Make More Marbles PODCAST with Brad Hart - How To SIGN UP People to Your Mastermind Events!

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To another edition of the Make More Marvels podcast. This is going to be short and sweet today because, honestly, I'm just a little tired. Long holiday, got a lot going on, Bunch of meetings. I think I'm just going to knock out some questions, get you the value, get back to life. How's that sound? So what's the first question there, Chris?

First question here is, this is from William Lanier. I think I said his name, his last name. Right. How do you get people signed up for your mastermind? I put them on Facebook and LinkedIn and no one clicks the like button. Much fewer sign up. Very disheartening.

Got it? Well, it depends. I can't really answer that question without a lot of context. You're going to tag William in this as well?

Yeah. Well, I'm just going to jump over there and do that now.

Yeah, we'll just tag them as. As we do these so that they're timestamped. Yeah, so. So, William, couple things. Here's the thing, right? Is like, nobody wants to buy your shiny. Nobody wants your mastermind, your course, your whatever, right? They want the result that it brings. So without looking at your posts, my guess is that's the piece to dial in. Is like doing the market research, talking to the people, getting them on calls, you know, being adding value. Hey, how can I serve you? How can I support? You know, here's what we're working on. Maybe this could be a value to you and transition those people into strategy sessions so that you can understand what it is that they want, what it is that they're dealing with, what they're struggling with, what they're trying to overcome, what's keeping them up at night, what are they most frustrated about? What have they tried in the past? What happens if they don't get this off the ground? Whatever they're trying to do, you know, because there's no pain, there's no sale. So we have to be able to agitate the pain while talking to the bigger vision and the pleasure of having that. And the mastermind becomes the vehicle, which closes the gap. So they're at point A, and they want to get to point B, and in between is a whole bunch of stuff you can help them with.

Right?

And if you can be the vehicle through your mastermind or what have you, they don't really care about getting coached. They don't really care about the mastermind. They care about the result. So if that's the vehicle that gets them the result, then they will buy it and they will Respond to it, et cetera, et cetera. In the meantime, I think another important thing to be thinking about is creating valuable content that's engaging, that's topical, to get people engaged enough to have conversations. Therefore you have people to talk to. If you're starting from complete scratch and you haven't mastered the art of just generating attention, I would start reading content that is going viral. Reading content that's interesting, insightful, thought provoking, gets a lot of comments. They tend to be kind of campbr controversies. Like I just put one up today talking about how one of the guys in the industry, I forgot his name right now, got sued $53 million by the FTC and was shut down by the FTC. Yeah. Which is kind of a big deal. And it's getting a lot of attention. So you can jack into that news story that's already happening and have a discussion around that. And then with those people you start to think, okay, cool. How can we do this better? Right? How could we be the solution to this and not more of the problem? And I put up a post and gave my thoughts and now people are commenting on it and it's just getting engagement. Right. And I think that's the most important thing in the beginning is like it's a balance between stocking the pond and fishing it out. And if you're just trying to fish and there's no people stocked in the ponds, right. There's no fish in the ponds, then you're not going to get many bites. So there's the two skills, right? Stocking the pond, fishing out the pond. Stocking the pond is adding value. Newsjacking, getting involved in the, in the stream of consciousness, really gaining the attention that's the biggest commodity and building time and trust and then eventually asking for money. If you're just going to the pond and asking for money and asking for fish, it's not, not probably going to show up because there's nobody there to give it to you and they don't like you know, you or trust you enough to do that in the first place. So that's, that's my guess.

Yeah, I'd say, I'd say, I'd say the same thing, Brad. It's just making sure that you are doing posts that aren't just the, the like and the sign up.

Yeah. And, and there's nothing wrong with those posts at the right time.

Right.

It's like Gary Vee says, it's like jab, jab, jab, jab, jab, jab, jab, jab, Jab, jab, jab. Right hook, Right?

Yeah.

You gotta, you gotta give a lot of value before you ask for anything.

Yep, exactly.

And that being said, like, if you got a warm person who's excited to work with you, that's fine. Those will those happen. But it's like 5% of the market. The rest of the people, let's say another 30%, could work with you in the future. You have to be nurturing those and 60 some odd percent are probably never going to work with you, so not wasting your time with those people.

We talked about this last week. The market is very saturated right now. So there's a lot of stuff going on. There's a lot of people out there talking a lot of stuff. So you've got to show your value, got to show what you have because people want to know that, know like, and trust a whole hell of a lot more than they did five years ago. Three years ago. Yeah.

If you really don't have anything figured out yet, then go work for somebody who does. For every person who doesn't have time, there's somebody who has money and no time. Right. There's somebody who has. Let me, let me say that again because I didn't say it right for everybody with time and no money, there's somebody with money and no time who already has a lot of pipeline. And it's, you know, you can go into their organization, learn how to sell, learn how to market, learn how to do all that with less risk. So that when you do go out on your own, you know what's up, you know exactly all the strategies because somebody else already showed you. And then you just take that and build on it from there with a little bit of a bankroll to do it right. If you're starting from complete scratch, unless you got a lot of Runway and a lot of time, it's going to take time to figure that out. The shortcut is to go work for somebody else and get up to speed and then do it on your own. And some of the most successful people I know do that. Right. Like Cole Gordon did $4 million in sales for Taylor Welch before he went on his own. Now he went from 0 to 30 million in three years. So it can happen. That's worth it. It's worth that little detour because now.

He'S crushing it, pulling it in. Okay, so, Jennifer, I'm not even going to attempt the last name asked any methods other than discovery calls. I get high conversion. I just hate doing them. I don't want to spend My time doing them. What alternatives have worked for you?

Yeah, great question. So discovery calls aren't that painful if they're really warm. So creating webinars, middle of the funnel content challenges, stuff like that, books, that's been really helpful. So that's the thing. One thing too is if you want to get away from it completely, you have two options. You either go to an event model or you hire a sales team. But the reality is that nobody's going to be giving you 10,000 plus dollars or any high ticket amount of money without having a call with somebody. Or you're not going to a landing page. Like typically, this stratifies thusly. If you have a product that's $500 or less, you can typically sell it on a sales page, maybe a video, but that's it. You don't need a huge webinar to sell $500 product or less. Between 500 and let's say 2500 is a webinar, some sort of presentation, usually 60 to 90 minutes. And that's a skill, right? You have to learn how to do that. Then after that, or you could also push those people a call after that, about 2,500, 3,000, you're looking at like and above, you're looking at a sales call for most people. There's just not very many people that can make a decision with that much money without having a conversation with somebody. So it's going to be you, it's going to be your sales team. Even if you have a big event, there's probably going to be coaches or, you know, strategy sessions or lunch and learns at the event. And that's, that's a bigger engine to generate more appointments and more sales more quickly. But that's what it's going to take, right? It's just very rare that people say, yeah, 25 grand sounds great, I have no questions, here's my credit card.

Right?

They happen, it happens. It's just not the norm, right. You're going to capture even a big.

Mass of events that, you know, like where you and I met, you know, with Destiny, and that they're selling business mastery at like, you know, 15, 20K. And you're still going, you're talking to somebody at the desk, asking questions, going through stuff, and they're literally doing a sales call with you just in person.

That's right. That's right. So if you're going to go to that model, it's very profitable. You can do it. It's just more overhead, more risk, and there's More things to figure out. So like somebody like Tony Robbins who makes it look easy, 5,000 people in the room doing 60 million in RE and been doing it for 30 plus years and has like 200 people, basically a volunteer army plus his paid staff to do that. That's a little bit of a different thing, but you can get one next step on the road. The way I'm hacking this personally is two ways, right? Is having people who are on staff that set and close appointments. That's thing one and that's we've had some success and some failures over the years, but that's one way to do it. I'm always willing to get back in the chair if I have to because you know, the business has to keep making money and I have to keep selling. That's fine. Um, I tend not to do outbound prospecting. It's just I've done enough of that in my life. Like it's, it's not what I want to do. I wait till people are warmed up. I'd rather make more content and get em more warm and then they jump on my calendar and they're relatively easy. Instead of fighting for three hours with people into multiple calls. It sucks. So that's that.

And then.

With regard to events, I don't want to figure it all from scratch. So instead I partnered with one of my mentors who runs an event in my niche and we're going to just kick ass with it because he's already done it a bunch of times and figured out all the bits and pieces and we can get sponsors and he's got relationships and vendors and you know, equipment and all this stuff that I just don't have to figure out from scratch. Right. So that's the best way to go, if you can go that way is to work with somebody who's already got this event bit figured out, who already has the relationships and has done it. Even if you don't come in, you know, I'm very fortunate to have a great partnership. I've known this person for many years and we've had a lot of business together. But even if you were to come in at a small percentage and work your way up to it, you know, and then leave and do your own thing, that could be a game changer for your business. Similar to the first person I mentioned is like, hey, there's no shame in like shifting down gear to shift up a gear and then stay there.

Yep, very true, very true. The last question that we had put in here is what draws the Better members, free group or paid membership?

Paid membership. Hands down. People pay attention to what they pay for and what pays them. And I've gotten conflicting advice on this a lot of times. I have never seen free convert to high ticket better than low ticket to high ticket. Once people have their wallet open, they're willing to spend more money. It's just a fact, right? People pay attention more, they consume more when they've paid for things. Free stuff, human nature being what it was. If in the world we live in today, free worked then in the age of YouTube and Google and Facebook and all these different platforms, all this free information that we're a wash in, why isn't everybody a billionaire with perfect kids and perfect abs and a great relationship about to achieve enlightenment? Well, the reason is people pay attention to what they pay for and pays them, and they're way more likely to take action and get results and continue to ascend the ladder if they've already paid. So the, the point of free content is to get people to start paying for stuff. And the point of that paid content is to get them to pay for more content and more help. Because ultimately, at the end of the day, it's rare that somebody can execute just with a book or with a course or with even a membership. It's like the nitty gritty coaching and accountability and hot seats and masterminds that really seem to move the needle the most. I'm not saying it's a perfect system, but that generally tends to be the trend.

Yeah.

So, short answer. Paid. Paid works better.

Yeah, paid, definitely. No, that's pretty much all we have.

Great. That was easy. Yeah, yeah, and I just wrote a long post on, on that guy, if you guys want to check it out. It's entitled. You know, I just saw this guy got sued by the FTC for a bunch of money. It's on my wall. I shared to this group. Check it out. Let me know your thoughts. Leave a comment. There's a lot that's right with this industry and there's a lot that's wrong with this industry. And I want to just help people shorten their learning curve so that they can move towards the light authenticity, vulnerability, you know, make it less smarmy and bullshit. I know that it's going to take a while, but we'll get there.

Just like it's just like anything when you have a massive influx of people doing it, you're always going to get those bad apples, those bad seeds that are doing stuff that aren't ethically probably all that great. And so it's just making sure that you are doing it that right way and you'll be fine.

And I also know that this industry is very different than a lot of other industries in the sense of, like, you wouldn't go to a store and buy Coca Cola and then Coca Cola sends you a letter like, thanks so much for buying Coca Cola. Here's our secret formula and our marketing and, you know, everything that we do, all our processes and systems, like nobody else does that besides Internet marketing. So we're always training. Our competition and results may vary, but what's cool about this industry is if you can get good at it, you can take these skills to any other industry and crush it. Because most industries leave marketing to last and they suck at it.

Yep. Look at any successful business marketing, their marketing is on point.

Yeah, it's not about the product. Great products go unnoticed most of the time.

But I know a lot of people.

Great marketing, crush it and millions.

And what they actually do and give is absolutely bare minimum. But they're marketing.

Now imagine if you had a great product that you actually gave a shit and you're a great marketer. That's who we want. So you guys come in, join the bam fam, hang out with us. Let's make you into amazing marketers who have integrity, who sell and enroll well, who deliver amazing value. And let me backstop it for you so you don't stress. Right. So you don't have the imposter syndrome and the, oh, my God, what about this? And what if that happens? Like, the fact that you have these thoughts means you're not a sociopath. It's a good thing. But also, don't let that hold you back from growing into the person who can actually serve and grow. Like when Chris started. Great example. Three and a half years ago, a lot of imposter syndrome. Never had run a business before. Now he has over 600 paying clients. Pretty cool. So from humble beginnings, the seeds of greatness are sown.

Exactly. Exactly. And yeah, check us out.

Build a mastermind.com schedule-now. We'd love to get you into the program, get you set up. We always look to add 10 to 25 times the value of whatever we charge. So that's what you're looking at. It's not cheap, but what is. And people say, oh, that's a lot of money. I say, compared to what? Compared to struggling for the next two years, it's fucking not a lot of money. I'll tell you that much.

Tell you, I wouldn't be where I am right now if it wasn't. If I hadn't invested.

There it is. So you heard it here first, gang. And Chris isn't the only one. You can check out all our testimonials@buildamastermind.com testimonials and hear from other people as well. So we'd love to have you if it's the right fit. If not, that's okay, too. But stay blessed until the next time, and we'll catch you soon.

All right?

Take care.