds like your talk is going to be

something about dialing in your unique gifts or talents. Right? People

would want to come out to say, get clarity on your unique gifts and

talents. It sounds like what you'll do, what you'll talk about is probably

step two, is really helping people get clear on that which only they can

provide. If you were to get someone all the way to that point, like they

spent 90 minutes with you and they walked in not really sure with the

difference they make is, and they walked out on the map with really

seeing what only they could provide, and then you said, "Hey, if you want

to take what you saw today and you want to be able to help more people

with that gift. These are the other steps that I would take you through if

you'd like to work more closely with me." That part I'll show you in

module four. We're not there yet. Today, you just did the work. It's step

two for you. You'll start with that. Again, remember you guys, we're not

over thinking it. We're moving forward with good enough. Here's the

punch line, okay Julia, you're giving everybody the gold here. Here's the

punch line.

Julia: Thank you.

Lisa: Yeah, listen up. The punchline is, or the secrete is, there is no wrong step.

You could do your speak to sale talk with any of your five steps as the

piece you give away. As long as you can draw that problem/solution story

line, you can show them, "I solved this problem today, helped you to see

what you uniquely provide." Then you can show them why they need all

the other steps to really make it come to life. You can't pick wrong. That's

why I say pick the one you love, and then make sure you can draw that

problem/solution problem/solution storyline. You're there. Gold star

Julia. I would move forward with step two, and then as we get into

module three and four, it'll make more sense of how we're going to

create that gap between what you gave today, and what they still have to

pay for. Okay. We're not quite to that point yet.

Okay. Awesomeness. Really good work. Let's see, next up someone on a


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Skype line. If you press star 2 if you could say your name out loud. Yep,

the line is open, I can hear it. Everyone who pressed star 2, say your

name. I hear you breathing, don't lose your chance.

Allie: Allie.

Lisa: There it is Allie. Okay. Hi Allie.

Allie: Hi, how are you?

Lisa: Hi, good, thanks.

Allie: My name is Allie and my question is I'm afraid that people would be

disappointed if I give them only one step of my six step plan to self

publishing on Amazon.

Lisa: Okay.

Allie: Usually I give too much. I definitely know that, but after going through

module two, I realize that I need to teach only one step, which is how to

find the best keywords so people can actually find you on Amazon.

Lisa: Okay. [crosstalk 00:55:19].

Allie: My concerns is how they react when I say, "Okay, that's all I'll give you

today, and if you want more."

Lisa: Mm-hmm (affirmative). That's why, this is really, I'm so glad you brought

this up. A big gold star for you too. That's why I told some of you that

were trying to name your talk a little early, to wait until this module. If

you promise to give them everything they need to get self published on

Amazon, and then all you give them is keywords, they will be

disappointed. Right?

Allie: Mm-hmm (affirmative).

Lisa: We want to name the talk, once we pick our deep dish, now we can name

the talk to be appropriate to what we're actually going to teach. Okay? If

your step is how to find the best keywords so that people can find you,

would you say that that's one of the hottest things that they need to be


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able to become an Amazon best seller?

Allie: Yeah, definitely.

Lisa: You would name your talk, The Number One Thing You Need to Become

an Amazon Best Seller.

Allie: Okay.

Lisa: Then when they get there, you tell them, "Look, there's actually six steps

to publishing, and I will show you all the steps before I finish. What I want

to give you today, since I only have an hour with you, or 90 minute with

you, I want to give you the most important thing to being able to not only

to get published on Amazon, but to become a best seller, and that is

Keywords." Then here's your outline, I'm going to do your whole talk for

you Allie. It's like, if you look at the Speak to Sell formula, and you look at

the body of the talk there, the body template, I think it's page four, then

all you do is you say what is keywords, you flesh it out so you know what

you're talking about. Why do they matter. This is where you show the

problem, all the pain of people not having it, and then you teach them

how to find those keywords. Right? Then you say, that'll be the first half

of your talk, and then you'll say, "Okay great." That'll be the first half of

your talk, then you'll say, "Okay great." You do that like 30, 40 minutes.

You really give it to them. You don't hold anything back. They might be

taking pages of notes.

Then you'll see, as we get into module four, Allie, which will take us

through the rest of the steps, you're going to have a point where you say,

"Okay, now the second half of today is I'm actually going to give you all

the steps to be self published." Now you're over delivering, right? You

only promised them the number one thing to become a best seller. Now

you're saying, "Look, I'm going to talk fast, I'm going to give you all the

steps. Now these are the steps, and these are also the modules that I

walk you through if you decided to let me help you get published on

Amazon." It's like you're really giving them the steps, so here they came

for the number one key.

This is why for all of you, you want to name your talk according to your

deep dish, what you're actually going to deliver. I name my talk Boost

Sales Using Irresistible Offers, and then after I teach Irresistible offers, I


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walk them through, I give them the idea that they also need a

presentation, and then I walk them through the Speak to Sell formula.

That all feels like more of a give. It's more teaching, more giving. You're

going to reverse this Allie, and the next time you talk, they're going to

feel like you not only gave what you promised, but you gave more, but

you are going to feel like you finally didn't give away the whole store.


Lisa: You gave them a deep dish on keywords, and then you walked them

through your system, which is still very valuable to see the steps. They've

got a game plan. Here's the roadmap, I'm giving it to you, but of course

that's a lot of things to figure out on your own, that's why for just 997, I

can actually hold your hand for the next two months, we'll get this done.


Lisa: Okay?

Allie: All right. Yeah, thank you so much.

Lisa: [crosstalk 00:58:49] listen back to this, or get the transcript because I just

kind of gave you a really strong outline for your talk. Really, it's the same

thing all of you can do, just modeling this piece. Okay? It's a process,

right, we're going to teach you seating in module three, and then we're

going to get into this part, the transition. When I say sample platter,

that's going to happen in module four, but right now we've got to figure

out our deep dish because we name the talk based on that. That's great

great question. Okay. Nathaniel. Hope I have that right. Hi Nathaniel. Or

someone on Nathaniel's phone. Everyone who pressed star 2, if you

could say your name out loud. Your line is open, so last chance. Everyone

who pressed star 2, please say your name out loud.

Christina: Hello.

Lisa: Yes. Hello.

Christina: Hello.

Lisa: Yes, say your name.


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Christina: Christina.

Lisa: Is your name hello? Yeah, is your name hello?

Christina: Hello.

Lisa: If your saying hello, is that your name?

Christina: Yes, Christina, Christina's my name.

Lisa: Okay great. Hi Christina. Yep. Hi.

Christina: Sorry, I'm just on speaker phone, that's why.


Christina: Is that better?

Lisa: Got you.

Christina: I waited a long time. Thank you. [crosstalk 01:00:08]

Lisa: I'm happy you're here, how can I help.

Christina: Yeah.

Lisa: Yes, how can I help.

Christina: My question is you touched base with one of the other woman around

giving too much and you just kind of answered to go with your best point,

and perhaps the meaty point.

Lisa: Yeah.

Christina: My question is ... I work with women to negotiate divorce and their

salaries.

Lisa: Okay, great.


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Christina: A huge point is around, like one of my points might be the second or third

point in the process.


Christina: I think my question is that is it okay. I'm asking you for myself. [crosstalk

01:00:44]

Lisa: Yeah, it sounds like I answered your question, maybe. I said anyone of

them is fine. For 98% of you, it'll be the first of second step, and why that

is is because usually the other steps are hard to even talk about until

they've had the first or second step in a lot of people's process.

Christina: Right.

Lisa: If you've got something within the third or fourth step and you ... You can

really do this with any of the steps being your deep dish, you can't go

wrong. Just to help people make a choice, that are trying to pick the

perfect one, most people end up with the first or second step, but not all

the time.

Christina: Okay. One other quick question, can you give some examples from your

personal experience about different types of irresistible offers that

you've seen?

Lisa: Well, are you talking about packaging or offers?

Christina: Offers that people have been coming up with what I want my offer to be,

but I was interested to know, you've seen things [crosstalk 01:01:39].

Lisa: It's a little too vague of a question. A chiropractor might be giving an

extra session. A holistic healer might be sending out an audio or

channeling a meditation for you. Why don't you tell me more about your

own because it's just to big of a ... [crosstalk 01:01:58]

Christina: [crosstalk 01:01:58]

Lisa: ... have a main dish, a bonus and a limiter. That's what good offers have.

Christina: Okay, so I have historically offered a consultation.


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Lisa: Yeah.

Christina: Which then I turn into, I hope to turn into a sale. I've never [crosstalk

01:02:16].

Lisa: Okay, that's where you want to definitely be there for the Juicy Offer

Twist part. Right? Just want to make sure you know that.

Christina: Yeah, but I get more interested in closing the room kind of thing, right on

the spot.

Lisa: Okay, well you'll get both in this course. You don't have to pick.

Christina: Okay.

Lisa: There'll be sometimes where you want to do that, but they tell you you

can't, and then you want to be ready with the juicy offer twist. Right? You

want to be ready with closing to a session if they tell you you can't sell.

You may be on someones stage who says, "No, no, we're not doing that."

Christina: Would you just ask them directly if you can ask to sell?

Lisa: Yeah, you wouldn't say sell, but you would say, "I'm excited to talk to

your people about negotiating their worth and I would love to make a

special offer just to your people, something really fitting for those people

that want to take it further."

Christina: Okay. Perfect.

Lisa: This is something we'll cover more in module five when we talk about

maximizing every opportunity, just and FYI.

Christina: Okay. Okay. Great. Okay. Thank you.

Lisa: Did that answer your question? Are you good?

Christina: Yeah.

Lisa: Okay.


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Christina: I think so, yeah. No, it's okay. Thank you.

Lisa: Okay.

Christina: Great.

Lisa: Your welcome. My pleasure. All right, before I go to the next person, just

like for Christina, for example, she may want to make her offer directly,

and then her current model she's getting people into an appointment,

and that's the beauty of this model. Stay tuned because you're going to

get both endings. There's times when I can go in and I can sell my Speak

to Sell right out of the bat, and then there's times where I'm not allowed

to make my offer, but I either make qualified appointments, or might just

talk and give my free gift, and all I want to do is get the opt in, get the

people on my list.

Here's a secrete, if you can't make an offer, if you can't sell, give. Give a

session or get them on your list. If I can get them just to sign up for my

free 90 minute online training, guess what I'm going to do, I'm going to

do my speak to sell talk online and I'm going to make an offer. I'm going

to do the same talk I did in the room, except I'm going to make and offer.

If they won't let you make sale on their environment, where you are,

then just get them to sign up onto your email list.

We'll cover a lot more when we get into creating your sales conversion

machine at Ultimate Sales Boot Camp, but this is how powerful it is to

have your talk because then you can invite them to a call on a free

conference line, and you can do your talk all the way through to the offer

and they can buy right there. That's why it's still worth it to speak even if

you can't make an offer. I'll share with you in module five some things

you can do if your told you can't sell. Sometimes they just don't want you

to be salesy, it's not that you can't make an offer, they just don't want

you to embarrass them. That's really what it is most of the time.

Let's see, next up is ... Oh good. I think we missed each other last time,

and I hope I'm saying it right. Is it [SweeSwee or SueSue 01:05:04]?

Adenia: Hi, this is actually Adenia


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Lisa: Oh, okay. Hi Adenia.

Adenia: I don't know why it's coming up that way, but yeah, it's me.

Lisa: Well that's certainly easier to say. I know we missed you on the last call

with some technical issue on your side, so I'm glad your back. How can I

help?

Adenia: Me too. Thank you. My question is regarding the PSPS. Specifically my

first solution. It is Vagus Nerve Activation.

Lisa: Yeah.

Adenia: Basically the actual practice is to activate your vagus nerve. You and Kim

told me to talk about it as what are the benefits, what will that do.

Lisa: Yes.

Adenia: My question related to that is that I'm kind of wondering what to call

myself. What kind of coach am I? What do I do? There's a lot of steps to

it, but the basic thing is how do you boost your own body chemistry to

help you feel good naturally. I'm a pharmacist and I'm completely out of

harmony with all that I used to do as a pharmacist. Now I'm ...

Lisa: In a good way, right?

Adenia: Yes. Yes. It's great that I got to see all that, but I also learned how to do it

naturally, so that's what I want to help women do. So the work ...

Lisa: Mm-hmm (affirmative). I would really go simple. I'm pulling this out of

our Mastermind program. We get everything covered there when we

have a year with you, like what is your expert title. Just so you know what

you're asking me, you're asking me for help on your expert title. It is

beyond the scope of Speak to Sell, but you're right here, so let's just do it.

We would want to go with something that's totally based in the

transformation. Generally the words came right out of your mouth when

you're asking the questions, just like they did with you, and you said

basically ... after you narrowed down all your fancy languaging about

vagus nerve activation and boosting body chemistry, then you just spoke

English to me and said, "I help people feel good naturally." That's your


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expert title. You are the feel good naturally mentor, the feel good

naturally advocate, the feel good naturally ... you fill in that last word. To

give you a sense of what we do in our bigger programs, we have sheets

and sheets of what that last word could be, mentor, coach, liaison,

empress. I'm sure you could find something. Yeah.

Adenia: Okay.

Lisa: That's what I would say, it's the most plain English that describes the

transformation that you do. When you finally got past all the marketing

speak, that's what you said you do.

Adenia: Mm-hmm (affirmative).

Lisa: Makes sense?

Adenia: Yeah. Yes.

Lisa: Yeah.

Adenia: That's great. Thank you. [crosstalk 01:07:45]

Lisa: All right, so there's a little piece of our Sassy Mastermind for you. Thanks

for coming back and for waiting. Okay, cool. Cool. Cool. We have the feel

good naturally mentor here. I love it. You guys, don't over think, like, "It's

too simple" or "It needs to be more snazzier." No. It's the weight off now

coach that I know I need when I want to take weight off. Okay. Area code

323. Everyone who pressed star 2, if you could say hello out loud.

Taniqua: Hello. This is Taniqua.

Lisa: Taniqua? Hi Taniqua.

Taniqua: Hi Lisa.

Lisa: Hi.

Taniqua: I think you had started to answer my question. My question is after

you've finished your talk and you're connecting with people to speak on

their stage, do you talk about that process of getting actually booked?


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Lisa: Yeah. You'll see in the Get Booked Toolkit, Taniqua, that there is a

worksheet there. I talk about it in the audio, about turning one gig into

many. That's under the bonus tab. A lot more bonuses are coming

tomorrow, like six more, all those $7695 of bonuses. yeah, if there's a

sheet there, it's called like the stay connected form, and I talk about it in

the audio. When you get booked once, then you want to see if you can ...

of course, do whatever you're going to do on stage, whether you're

getting strategy sessions or in office appointments, or making a sale, and

then you also want to take the opportunity to see if the people in the

audience have other places that they can book you.

Now a lot of times you can't do these things simultaneously, sometimes

you can say it if you have the moment, to say, "Hey, and for those of you

that have other groups you'd like me to speak to, come see me in the

back." You might do it like that. Other times, people have just come up to

you in the back and you'll kind of tell that they want to know about if you

can talk to their office or their group.

Then sometimes if you're in a situation where you are not making a sale,

where you're just making your offer for that in office or strategy session

appointment, on that same form that they're going to fill out to say they

want a strategy session ... again, Lisa Cherney will cover this with you on

the 21st, will actually give you the form to pass out, one of the lines you

can put on there is a box they can check to say, "I would like to introduce

you to another group that you can speak to." You can gain three to six

gigs per gig doing that. It's especially easy when you're there just giving,

when you're giving a strategy session or giving appointment, because it's

on the form. You just have to make sure to point it out from the stage.

This is all described in the Get Booked Toolkit under the bonus tab.

You're looking for the stay connected form, and also listen to the audio,

okay Taniqua?

Okay, great questions you guys. I'm telling you. You are puling it out of

me today. Next up is Debra.

Debra: Hello. You said my name, I'm Debra. My question is ...

Lisa: I did that part.


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Debra: My step one is something that my niche truly truly truly needs. My step

two is something that I really want them to have. My question is which

do I go with? I happen to have just completed, with somebody you know

very well, putting together my premium packages. I was taught give them

what they want to get them in the door.

Lisa: Yeah.

Debra: Then give them what they need.

Lisa: Yeah. Yeah. Probably that person's also my student. You want to

decorate the door with their language and what they want. I think that's

fairly known across the marketing space. The only challenge I'm getting

here is that you told me number two is what you want them to have, or is

it what they want to have, because that's different.

Debra: I think they're really going to want to have chapter two as well. My niche

is probably [crosstalk 01:12:10].

Lisa: Yeah, why don't you just tell me the name of number one and the name

of number two, it'll be a lot faster.

Debra: Oh, absolutely. Well my niche is working with couples who have

experienced marital infidelity, who want to get their intimacy back.

Lisa: Okay. Good. Got it.

Debra: A lot of them are going to be coming in crises already, and that's what

chapter one's addressing.

Lisa: Yeah.

Debra: They really really truly need that.

Lisa: Yeah.

Debra: Chapter two has so much information in it that it's going to be so

beneficial for them, normalizing some things, and some really good

education, so I'm really torn between chapter one and chapter two.

[crosstalk 01:12:47]


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Lisa: If I had to name them, is chapter to like, Normalizing Your Life After

Infidelity?

Debra: I'm titling it, The Broken Year Can Be Put Back Together Again, because in

chapter one they tend [crosstalk 01:13:01]

Lisa: That's beautiful for a book, but ... That's beautiful for a book, but for a

course, the poetry of that is beautiful, but for a course, and really

honestly for your book it's a good idea too, you really want to speak to

the transformation. You actually said these words, I did not make them

up, you said normalizing after infidelity. When you put away your

marketing speak and you were just talking to me about the actual

outcome, that's what you said.

That's one of the reasons it's really good to get a buddy in the Facebook

group and you'll see this at Ultimate Sales Boot Camp when we're all

working on the same thing and then we can work together, is we can

hear reflections of each other that you might have said a bunch of times,

like who knows how many times Adenia said, "I help people feel good

naturally." But she never built her brand around it. She has this vagus

nerve activation that we have no ... That doesn't mean I'm going to go do

slot machines in Las Vegas to get nerve, to get calm, what is that? I don't

know what a vagus nerve is. Feel good naturally, like, "I want that."

Right? Especially from someone that tells me they used to be a

pharmacist, that gives credibility.

You said it was about normalizing life after infidelity, and I think that's

something people really would be interested in. The question is how do I

pull the actual words of what you're really doing in step one out of you.

Can you tell me? I'm teasing you Debra, I hope you know that.

Debra: Yeah.

Lisa: Playing with you.

Debra: I get that. I'm still kind of torn between giving them what they want or

what they need.

Lisa: You always give them what they want at the front door. You give them


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what they want. Then in the room, you give them what they need.

Debra: Okay.

Lisa: They're not going to come for what they need.

Debra: No, so my title could actually be what they want.

Lisa: Right.

Debra: But what I'm really giving them in my main dish would be what I really

know they need right then and there.

Lisa: Yeah, you just have to really make it so that they feel they got what they

want. Like, look, women would come to our Understand Men courses

that I led for six years before this. We can't say, "Hey, it's stuff you're

doing that's making you not be able to see that there's good men all

around you." No one would come. We have to say, "Get those lazy ...

Where to find the few good men." That's what we have to say. Right?

Then in the room, it's like, "We have some great news, they're all around.

You just can't see them because you're making them into not good men

with the way you behave around them."

Debra: Okay.

Lisa: Where you go, you don't see good men, but you can't put that on the ad.

Debra: Got it.

Lisa: You have to talk to what they want, "Where are the secret places you go

to find the six good men left on the planet." Oh, I want to know. Where's

the six good men because all I see is [crosstalk 01:15:57].

Debra: Where are they Lisa. Tell me that secret.

Lisa: Yeah, exactly. Then in the room, we would show them that we're creating

that reality. Does that help you to see it in another context maybe?

Debra: Yeah. Yeah, it does. It looks different.


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Lisa: All right. I think you answered your own question. It's just massaging it,

because obviously we're not going to hand them the locations to find the

last six good men. We're going to show them how to find those men, plus

all the men that are all around them, so we're going to give them more

then they asked for. Not just what they want, but also what they need.

Right?

Debra: Thank you so [crosstalk 01:16:42]

Lisa: Thank you Debra. Okay. Now some of you are like, "What? There's more

than six good men? Shoot." You'll actually meet them, they'll be at

Ultimate Sales Boot Camp. We'll have like probably 50 of them. There'll

be a lot of women, of course. The smart men, I always say we have a lot

of women and some very smart men. That's who comes to our

workshops.

If you're from area code 415, or something like that, say your name out

loud if you pressed star 2.

Connie: [inaudible 01:17:13]

Lisa: Is is Connie or Bonnie?

Connie: Connie. Hi Lisa.

Lisa: Hi.

Connie: Hi. I need to apologize. These two questions may be out of scope, but I

wonder if other people have the same questions. One is I actually have a

physical product, so it's actually pretty straight forward, I just need to

know where to speak. Would you share some lights on that. Also since

the physical product's actually between $4000 and $6000, so it's a pretty

high value product itself already, even though I read past lives and I am a

channel, I could teach people the medium [inaudible 01:17:55], though I

could ask these layers, intangible layers to selling the actual NASA

patented heating mat, but I'm wondering if the actual number one

product, or my main dish is already pretty high priced, should I still go to

the Ultimate Sales Boot Camp? How do I make it even higher?

Lisa: I think that with something of that level, you probably are going to want


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to really speak at places where your ideal client exists. That is one of the

things that we do at Ultimate Sales Boot Camp. Lisa Cherney's expertise is

being able to identify and speak to your ideal client. She'll be doing a

segment on making sure that you're finding your ideal client, who they

are. That's going to happen on the first day actually.

Then you are selling high ticket, over $2000, so general, we are going to

recommend that you're speaking, number one, in front of your ideal

client group, and then you're most likely going to be having more of a

one on one with them before a purchase. Because of that, I would

recommend you come to Ultimate Sales Boot Camp because both of

those pieces are taught there. Really identifying your ideal client. During

the VIP networking lunch you'll do some exercises to help find them.

There may be some in the room, you never know. Then we'll show you

what is the conversation, the specific structure that you would want to

have when you do get face to face or on the phone with those people.

This course will help you to position that talk to get people interested in

talking to you further.

Connie: Mm-hmm (affirmative). Okay. [crosstalk 01:19:42]

Lisa: Like the other people we've talked to, Connie, that have a physically

product, my recommendation is look to see how that healing mat fits into

the bigger picture of the transformation that you offer. That it's a I saw

[crosstalk 01:19:57].

Connie: Yeah, I remember you saying that. Mm-hmm (affirmative).

Lisa: Basically, yeah.

Connie: Okay. Where do I find places to speak right now?

Lisa: Yeah, the answer to that lies with knowing who your ideal client is. When

you are clear on your ideal client, then you just simply are looking for

where do they exist. Where do they hang out already? Where are they

already gathering?

Connie: Okay.

Lisa: Now I would say that when the bonus opens for Ewomen Network, I


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would definitely sign up for that $700 membership. There's 500,000

businesses and I have to imagine your ideal client is in there somewhere.

Connie: Yeah, I'm looking forward to that. Yeah.

Lisa: Yeah.

Connie: Two of my ideal clients are chiropractors and nursing home.

Lisa: Great. That's a perfect place to start is going into those places and

figuring out where those people ... I've spoken at a couple of ... I spoke at

Parker. There was 3000 chiropractors there. You should be there doing

your thing in your booth.

Connie: What is it called again?

Lisa: Parker. There's many many of these chiropractic colleges that have

annual conferences every year.

Connie: I see. Okay.

Lisa: Yeah, that would be number one.

Connie: Okay. Great. Thank you.

Lisa: Yeah. Thanks Connie. Yep, thank you.

Connie: Take care.

Lisa: Okay, yeah, you too. I'll see you at Ultimate Sales Boot Camp, but you

better get your tickets soon, if you guys are thinking about it too long you

may not ... won't it suck when you finally decide you want to go and you

go to register at the link, which is ultimatesalesevent.com/bonus, maybe

you should just go there right now. Ultimatesalesevent.com/bonus, that's

just for you guys who've earned a ticket. Won't it suck if like in two days

you decide you want to go and you get there and it says, "I'm sorry, we're

sold out, but please enter your name in the wait list." Here you're all

excited, you got a baby sitter, you've been looking at flights, and now

you're on a wait list for three weeks waiting for somebody to give up

their seat. I really recommend you just book it and then you get the other


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things sorted out. Book it, get your hotel booked, and then you'll sort out

flights and babysitting, and how to get here from France. Right

Dominique, or I'm sorry, right Lynette. That's my recommendation

because I have been there where I finally made a decision and then all of

a sudden I'm on a wait list. I hate that. Don't say I didn't tell you so.

Okay. Area code 425. Oh, gone. Okay. Area code 813.

Kurt: Hi Lisa, it's Kurt.

Lisa: Hi Kurt.

Kurt: Thank you, thank you for this. My question is ...

Lisa: My pleasure.

Kurt: Thank you. Prior to the talk, the one piece that we're going to pull out of

our five steps, prior to that, does it make sense to mention or show an

outline of the five pieces before that as a subject matter or ...

Lisa: Great question. Really great question. Yeah, I get it.

Kurt: Thank you.

Lisa: For the most part, I find that if I name the talk based on the deep dish,

like the earlier caller asked, then I know I'm confident that I'm giving

what I promised. Right? You saw with hers, I didn't tell what it was, with

the Amazon thing. I said it would be the number one secret to going

number one on Amazon. Right? I didn't say that it was keywords. I don't

think she'd get as many people if she said, "Learn how to use keywords."

We made it more intriguing. The top secret for getting number one

status. If you name the talk based on the deep dish, then I feel like you

actually over deliver when you tea- ...

It's almost, think of it like this in the setup. "There's two main parts of

what I'm going to teach you today. I'm going to teach you the number

one secret to going number one on Amazon, and I'll also show you the ..."

You wouldn't say this in advance, this is once they get there. "I'm also

going to try to talk fast so before I finish, would you guys like to see the

actual six steps that it takes to go get publish on Amazon?" "Yes. Yes."


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"Okay great. Let me teach you this keyword stuff. We'll go deep, we'll go

fast, and then before I finish I'll show you the six steps you need to do to

get published." That is them begging you to share your program. See

what I'm saying?

Kurt: You did position it, you mentioned it very quickly.

Lisa: Instead of showing the whole thing upfront. Yeah. It's like in my case, it

would be, "Look, you came for irresistible offers, we're going to do

irresistible offers, but I want to give you more than that today. You're

going to know how to make your offer, but then you're going to say,

"Lisa, what's the presentation?" I'm going to show you how to make your

offer, and you know what, before I finish, we'll take 20 minutes, I'll

actually show you exactly the steps to build the presentation. You guys in

for that?" "Yes." Then they're like leaning forward, they're ready to go. I

give them what I promised. Then that second part, which is module four,

is the sample platter, it's where I'm giving them the steps to build the

presentation, which is also my offer.

Kurt: Right. Right. You planted a little seed there upfront.

Lisa: Yeah, it's kind of ... You'll see it when we get to the transition bullet,

which we'll do in next module. It's the next step there. You sort of saw a

little peek of it. I think it's step seven.

Kurt: Okay.

Lisa: The transition bullet is sort of where your plant ... If you look at transition

to on the spot offer, number seven, it says, "Segue into the transition

with a transition point." I even give some examples. It's how you can

develop your own speak to sell talk or how you can get on the Amazon,

get published. That's, what I shared with you is just a version of that, it's a

transition bullet.

Kurt: Right. Okay. Beautiful.

Lisa: Good stuff?

Kurt: Yeah. I think that answers [crosstalk 01:25:40]


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Lisa: You're totally tracking, I love it.

Kurt: Thank you.

Lisa: Thank you Kurt. Thank you.

Kurt: Yep.

Lisa: I tell you guys, some of you, you're just tracking. I say it, you get it. It's like

we're doing this cool math together. Listen, that's an indication that

probably all of our systems are going to work really well for you. Just take

a campus tour, if you want to get your stuff onto teleseminars and

webinars, I teach the same way in our six figure teleseminar webinar

sales system. If you want to get on life stages, I teach the same step by

step formula for event profit secrets. When you find a mentor that you're

getting it the way Kurt was just putting that together, stick with it. That's

what I found, when I can finally get someone who explains it the way I

need it, I just consume everything they have.

That was a seed. Since module three is on seeding, I thought I would just

unabashable seed right there. Seeding is really being able to give some

value, like I did with Kurt, and then show him where to get more. I was

just sampling a seed for you. That is the assignment for next week is to

look at module three. If you have questions, make sure to put them in

before Sunday, into the module three section of the forum. We're not

going to be going back and answering questions anymore in one and two.

We're just moving together through.

While this is the official end time of the course, I know you guys were just

so so into it from looking at your questions, that I booked myself about

another 20, 30 minutes here, just to be able to answer all the hands that

were up right away in the beginning. If your hand went up as we went

along, I can't promise I'll get there right now, but for those of you that

have to go, just make sure to stay in close touch with the details at the

scheduled live Q&A calls. You'll see that our next call in Thursday, April

14th, but not at 1, it's at 3pm. Okay, 3pm. The only time the schedule's

wonky is because I'm speaking. I'm doing the thing I'm teaching you. So

we schedule around that. Thursday, April 14th at 3pm. Same time since

the beginning, but you may not have noticed that 3pm.


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Than also for that Juicy Offer Twist call, it's the following Thursday, April

21st at 3pm. You can see it all there. Get yourself into our Facebook

group. Also there on the schedule live Q&A calls tab, and the big one, you

are being warned that we are selling out, we're 200 people ahead of

where we were last year at this time. Our courses always sell out, it just

happens to be happening faster for this live event here in San Diego in

May. Also because we only do Ultimate Sales Boot Camp about every

year and a half, this is the chance to get the most bang for what you

invested in. Make sure to go to the live event tab and register, or you can,

if you just want to do it real quick, you're running around, just pause, pull

over side of the road, go to ultimatesalesevent.com/bonus. That is just

for you guys who have earned a bonus ticket.

I'm going to keep going with about 20 to 30 minutes more for those of

you that already have your hand up. Everyone's welcome to stay and

listen. If you have to go, just go ahead and submit your question before

the end of Sunday into the forum under module three.

All right, thanks everybody, and we're moving right along now with Chris.

Chris.

Chris: Yeah, Lisa, thanks for taking my call.

Lisa: Yeah, thanks for waiting.

Chris: Yeah, it's been a pleasure. I'm taking your course and taking a lot of other

courses, and I'm really getting so much meat and potatoes, the whole

platter our of your course.

Lisa: Yeah.

Chris: Bottom line, I'm a professional speaker so I already have my signature

talk, and on the irresistible offer you just showed me, you just showed

me a methodology to put it together to maximize my dollar.

Lisa: Oh, I love it.

Chris: This is basically what I do is a professional speaker now. I do a lot of

professional speaking at clients' events. I'm really a breakout session

speaker and comedian.


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Lisa: Great.

Chris: What I do is empower my clients and the audience is to live and enjoy a

lifestyle of privilege in travel and leisure for ten cents on the dollar.

Lisa: Nice.

Chris: I'm serious about that.

Lisa: [crosstalk 01:30:01].

Chris: For instance, I fly for free. I stay in a Ritz Carlton and pay Motel 6 prices.

That's what I do.

Lisa: I love it. How can I help you today with this structure Chris.

Chris: Yes. Okay, I've gotten coaching before, and putting together your

components, I've been advised by some of the big mentors, and a

member of NSA et cetera, they said my biggest bang for the buck, what I

should try to do is get sponsored by the national financial planning,

financial services companies, the mass mutuals, fidelities, et cetera, to do

their client events, the value added resource at their clients events

knowing I don't speak to the rich people, I speak to the middle class baby

boomers. My thing is you don't have to be rich to live rich. The best

things in life aren't things, what are they? Your health, family, friends et

cetera.

Lisa: Chris, I need to ... Let me just ... Let me just ... Let me help me help you,

okay, because I got a lot of hands up. I want to answer your question.

Chris: Yeah, okay. I'm trying to position [crosstalk 01:30:59]

Lisa: What's the question?

Chris: Yeah, okay, I'm trying to position ...

Lisa: Yeah, I don't need any of the positioning, I just need the question. Yeah.

Chris: My question is how would I take the signature talk and that and try to get


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positioned with the clients that actually pay me would be financial

services companies.

Lisa: Mm-hmm (affirmative). Yeah. Here it is.

Chris: Then as an add on, my customers, I could provide the resource to their

clients, in other words, you go into your stock broker, I could be on their

team, basically, to show their clients as a value added resource how to fly

for free.

Lisa: Great. Here's a couple of lessons that I think will really help you.

Obviously you're a person that will probably use this formula many

different times in many different ways. Let's see, I'm going to take the

first question because I think their two different questions, you can sort

that out. You build the talk always for the person that you're looking for

the action from. If you're looking to build the talk from your sponsor,

then you want to build the talk for a call to action from them. In this case,

you're not going to close $100,000 sponsorship by having them without

their credit card. It's not an immediate sale. You already know you're

going to be using what we call the Juicy Offer Twist. You're going to be,

and you'll learn that on the 21st. You already know that you're going to

be using a call to action for an appointment. Then you need to build the

talk the same way that I've advised with everybody else here, is you need

to think about what is your unique branded system? What are the steps,

Chris, that you put in place to help that sponsor type of company be able

to position you and get value from having you teach their people how to

fly for free.

You need to think through that, you need to go back through the unique

branded system exercise and think through what are the steps? Is it first

you help them identify what the benefit would be to them, and then you

help them figure out who exactly in their company would benefit, and

then you do a cost analysis to show them how paying you is going to get

them, is really going to help them almost get you for free. Use your same

methodology. I'm just kind of giving you some sample steps.

Then you're going to pick one of those steps, probably that second one

that I mentioned there, and you're going to do a talk on that. It's the

same process, and I'm going process instead of specific because then you

can use exactly what I said for that second question you asked, if that's a


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different group.

That's the way it works my friend. This system works when you have a

system and you take one step and you give it away. What would be the

thing that you would give to those sponsors to be able to show them,

"Hey, here's a piece of the value I can provide for you. And of course, if

you want me to help do the cost analysis, help you roll it out from a

marketing plan, help you gain new clients because of it, those are all

pieces of my system." You got to think through that part always. Thank

you Chris.

I will say for all of my NSA type professional speakers, I've had the

privilege to keynote there twice. Sometimes you have to put aside that

talk you already have because it's not built like that, and then build it

based on what you're learning here, and then you can go back and take

so many of those great professional speaker skills with your personal

story and engagement, and you can add them in after the fact.

All right, let's see. That was awesome. I love that question. Okay, next up

is Renee.

Renee: Hi Lisa, how are you today?

Lisa: Great. How are you?

Renee: I'm great, thanks. My question is specifically in the deep dish part. I think

I actually am going good enough. I picked a horse, I'm riding it. I decided

on the module that I want to go deep dish on, and it's really about, like

when you say explaining what it is, I'm not really sure I understand what

I'm supposed to say there, under what it is. That may be because each of

my ... my system is not a [inaudible 01:35:17] system. Each piece could

stand on its own, and each of them has parts to it. If I'm talking about the

first step is about having a morning ritual to start your day stress free,

because so many people start their day in reaction mode, and then

they're always trying to catch up, like their anxiety.

Lisa: Right.

Renee: I have a Five Ms to Tear Your Butt Out of Bed and Start Your Day on the

Right Foot.


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Lisa: I love it.

Renee: Would I say, would I talk in point one, "What is a morning ritual?" Or,

"What are my five Ms?" I'm just confused what to say there.

Lisa: Yeah, it would be, "What is a morning ritual." Yeah, look at step six, and

that little worksheet across from it. What is a morning ritual, you flesh

that out. Why does it matter? This is where you just say all that stuff you

just said to me about getting into the stress mode and checking your

email first, all the pain of why they want it, and then the teaching point of

that is that third point. What is it. Why it matters, and how. That's where

you could teach your five Ms, in point three, the teaching point.

Renee: Okay.

Lisa: This is where you go deep dish. As you see, it's all from step one. That's

the point.

Renee: Right.

Lisa: All that what is it, why it matters, and the teaching point is all from step

one of your system.

Renee: Right. That I knew. It was just really like, so the five Ms would go under

point three, and the what is a morning ritual goes under point one. Then

the why it matters under point two.

Lisa: Mm-hmm (affirmative). Yeah.

Renee: Okay, cool.

Lisa: You'll see the timeline under the generator. You might spend five

minutes on really what it is. Another 10 on why it matters. Showing

examples of people who get up and this is what happens to moms, this is

what happens to people who go to work. This is what happens to people

that aren't working.

Renee: Right.


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Lisa: Really developing the pain so that by the time you get to the teaching of

how to do it, they're like, "Please, give it to me." Okay?

Renee: Right. Right. I've experienced a little bit of that just from rooms of people,

including when I was a Speak to Sell in the fall. Everyone wanted to know,

"How'd you do that thing that you did where you turned your life

around?" I was like, "Oh my God, maybe I need to teach this." That's why

I'm back in the course to work on my new talk.

Lisa: Yeah, that's awesome. Awesome. You do need to teach it. A lot of you

are here because people have been telling you, people have been

wanting to take you to Starbucks and pick your brain because your life's

working so good. You know you're on to something. Let's not have them

pick your brain, let's put it in a Speak to Sell talk and let them invest in it,

how about that.

Renee: Absolutely. Thank you so much.

Lisa: Great. Awesome. Thanks Renee. Hope to get to see you in San Diego. All

right, Cary. And by the way you guys, a lot of you are asking about all

those live stream bonuses. They come tomorrow. Just hang tight. Hang

tight. Hey Cary.

Cary: Hey Lisa. Thank you for taking my call. Do you need a sip of water? You're

doing really well.

Lisa: I'm good. I'm good. Thank you. Yeah, we're just doing rapid fire now.

Cary: Okay. Yeah, absolutely. I just want some feedback on ... I want to be on

your campus, am I in the right building right now. I'm not sure that this is

exactly for me right now with what I'm working on, but I foresee it in the

future.

Lisa: Okay.

Cary: I want to follow in the grand footsteps of one of your most successful

clients of my same name.

Lisa: Wow. Yes.


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Cary: I'm in the K-12 education department. I just want to know, I wonder what

did she do and I want to follow that path.

Lisa: Yeah. This, yeah.

Cary: Okay.

Lisa: What Caryanne does is she's out there, and now she has a whole team of

people out there speaking about all the different things that they do to

increase productivity on different campuses. She uses more like the Juicy

Offer Twist. They collect leads and then that is what built your company

so big to be able to go back in and offer campus workshops, on campus

memberships, all of that.

Cary: Yeah. Mine's going to be elementary school.

Lisa: [crosstalk 01:39:15]. Yeah. You can really model something very similar. It

starts with having all of these principles, and knowing ... no pun intended,

but knowing how to ... She started out with this and then she ended up

joining our year long Mastermind program. Everybody, this is a client that

started out with this idea on how to help minority professors win tenure,

because especially women were not, it wasn't happening and they would

put their life into it. It's become now a $4.5 million company. She started

in one of our courses like this. Came out to the live event. Got to meet

our Mastermind members, got to see the bigger picture of what you

could do with this, and then ended up registering in our Mastermind and

broke that million dollar mark. Ended up staying with us four years, I

think, and now is at about $4.5 million. [crosstalk 01:40:17]

Cary: Yeah, [crosstalk 01:40:17] yeah.

Lisa: She is. If you look at her system, when you come to Ultimate Sales Boot

Camp, you'll see, it's exactly the system that we're going to show you

there. It's the same business plan. Yeah.

Cary: Mm-hmm (affirmative). Okay. All right. Just getting a little nervous. I'm

starting with a book and I have to sell it to people who are not the

consumers. It's just that kind of weirdness of what's the meat, what's my

main dish? I don't know. [crosstalk 01:40:43]


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Lisa: Well, let me tell you something. I just got off the phone with a private

client of mine who has written two New York Time bestsellers, a sugar

expert, and with looking at her next best seller and was sort of feeling

like, "What's the body of the book?" It was like, "You know what, it's your

unique branded system." If you build your book around that unique

branded system, then all your courses, all your programs, everything's

pre-seeded, your business, like Caryanne's is so simple. She'll tell you, "I

do four things." Many of you are following all these other models that are

just complicated and funnels and I got to build something new for the

consumer and something new for the buyer, and then I got the [inaudible

01:41:28]. It's like, really, I was not able to do that because I'm a busy

mommy.

Cary: Yeah.

Lisa: If you want the straightest line between two points, I think you're in the

right place.

Cary: Okay. Thank you Lisa. I appreciate the encouragement.

Lisa: You're welcome. You're welcome. So happy you found your way here. All

right, let's see, Ricky.

Ricky: Hello.

Lisa: Hi.

Ricky: Hi, it's Ricky.

Lisa: Yes. Hi Ricky. Hi Ricky, can I help you?

Ricky: Is that me?

Lisa: It is if you're Ricky. Yes.

Ricky: Yeah, hi. I wasn't sure you were talking to me.

Lisa: Yes, yes, yes. I know, if you've never been on one of these lines, it can be

kind of like, "Is that me?" I'm here with you Ricky, yes.


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Ricky: Thank you so much for taking my call. My question is like this. I'm a little

bit confused. I'm in network marketing, selling the product, health and

wellness company. Basically what I found my transformation was was

helping young moms with having more energy and managing their stress.

Dealing with mothers with a large family of little kids. My question

though is you were talking about creating your unique branded system.

Trying to figure it out because my unique branded system till now was

basically I sold my product, and then my people would call me on the

phone and hold me up for hours and hours on end not buying anything,

just playing for consultation on and on and on and on.

I was think of putting this into a program, but was wondering how to put

it together with my product that I sell. [crosstalk 01:43:21]

Lisa: [crosstalk 01:43:21]. Okay, so you want to put together a program that,

what's the transformation? Tell me in a sentence so we can just have an

easy conversation about it.

Ricky: Helping young moms to have more energy and deal with their stress

better.

Lisa: Great. I love the way you did that. Kind of little test, you did it great.

More energy and deal with stress. Then your product, what is that?

Ricky: It's supplements.

Lisa: Yes. Okay. What you want to do is in your unique branded system, is

there a place where one of the steps is making sure that you're getting

the right supplements, the nutritional side?

Ricky: Definitely.

Lisa: Yeah, so in that step, whatever step that is, that's where your

supplements come in. There might be a whole thing on nutrition. There

might be a whole thing on exercise. If your supplements become part of

that, then of course you're free to say, "Hey, you can use any vitamin C

that you want, and this is my recommend one, of all the research I've

done, and we even give you discount links. We recommend that you buy

three months supply and on a reorder ..." It's generous. In this course

you'll see there's resource section where you can see, "Hey, these are the


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shopping cart we use. This is the credit card company." I'm going to mute

you there just because I can hear your little cutey, which I want to hear.

Ricky: My baby.

Lisa: Also I want to make sure everybody can hear me because some people

will be listening to the replay. I got the question, I'm going to keep

talking, I'm just going to put you on mute. Hi little baby. I remember

those days. I had the play mat on the floor, and I was doing calls. I think

it's awesome what you're doing.

Yeah, you kind of answered your own question Ricky, just make sure that

you've got that nutritional part as one of your ... Now in your talk, I don't

know, you'll have to just sort out whether that, if the nutrition is the

thing that you're going to build your talk around, if that's the main piece,

or if there's something else. I would look at your system and look at step

one and two and just really make sure you're talking about the one that

excites you most. Hey, if it's the supplements and you want to come out

of the shoot with that, you can, you just have to make sure does it pass

the PSPS sniff test. Can I create the storyline for also needing the

meditation, the exercise, the time to yourself, the romance, whatever the

other parts are. Start with the one that's the hottest, that you think will

attract the most people that you love talking about. As an earlier caller

said is what they want. She let me play with her, Debra. Start with what

they want, and if it happens to be that one, then you can go that way. If

not, you can always bring it in later.

Okay. Let's see. We'll see where we are. Let's see, Peggy, Peggy, Peggy. I

think we've lost some folks, because I know we're over time and I've just

got a few minutes left here. It looks like my last person who was one of

our first 25 people who put their hands up right away is Sema. I'm going

to take Sema's question and then I see about 15 of you who's hand has ...

I'm sure you've thought of questions as I'm answering questions. That

happens all the time. For you guys, I'm going to ask that you do submit

your question in the online forum under module three. I will watch for

you, as will Kim. Otherwise it just kind of goes forever and I do have a

stop. I put this extra 20, 30 minutes in just to make sure I got through all

the people that raised their hand right in the beginning. Sema, you would

be the last one in that category. Hi Sema.


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Sema: Yes. Hello. Hi Lisa. Thank you.

Lisa: You're welcome.

Sema: Yeah, my talk is if you could just talk a little bit about the steps around

positioning the talk. I get the authority and credibility and all that.

Positioning the talk and the audience, if you could just ... I was just feel a

little confusion when I was creating my talk around those two parts, like

why the audience is here and what ... I know what the talk is, but how

they're connected. I don't know if that's ...

Lisa: The positioning, you're looking for the positioning yourself?

Sema: No. I'm a physician and I can give the authority and all that, and the

personal piece.

Lisa: Yes.

Sema: I was getting a little confused about the importance of the talk to the

audience I was talking to, how to connect those two pieces.

Lisa: Okay, so you have a talk and you're looking for the positioning the

audience part, like the part that [crosstalk 01:48:22] tap into their pain.

Sema: Exactly. Yeah, thank you.

Lisa: For everybody, this is the five piece to positioning. There's positioning

yourself, which Sema feels confident about her authority and positioning

her vulnerability and her story for why she's doing what she's doing. Then

there's positioning your audience. You'll see on the formula there, under

that one, it says, "This is for you if" Then it says, "Tap into the pain."

Right?

Sema: Right.

Lisa: A lot of where those words come from, Sema, you're going to love how

modular everything is here. Is they're back on that offer communication

form, if you did that process.

Sema: Okay.


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Lisa: We're going to refer back to that for titles ... For example, we'll say, "This

is for you if you're tired of being the best kept secret." I got that off my,

when I was doing the offer communication work. I said, "What would

have happened had they not accepted my service." What I wrote was,

"They'll still be the best kept secret."

Sema: Right.

Lisa: You'll find a lot of the stuff there. The other one we commonly say

because this is the words that our clients are thinking is they're tired of

reinventing the wheel.

Sema: Right.

Lisa: When I did that offer communication work way back, we do it over and

over regularly, when I would talk about the transformation that people

got, yes, they sold more of their stuff, but the additional transformation

was they felt like they weren't reinventing the wheel every time, every

time they talked, every time they had an opportunity. Without our work,

people are creating something new every time and they're exhausted and

they never get out there. We would plug that in there, "This is for you if

you're tired of being the best kept secret in the field. You don't want to

reinvent the wheel every single time you have an opportunity." Can you

see the connection there?

Sema: Yeah. Yeah.

Lisa: If you look at your page, I don't know if you have it handy, but you're just

looking for two or three things.

Sema: Yeah. Yeah. I've been listening to what clients have said, and I've actually

even asked some of them just to write it out because sometimes I'm not

seeing it. It's coming towards managing the mind, like mindfulness,

managing the mind. The outcomes may be different, that I can have a

better relationship, or my health improves as the pain goes away, or I

don't need as much medicine, or I have a better communication, or

whatever, but it feels like it's managing the mind. That's what it feels like.

Lisa: Mm-hmm (affirmative). Are you saying that's probably what their pain is,


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is managing their mind?

Sema: I'm sorry, that's the transformation. Sorry. I got it [crosstalk 01:51:02].

Lisa: Oh, that's the transformation. That's the transformation of the course, is

managing their mind.

Sema: Yes. Yes. Yes.

Lisa: Got it. Got it. That's kind of like what I would call the punch line. But the

this is for you if you're feeling like you're going from one aliment to the

next, you can't get ahead, if you've tried everything and can't seem to get

straight answers. I don't know if I'm hitting this on the mark. I'm sort of

making things up. Then when you get into your deep dish about "I'm

going to show you how to solve all that, and it has to do with our mind."

Sema: Right.

Lisa: Does that resonate?

Sema: Yeah. Yeah. I really appreciated what I've done so far because I can see

the system, and I hadn't seen it before. I could see the steps, you were

right, it was step two, one or two, and I guess what I'm trying to do is

apply that I don't reinvent the wheel with all the different places I do a

talk, and use these talks as an opportunity, like you said, to seed.

Lisa: Yes.

Sema: While I was doing that, I'm doing it for a school system where it's about

school stress and stuff like that, so I guess I'm trying to not short change

anyone, but at the same time, try to really knock a signature talk down. I

like to have it down. To have one.

Lisa: Mm-hmm (affirmative). Yeah, would you say that across the board, with

the different places that you speak, that that piece of your system

contributes? It's significant for people?

Sema: Yeah. If I reflect on when people sit with me, we talk through a problem

and we get to a solution in terms of "I see it in a different way. I know

how to address it, and it's all about [inaudible 01:52:52]." It isn't about


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the problem, it's about what's happening in the mind that's [inaudible

01:52:57] the problem.

Lisa: We're not going to ... this is back to that earlier conversation with Debra,

we're not going to decorate the door with change your mind, change

your health kind of thing. Some people do. On the front is really going to

be more ... you haven't really told me yet what are the [inaudible

01:53:11] for you? What are the pains of your client on your sheet there?

Sema: The pains of my client, I guess maybe I got to go back and do that deeper,

because it seems to be there's so many. It could be pain, chronic pain, it

could be emotional pain.


Sema: It could be stress, it could be ...

Lisa: That's fine. This is for you if you've been in chronic pain and you can't get

to the bottom of it. This is for you if you're emotionally, just feeling like

you're always getting your ass kicked. This is for you ... The talk is really

about something, it seems to be something about a solution to ongoing

pains.

Sema: Right. Right. Maybe I need to spend more time on that. [crosstalk

01:53:56]

Lisa: A lot of people do the pre-work quickly. They think, "Oh, this is this little

exercise." But there's so much that you'll go back to if you just take the

time to fill up a few pages. Like I said, I'm never looking for an elevator

pitch. I'm not looking for five words. I'm looking for places we can go back

to for things like this.

Sema: Right. One of the clients said that before he worked with me he felt like

where he was, it was rotting his soul. It was killing his soul. He was able to

... he found inner peace. He found inner peace and he could not see it.

Lisa: Great. Yeah. Yeah.

Sema: I'm not sure. Maybe I'll [crosstalk 01:54:30]


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Lisa: No, that's exactly it. If pain is rotting your soul, stealing your peace,

you're in the right place. That's exactly the kind of stuff you'd want there.

Yes. You got it. You're on track. Yeah.

Sema: Okay. Thank you. Thank you.

Lisa: All right everybody, yeah. Thank you. Good job. We did it. Again, if you

raised your hand as we were going, because I know every question brings

more questions, just make sure, if you'd still like to get feedback on that,

put it into module three.

Tomorrow's a huge day. You guys are going to get access codes to get

into Glazier Kennedy's course on coaching and consulting. If you weren't

sure how to do that, you don't feel like you have a product or something

to sell, boom, we're handing it to you. Chris Smith's course, I told you I

spent a day, it was a $15,000 a day, just on what he has to teach about

telling your story and tying your brand to your story. His $2000 course on

campfire effect. You have to be registered in the course so you're here to

get those bonuses. They come out tomorrow.

Of course, a lot of you, you're really going to want both endings. You're

going to want the alternative ending, the Juicy Offer Twist, and Lisa's

going to teach a lot of things about how do you not just get

appointments, how do you get qualified appointments. You want to be

on that call, or listen to the replay in two weeks.

Of course, we're only half way through. We haven't even gotten to how

to close the sale. This is all the set up so that when we get to module four

on actually making the transition that it's smooth, that it feels good, that

it's everything you came here for without being salesy. All right. Anyway,

you guys are awesome. I look forward to our time together next week.

Remember, next week's call is at 3:00 instead of 1:00. Don't worry if you

can't make it. You can still submit questions. You'll still get the recording

and the transcript. All good. Okay? Look forward to seeing you there.

We're going to get into seeding. Module three is open. You can dive into

that today.

All right. Have an awesome rest of your day guys. Bye-bye. Oh, and get

yourself registered for Ultimate Sales Boot Camp.

Ultimatesalesevent.com/bonus. Bye-bye.


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Speaker 19: The moderator has left the conference.

lisa: all right, hello everybody, i'm just getting some ... · coming into your office, or...

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