Armand Morin

Armand Morin is a believable, lovable guy who walks his talk. Making $227,000 per week over the internet you would presume he would not have to do seminar speaking.

Armand though was very obliging in his content.

• He showed us the money he makes from his speaking business and from which events.
• He showed us the Myths behind seminar selling.
• He showed us the difference between a workshop and a seminar.
• He also showed us his rules for Speakers who talk at his seminar. (Kurt’s comments: I wont reveal these here – you had to pay $500 like we did to attend to get this inside information) Well I’ll let you know this, Armand did inform us that ALL SPEAKERS get the same deal.

“Remember when you are on stage you are selling an experience not a seminar.”

Kurt’s Footnote:

Armand gave away heaps of content during this session. In fact I wrote pages of how he puts his seminars together and what he pays and how the system works.  He has lived up to his earlier sessions where he told us 80% content, 20%sales.  Armand you are also a legend !

PS: Armand does seminars because he is competitive and loves to beat the other speakers. He does this by providing the right message and product to the audience.  Seems easy in theory but he really does his homework to get it right.

STEPHEN PIERCE

Stephen Pierce’s after lunch session (day two of the conference) was more of a business hour rather than how to talk on a paltform.

“Success in your business is not about marketing/sales/etc. It’s about being better than your competitors.”

Follow the formula:

• Understand your vision: Why must I/we win?
• Operational Plan: Where can I/we win?
• Strategic Question: What will it take for me/us to win?
• Tactical Question: How will me/us win?
• Technical Question: What will I/we use to win? What will I/we do to win?

“We often can’t manage the trend that is happening in the market place but we can manage in what area we wish to compete.”

Stephen also spoke the five elements to be successful in business:

1. Be Caring;
2. Have Intelligence;
3. Be Courageous;
4. Maintain Discipline;
5. Be Trustworthy.

Kurt’s Footnote:

I am a student and fan of Stephen Pierce’s yet this time he seemed a bit rushed in his delivery. A little leeway is given on my part because I know he was negotiating the set up of another seminar at the Convention Centre in Sydney at the end of November. An interesting point that I took from his presentation was that all the other speakers talk about sticking around and being accessible. Stephen didn’t do this although I did have an opportunity to have a chat with his lovely wife Alicia who is absolutely patient with attendees and spends the time answering everyone’s question.

Mitch Carson

After another midnight ‘day’ we were back on deck bright and bubbly Tuesday to listen to Mitch Carson.

A new “regular” to Mal’s stage over the past six months is Mitch. His style is rather laid back and full of specific ways to make attract new clients and have them buy.

Mitch has condensed his talk into four main areas:

1. Attract
2. Convert
3. Leverage
4. Retain

The key being to Enter into the Conversation of Buyer’s/Prospects Minds.

This session of Mitch’s introduced the attendees to a product of what he called the “Best Marketing Tool” he has seen in the last ten years”.

What would take a man who travels the world, has been on stages with the best of the best, rubs shoulders with the internet gurus to make such an amazing statement?

Well, simply it is a site like this you are reading – it is a website set up as a blog that allows you to converse with your clients and to allow them to converse back. It is also a site that allows other members of the public to comment.

What Mitch was offering through his good friend Barnaby DePalma was a site that they will manage for you. A site that will be chock full of content you need to attract and convert your clients.

It is certainly a must for anyone seriously thinking about moving ahead on the internet and can be easily achieved and implemented.

The offer that was made by Mitch and Barnaby was affordable. It contained many aspects that will help your business grow.

Kurt’ Footnote:

I am a fan of Mitch Carson having bought two major services and products from him already. I am a fan of Barnaby DePalma having entrusted Barnaby to build my website and autoresponder. To have them join together well, is that what the “Secret” was all about? I didn’t know they were getting together before Barnaby told me the Monday night before. Do you think I ordered this from the universe? Hmm, I should be asking for a ‘cut’ don’t you think. Nonetheless, watch out for some exciting groundbreaking announcements from these two guys soon.

In the meantime if you like my site and want one for yourself email me and let me know and I will pass it onto my two buddies.

Cheers and Great Selling

Kurt

Mal Emery

Mal came back onto stage and presented to us a wealth of information on how to become a freelance coach or consultant.

His point was to be a wizard or guru you need to follow five main principles:

1. Accentuate your position
2. Exaggerate your personality
3. Reveal your flaws
4. Sharpen your message
5. Embellish your heroics

Great advice for those wishing to succeed further in this game.

Me as a business consultant, a few things resonated that Mal said which I agree. Not that I would probably use some of Mal’s terminology. This is not the point I am making. It is about accepting as a consultant clients will move on or not use you anymore.

Here is how Mal says it: (Kurt’s Comment: Apologies Mal if I am quoting slightly incorrectly – we may have to view the video replay to confirm. By the way; always, always get the DVD recordings of a seminar. Don’t expect your brain to remember because it won’t !):

• Clients are like horses they all eventually go lame;
  (Kurt: I don’t think Mal is suggesting to shoot them though, do you ???)
• Ultimately your message will lose it’s gloss;
• They quickly forget how you helped them get there;
  (Kurt: And I have seen this many times, just get over it and move onwards.)
• They don’t value what you did for them after they get it;
  (Kurt: I have heard clients say things like, “Is that all, that doesn’t look hard.”)

Kurt’s Footnote:

Interesting points and I must admit I concur. As a consultant you have only two things to sell:

1. Your time; and
2. Your knowledge.

Treasure and respect both and so will your clients.

Cheers and Great Selling

Kurt

DAVID PRICE

Following dinner and a Q & A session David Price presented to us. David is a speaking coach from Perth and anyone wishing to hone their skills should look him up at www.davidprice.com.

David’s main point was that that there are four levels of speaker ability:

1. Confident
2. Competent
3. Connection
4. Conversion/Close

In his experience most speakers without formal training often can achieve level 2 “Competent”. But only the trained and best speakers get to Level 3 and onto 4 where you make the money.

Kurt’s Footnote: 

David’s claim is that he can work with you to customize your speaking to fit into your business and add further income streams and another media to generate even more income for you.

I have no doubts he can this, so if you are looking for a Australian speaking coach why not give him a call.

Mention my name, Kurt from Adelaide, when you do. Although he doesn’t know me and I personally won’t be receiving any fees for doing so, I would like to think I am helping a fellow Mal Emery Platinum member.

Cheers and Great Selling

Kurt

JOEL BAUER

Joel came back to the stage at Mal Emery’s Speaking and Coaching Conference 2007 to talk about ‘Presence on the Platform’.

He was controversial as well as informative. If you ever have the opportunity to witness a Joel Bauer presentation please do it – you will rollercoast through seas of high emotion, yet witness a man as soft and vunerable as a new born.

Joel spoke candidly that as a platform speaker, “We are NOT their friends. We are there to fix their problems which are killing them.”

Some Joel comments I connected to are:

• Create attention and focus;
• Have them believe you;
• Get their ownership and wanting a piece of you.

Some ways to do this is to learn Audio Visual – never let anyone control this aspect of your presentation. Also make sure you have a decent projector – it must be about 35-50 illuminums (?).

Room set up is important.  Joel built a PowerPoint presentation ‘How to set up a room’. (Kurt’s comment: I haven’t built one myself yet – but I did write it all down. I sense another bonus or e-book chapter coming).

Joel believes in Testimonials. Plenty of them. You can use a Canon SD 1000 that has 30 frames per second of video. It isn’t an expensive camera yet very effective and doesn’t need to have the extras.

You also need to have Windows Movie Maker 2.1. It’s free to download. You can use other cameras and programs. Joel’s point is you do not have to have anything lavish. Widows Movie Maker allows you to edit your testimonials quick and easy.

Joel’s script to get testimonials is:

“You don’t mind if I take out my camera and … could I capture your emotions to show we can inform and help others.”

Thank them for the gift. Have them do it again and monetise.

Kurt’s Footnote:

Joel is a legend, which essentially to me means, soak up what you can from this man he has much, much to offer.

Cheers and Great Selling

Kurt

MAL EMERY

Our promoter and host of the 2007 Speaking and Coaching, Mal Emery, was next on stage.

Mal’s style is different from the other presenters and delivers his talks via PowerPoint slides containing an over abundance of information. This is against all the rules of PowerPoint but then again Mal has never followed the rules. He is a successful business man who recognised that normal businesses and their procedures will not bring you wealth – so Mal DOES things differently.

Mal’s opening catchy message was “The objections against platform selling comes from FEAR, IGNORANCE or JEALOUSY.”

Mal also has rules to follow. The numerical order is:

1. Get the grabber Statement;
2. Tell them about what you are going to tell them;
3. Set out the ground rules;
4. Start and State your abundance of proof;
5. Tell your story;
6. Tie it all together. Show how it will work for them;
7. Pass out the forms.

Other Rules are:

• No handouts;
• Backup PowerPoint;
• Use Humour;
• If you use overheads turn them off;
• Don’t lug your product around from seminar to seminar;
• Stay on time;
• Introduce yourself to the staff.

Mal’s speaking formula is:

State the problem, Solve it for them, Give proof your solution will work, Call them to action.

Mal went through another 18 steps of his formula for selling on the platform. Some interesting points which resonated to me were:

• Speak fast, it will increase your sales;
• Do 90% teaching and 10% selling;
• Deliver a practiced million dollar sales presentation;
• Give them templates to use – as Mal calls “Fish on a Plate”;
• Include an outrageous guarantee – it will increase sales;
• Tell them exactly what to do next;
• Let them know that your offer is not for everyone.

Mal’s concluding statement and Step #18 was if you follow his steps you could become famous and booked solid in any niche market of your choice in 6 months or less. (Kurt’s comment: Now wouldn’t that be nice !”

Kurts’ Footnote:

I have been a student of Mal Emery’s for nearly a year. He is a man of honesty and passion and if you are given an opportunity to attend one of his seminars take it. You owe it to yourself and your family.

A link to Mal’s site is on my web page. It is there because I believe in Mal and his message. He has intorduced me to many people that are making a huge impact in my life. I hope he does the same for you.

Cheers and Great Selling

Kurt