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

ARMAND MORIN

The next speaker at this years Speaking and Coaching Conference was Information Marketing Guru, Armand Morin. For those who have heard about Armand they know he is the consumate seller of product over the internet. His BIG SEMINARS are famous for delivery, cusomer service and VALUE. Google his name, you will get the point.

Armand’s advice to us for Selling from the Platform was:

• Teach your audience 80% of the time, only the last 20% should be for sales;

• You have no right to sell to them if you have not provided sufficient information that they can take away and use;

• If you do not make an offer at the end of the 90 minute talk you are doing yourself a disservice;

• How do you outsell everyone? PROVIDE SERVICE; It starts with consistency, modify your topic to suit the event you are at;

THE INTRODUCTION

• Make sure you commence your talk with a credible introduction – write it yourself if you have to; (Kurt’s note: Armand provided us with an example – email me if you would like a copy – it’s a beauty and will set up the audience to listen – and can be modified for anyone);
• Establish your credibility (number of hits on google, sales, products, show cars, house etc);
• Grab their attention – something shocking;

THE BODY

• Teach for 80% of time – have enough content to give them plenty of information so they think, hey if he taught me this amount in 60 minutes what will I learn in 48 hours?
• Make sure you over animate because the stage is huge;
• Tell then what to do, such as: “Write this down”, “Put up your hand”, “Stand up”;
• Use examples;
• Make your point clear;
• Make the complex simple. i.e. Hey, if you don’t get this it’s ok, Let me put it this way;
• Use analogies – target them to the audience;
• Use students – this is powerful. The audience thinks if they can do it so can I;
• Don’t promote your product – you are teaching;
• Position yourself to walk up and down the stage. Include right up the front;
• Make yourself standout – be yourself.

THE CONCLUSION

The true secret to closing according to the gospel of Armand is the STACK.

Armand’s Stack- Explain the content of the course:

• The most comprehensive;

• 54 hours of hard core information to get you to an 8 figure business;

• Has only been taught to Private Clients who pay me $5,000 per hour and I don’t accept any new clients;

• Then Reveal the Package PLUS PRICE (This is two slides in) then reveal

• The Value, the real life values -added bonuses – then add

• Life Time Access – this increases sales – then add

• What you will receive today is : then add

• Bonuses like a FREE seat to a seminar and make sure you provide the dates or provide them with free DVD’s if they can’t get there;

• And make sure a CALL TO ACTION is given i.e.
  “I don’t know how many order forms are at the back of the room but once they have gone they are gone. I suggest you hurry up out the back now. Go now.”
  (Then show them the ‘stack’ again quicker than the first time).

• Always mention it’s a limited to a certain number of people – you don’t have to mention the number they need to feel they may miss out.

Kurt’s Footnote:

Armand is a likable and successful guy who follows his rules to the tee. He has a fun dismeanour and is very approachable. You can see why he is successful because he comes across as a person with knowledge that he will openly share and of course ‘sell’ to you – Well that is what he does, isn’t it.

Cheers and Great Selling

Kurt

JOEL BAUER

Joel Bauer is an interesting and intriguing guy.

Energetic, boisterous, soft, compassionate, egotistical, lovable, loud – are all words that at times describe Joel.

What Joel has without doubt is one of the most powerful presence on a platform that you could witness.

He is alluring, yet intimidating, he is sytematic yet able to transport you to different thought provoking places. I even heard several attendees say, “He scares me”. Whatever, your take on Joel is and mine is one of great admiration, Joel is unique and worthy of listening to, learning from and using him as a mentor.

Joel kept preaching: “WRITE THIS DOWN !!!” and as an obeying little puppy dog I did. Here are some of my writings and capturings during his session.

Stay tuned for Joel’s thoughts and teachings on platform speaking it is one hell of a ride.

• “If you are not using PowerPoint you are a fool ! Whitescreen, layers and control your audio, DO NOT allow anyone to control you audio.”But you don’t know how to do this DO YOU ! I do and I’m Joel Bauer ! (From Kurt – Wow, we were straight into Joels’ talk and boy does he grab your attention).

• Find the price point the audience will tolerate. Not what you want to charge.

• Storyboard your PowerPoint. It is like cartoons cels, you need many and in the correct order to make your message sink in.

• Tear youself down and allow them to build you up. The products I sell are only “Bullshit in a Box. – If you are not implementing them they are bullshit.”

• If the person in the audience doesn’t wish to become you they will never buy.

• You close the audience before you come onto stage.

• There are no mistakes in your presentation unless you acknowledge them.

• Use a logo on your slides. If you don’t you are a fool !

• They need to connect with you from the heart.

• Have a logo, have music, have animations – create their concern i.e. “Save your life in 3 moves – Protect your family forever.”

• If you don’t believe you will change their lives neither will they.

• You only have fear because what you show them you do not believe in.

• As a CLOSER you must know what their main concerns are then give them proof in the form of Audio Movies and Testimonials and make sure the testimonials are monetised. The more women you use in these testimonials you more money you will make.

• Being good is the result of Frequency and Repetition.

• Don’t talk about your opinions – they are not interested.

Joel’s overview: The main outcome of a platform closer is to separate someone from their cash because they need you in their life.

Kurt’s Footnotes:

Love Joel or be intimidated by him; does it really matter if he can live up to his goal of “Having you retired within 3-5 years with a profitable back-end.”

For mine Joel – I love you.

Cheers and Great Selling

Kurt

PAUL HARTUNIAN

Paul’s first message in Platform Speaking was “People should be able to leave the room and do something.”

-THE HOW TO-

This is so important.

Another way Paul expressed it was to “Open the eyes of the audience to opportunities that they never knew existed or thought pertained to them.”

Understand this is a business. You are in the Speaking Business and this means there are Rules and they MUST be followed.

1. Focus on the end result. What are you trying to achieve? i.e. buy which product?

2. Do not teach. The aim of the speech is not to teach, you do not have enough time;

3. Give content that is in context. The message must match the audience;

4. Don’t do a sales pitch. Give content to the subject;

5. Be accessible. Stick around during seminar – between speakers – and allow the audience to talk to you;

6. Don’t think you are anything special;

7. The audience should focus on you. NO HANDOUTS.

8. There is no fear we make it up. Know your subject better than anyone else.

9. Speaking is about people buying your product – so create the path that walks them to that END RESULT.

10. Learn the tactics that helps do Point 9. (From the desk top of Kurt – “I could reveal the tactics Paul revealed, but I feel a bonus product or e-book chapter here, don’t you ?!)

Paul’s other great tips included it is unwise and unproductive to have just one product. You must have a front-end product, but this must be supported by back-end products. The money is in the back-end. The products must be also “hard topics’, those topics that you can go and do. i.e create, build, write, sell. Topics on motivation or make you feel good are known as “soft topics” and just don’t sell anymore.

The final message from Paul was to:

• Polish you talk, do it at community groups if you need to;
• Measure your audience; build in laughs, claps, ask them questions every 5 minutes or so;
• Dress in what you are comfortable with;
• Stay on time – have respect for the audience, the next speaker and the promoter;
• Don’t over exaggerate – make sure you give them an abundance of proof;
• Add personality and make fun of yourself;
• Weave your personality into the talk.

And finally, ALWAYS remember your Seminar Promoter and their staff and send them a box chocolates or gift after the talk; and don’t be stingy with it !

Kurt’s Footnotes:

Paul Hartunian is credited by Dan Kennedy as consistently being his best platform speaker and salesperson over the past ten years.

So, if you follow these few simple rules you will be on the verge of a successful speaking career. It is now up to you.

Cheers and Great Selling

Kurt

Day One Monday 22 October 2007

The intimate crowd of about 150 on the 2-day Speaking and Coaching Conference in Sydney last week commenced with a line-up of speakers you could dream of listening too.

Paul Hartunian, Joel Bauer, Armind Morin, Mal Emery, Mitch Carson, Stephen Pierce; they were all there.

Each speaker gave their insights into Platform Speaking and what the audience looks for.

During these next blogs I am going to report the main points I extracted from these speakers. Some of their insights may inspire you – I hope so.

Whatever you take from these writings remember one thing, “SUCCESS BREEDS SUCCESS” and they are truly the world’s best of the best platform speakers.

I am really looking forward to reading your comments. Take a few minutes and let me know what you thought of them if you were there or what you think if you were not.

Cheers and Great Selling

Kurt