Full show notes for this episode can be found at https://podcast.jakehower.com/episode/building-strong-customer-funnels-using-youtube-with-james-wedmore

thanks very much for tuning in again.

This is episode 13.

We are speaking with James Wedmore, who is a YouTube expert.

And believe it or not, we were going to speak a bit about using

YouTube to promote your business.

But we went into so much more on so many different things.

This is probably to date my favorite interview because we did go down

so many different rabbit holes.

It's really enjoyable.

We speak a bit about converting, about mindset, of course, a little

bit about YouTube, but I think it's a very interesting episode.

James, how are

you?

I'm fantastic.

How are you?

Doing very well.

So glad to get you on the show today.

The premise of the show, of course, is that we bring on experts in the

different forms of multimedia and really drill down in how they've become

successful using their form of media.

And you're certainly doing that with video.

And I'd really love to speak to you today a little bit about

how you've monetized traffic off

YouTube.

Yeah, and it's it feels a little funny to be honest with you doing an audio

when I'm used to doing so many videos, so it's nice, I can take a break, I

don't have to dress all nice or have my hair looking good, cause, you guys

wouldn't know if I were in my pajamas or whatnot, I like it like this.

Yeah,

absolutely.

And that's a pretty good point.

And I guess that from my perspective, the different forms of media work

in different instances and video in my opinion, works amazingly well for

shorter, but audio, I seem to think that anything longer than 10 to 15 minutes

and audio is potentially a better medium.

Yeah, it's so true.

And that's actually one of the reasons why I've gotten.

Very intrigued and interested into in the whole podcast medium because it's

not just about different touch points with your audience, but different ways

in which you engage with them and YouTube itself is for people with ADD Because

anyone with over a three minute to five minute video is going to lose their

audience really fast because the way a video works on YouTube is, I don't like

to throw around the word viral, but and I definitely don't teach that in any way.

It's something that can be shared very easily.

A lot of the traffic I have, we can check the stats on my analytics from

my YouTube videos is because I ask my most loyal, dedicated fans and

followers to share it with their friends, post it on Facebook, etc.

And I get additional views.

But when you share something like a YouTube video, or your audience shares

something with their friends and followers, it's something where they

like, they're in the middle of the day, they're busy, they're doing something

else, they're trying to escape for five seconds, and they watch, they

don't even watch all of your video half the time, because it's okay, got

something, good, gotta go back to work.

And that's actually how I watch YouTube videos.

But then there's that fascination where yeah, we can sit here and we

can have an hour long podcast and people listen to it front and back.

So there it's not one or the other.

It's not one is better than the other.

I would love to, continue that conversation because I see a

lot of benefits with both and...

Even when I only have three minutes to get people's attention on video, I still

would never Say goodbye to using video as a part of my marketing strategy.

Yeah, definitely I

think it resonates who said michael stelzner from social media

examiner said it really well in an interview I think which was on rise to

the top and he said that audio is really when you think about it Probably the only

type of media that Can be consumed while you're doing something else with video.

You've got to be 100% focused with the reading.

You've got to be a hundred percent focused on the words, but audio allows

you to do something else, but still maintain a relatively high level of

focused on what you're listening to.

Yeah.

Cause we all know that the people listening to this right

now are checking Facebook or, even just like cleaning up their office

or moving around and doing something multitasking, but you're right.

When you do a video, it's.

It asks for 100% of your focus and energy.

And to be honest with you, most people can't do that for very long.

So we get to go in and out with a video, give them something, I

like to say it's each video is this standalone one in capsulating

like tip or nugget of information versus here are the seven steps or

the 28, steps or the seven secrets.

It's here's one thing to do.

Right now because people can swallow that they can grasp that what versus a podcast

where we could spend an hour talking about the seven steps to the XYZ etc.

So anyways, I don't want to get you off tangent there Jay because it's

but it's a fascinating topic how people definitely with different

mediums digest it differently.

It's a different experience.

Yeah, absolutely.

And as you say, it's a very fascinating topic.

All right.

I think we're going to have a lot to discuss here and even just off the

tangent we went on there, there's so many questions I'd love to speak to you

about, but before we do that, why don't for those listeners potentially out there

who don't know much about you, and I'm sure that's not too many of our listeners

why don't you give us a brief background?

Sure.

No, I'd love to.

And really the theme when I show this background, I won't take too

much of your guys's time so we can get into some great content.

The theme and the biggest thing to take away from my background, I really just

observed this recently in my life, was that everything is in, in my life that

I've experienced or done has been a launch pad or a stepping stone for that next.

Thing and that what I learned I was then able to leverage that and teach that and

then what I created there I was able to teach that for example to make money and

pay the bills and in college I became a bartender quickly got over that job and

decided doing what I learned and being a bartender and started my own business

as a mobile bartender working private events parties weddings birthdays etc

made more money and didn't have to work as much and then What I learned from

that, I created a course, my very first course on the internet, teaching people

how they could start their own mobile business and market to private events, and

I've done products for caterers, DJs etc.

And then when I started selling those products...

And that started getting results.

People came to me and said how are you selling these products?

How are you selling this information, this content?

And I said the real secret is video.

And I started creating courses teaching everything I learned from video.

It's always been, you learn one thing, you master one thing, you

find out that everyone wants to know how it is that you did that.

You give them the short, the shortcut.

You show them all the mistakes you made and the a simple proven formula

for replicating those results.

And people will pay you for that.

So today I I've spent the last five years playing around on YouTube

and I have a film background.

So I teach people how to use YouTube, but more importantly, just how to

use this medium of video to create a platform, to create a brand behind it.

Because it's just if you were to see a celebrity walking down the street

right now, I don't care Old you are, you're going to get a little giddy if

this is someone that you've seen, it's like one of your top 10 celebrities.

You're going to get a little excited.

Oh my gosh, you're going to hide behind a wall and try and get your

iPhone out and take a picture of them.

Why is that?

This is just a normal person, but because we've seen them in a movie,

like what really makes them better?

That same effect on obviously a little bit of a smaller scale happens when we

start incorporating video into our brand.

Does this make sense when we?

When we're on the camera and people give us what Jake and I were just

talking about, their full attention, even if it's only for three minutes,

then this celebrity effect does.

Begin to take place.

And I was just at an event over the weekend, a marketing event.

So it was, in our industry of people that we know, people have seen me, on a

normal day, like no one knows who I am, but in our industry, people know who I am.

And it was so amazing, rewarding and fulfilling to just have people coming up

to me, like people I'd never met before, like I seen all your videos and you're so

amazing and blah, blah, blah, blah, blah.

Now I don't say that to brag or boast, but that whole concept.

Puts you into a position of power.

It transforms you into that authority, so it to me It transcends like conversion

rates And how many sales we can increase by adding a video like I can trump all

of that stuff when I sit here and say I use video to create A brand that is

more powerful than the next guy because he's got, XYZ conversion tweaks and opt

ins and split tests and stuff like that.

But that's what I do.

Long winded description, but hopefully that answers your question,

Jake.

Yeah, it does.

And touch on a number of points there, but the main one that...

That really resonates with me is the ability to essentially pre educating

your viewers and you're putting, as you say, putting yourself in a position

of power so that when you do get this chance to meet with people, you're

not having to sell them anything.

You're moving straight through the next stage and it's amazing.

And I think personally that video is the best medium to be able to do that

with.

I absolutely.

And it's funny you say that it is the best medium to do that, but there's

a right way and there's a wrong way.

And I'm more than happy to answer any questions on that you have are right

strategies, but it's been a game for me of testing and tweaking and how do

you in, better engage your audience?

How can you draw them into your videos?

How do you take them on a journey?

And how do you really get them to just really connect with you on a deeper level

so that when they do see you in person, it's man, I feel like I known you forever.

And that's when you know, you've done it right.

When someone sends you that email, that Facebook message or sees you

in person and says, I feel like I already know you because that means

like you're like their friends.

Your household name to them and that's a powerful thing for me at least so I love

to share to other people how to do that.

Yeah, no, that

sounds really good.

And that is a really fantastic.

I think we do move down that funnel.

Okay, so if I look at YouTube in terms of engaging with our viewers and

moving them, we'll call it a funnel or moving them across to your own.

Owned site or owned property.

You're almost fighting with the platform that is YouTube because

YouTube is essentially designed to keep people on YouTube.

And so you've got all these other associated videos

you can click off to you.

There is just so much information on YouTube that from my own experience,

it's hard to move people from the platform to your own platform.

How do you go about doing that?

That's a great question.

And the first thing I'll say.

Is I'm not necessarily going to agree or disagree with you saying it's

difficult to move people off of YouTube I will say this is that when you do

move them off of YouTube they are much more qualified and targeted than Any

other traffic that you can have and we've done the split test on this.

I've had a good friend of mine do a whole split test where we he sent

traffic from every social site you could think of imaginable his Twitter

followers to his group from his Google plus from Facebook ads all this stuff.

And then from a video on YouTube and he sent them all to the same

page and this was a squeeze page in order to collect names and email

addresses and hands down the highest conversion rate what came from YouTube.

What that means is that the most amount of traffic let's see what's the clearest,

simplest way I can say this, is just the highest quality traffic came from YouTube.

And it's really simple if you think about it.

It's because the video itself built this rapport and this

understanding of who this person is.

Do I know and trust them?

And if they watch the video and they do like them and trust them and

they say, Hey, click on this link below, take this next step with me.

And they do that.

It's a no brainer that they're going to take, that they're going to take

action, opt in, or subscribe, or...

Push the next link, et cetera, et cetera.

So whether or not it's we, cause I like to say it's easy for me because

I've been doing it for so long and I think there's certain tips and

tricks to making it more effective.

But what gets me so excited about YouTube specifically is the

targeted traffic that we can get.

Once again, that was a little tangent, but what I like to think of it as to actually

drill down and see if I can answer Jake's question the way he wants me to.

Is I call this the customer lens.

And I actually have a drawing of it in my notes.

And basically this is like the circle of trust in that if you were to go

find my stuff and you're just this passive observer, the only type of

content you really see is blog posts.

And I see a big mistake people make is go to their website

and every product or everything they offer is right there front.

Now, if you're in e commerce or you have physical products or you have

software, that's a different story.

But for me, I'm selling coaching and membership sites and training

programs and stuff like that.

So on that outside level, all you get is those free videos.

And I just look like, wow, what a great guy.

All he does is create all this free content.

But if you start watching the content.

What I'm doing at that first level is, with those YouTube videos, is giving

you as much value as I possibly can.

Giving you what I like to call a mini transformation.

Something that you can have a lightbulb go off in your head, you can have

an aha moment, you can sit there and smack yourself in the head and

go, Oh my gosh, that's brilliant, I'm gonna go do that right now.

That's what I strive for in every single one of my videos.

And I want everyone else to set the bar that high as well.

And people will come back and say no, I can't give my best content away for free.

No one will buy my stuff and that's total BS.

That's crap.

Don't ever listen to anyone who ever told you that you give them your

greatest stuff upfront, a mini aha.

And then every single video I have has a call to action at the end of the video.

So if I didn't give that aha, No one takes the call to action.

It's that simple.

If all it is a two minute sales pitch for why I'm the

greatest and why I'm so amazing.

No one cares and they don't take the next step.

So every video ends with something like, thanks for watching this video.

I hope you found value in that great little tip.

If you want to learn my simple three step process for generating more

traffic leads and sales from YouTube.

Head on over to JamesWilburn.

com or just click the link below this video.

I'm literally like pointing below the video.

So you can download my free report called the YouTube Traffic Report.

It'll show you how to do this, and that.

Go ahead, click that link right now so you can get your hands on

that free 40 page report right now.

Thanks, I'll see you on the next page.

I spend the last 30 seconds of each of my videos just telling

people you need to do this next.

Get off of YouTube.

Get to my site.

Cause really the goal is to get them off of YouTube.

From there we, we still split test a ton of different Squeeze pages or opt

in pages or lead generation pages, whatever name you'd like to call it.

But the next step is sending them to any type of page to

just capture their information.

So we go from YouTube to a lead capture page.

And I love that the best.

So remember this whole customer lens, if you're on the outside, all is videos, but

now you get inside my circle of trust.

Once you subscribe, you'll start getting emails with additional content,

but that is the only time in which.

We start to make offers and one of the things I'm actually playing around

and trying out right now, I wish I had actual numbers and results to share

with you is selling people on low end products first, like a 7 report and then

upsells into other offers, et cetera.

But Jake, at least for now, does that kind of clarify the direction

we're going go YouTube video?

Take them immediately to a squeeze page or a lead capture page where you

can give them a free report or a free video or whatever freebie you've got so

that we can capture that information.

Yeah, that really does.

And I think a couple of things out of that, which really, again, resonate

very well with me is the fact that you're not using any sort of Jedi tricks

or anything to get them off YouTube.

Essentially, you're delivering amazing content, and then you're

just asking them in their moment of inspiration to invest in a click.

And at the time that they're invested in that click, all

you're then doing is capitalizing on that by getting their email

address.

Yes.

So I'd like to continue with that and just see if we can go down that path a

little bit more about what those steps Look like if you don't if you don't

mind that sounds fantastic they click on this link and let me give you an

actually specific example This was a really fun unique one and bear with me.

I remember the numbers off the top of my head But i'll be

ballparking them a little bit.

So I created a video That I knew had a lot of would get a lot of views because

it's a high topic thing Like every webinar I did every training video.

I did everything all my customers asked me What, and these are, this is side

trick, always be listening with the right filter, put that in quotation marks, to

your customers and subscribers as to what it is, what their questions are, what it

is that they really want to learn, because sometimes we think we know what they need,

but, we can miss what they really need.

One example was they kept asking me for royalty free music resources.

And I was like, come on, there's a hundred of them.

Just Google it.

But that's me being stupid and arrogant.

And what I should have just said is pick two and just

give them those two resources.

So I created an entire video all on the topic of royalty free music.

And what I did, what was unique here is at the end of the video I

said, I've put together, I bought a master rights to royalty free music

and it's like actual good songs.

And I put together an offer to say, I've put together five free.

Royalty free songs for you that you can download and use in your

videos immediately So you don't even know it needs to go out and

buy any you can save 50 to 100 bucks I'm gonna give you five right now.

I use these myself.

These aren't like crappy songs These are real songs and I said go click the

link below and download those free songs That video today has 28, 000, 29, 000

views and I think I've had like close to 2, 000 opt ins from that video.

But what was really cool is, so I took them to the squeeze page,

it said free music, opt in here.

This next page is the download page or the thank you page.

And this is one of my favorite pages to play with.

And I think so many people just like glance over this

in the whole sales process.

This is the next immediate touch point you have with someone after they just

gave you this most sacred information, their name and email address.

And it's what are you going to do next year?

They're in an action taking mode.

So there's so many options.

To go with and I love to play with a bunch from here But here's what I did

for this specific one I created a little video on the next page and it said hey,

thank you so much for opting in I have your five songs below and you can play

them and download them immediately.

It's right below this video You know pretty self explanatory.

There you go However, before I let you go, I want to let you know that i've actually

put a special bonus And I want to give you five additional songs, absolutely free.

All you have to do is click that tweet button below this video and it

will unlock five additional songs.

And sure enough, there's this big tweet button on that page.

And I use a little software called tweet to unlock.

And as soon as they click the tweet button, it sends out a

tweet that sends out the link to my royalty free music video.

And then as soon as they tweet it, it sure enough, it unlocks five more songs.

And they go, sweet.

Thank you so much.

And that has added like three or 4, 000 additional Which is why I have

close to 30, 000 views three to 4, 000 additional views on that YouTube

video because people have been sharing it on social media as soon as they

take action and it just creates this continual, rinse and repeat process.

So that's one thing I love to do right there.

Does that make sense?

Yeah, it

does.

And I've seen others play around with this particular page as well.

And when it comes to mind is Clay Collins with his lead pages software that is

just released has essentially a welcome page, a video above it, right under it.

It's two steps.

First step is to click like on Facebook.

And the second step is to register for a webinar.

And you're right, in that action taking modality that you've got

your viewer or your listener engaged in, it's fantastic to be able to

get them to take even more action.

Absolutely.

And I love LeadPages and LeadPlayer.

They're fantastic pieces of software and I personally met, now Clay is

a good friend of mine because I saw the software first and I said,

holy crap, this stuff's incredible.

So I definitely, I highly recommend and endorse Clay and everything

he puts out because he's a genius.

But yeah, that's, that's a simple step for getting them onto the

email and that's the goal for me.

I have this thing, I'd love people to write this down.

So it's five letters.

And this is how I run my business because I love to keep

everything as simple as possible.

It's, from left to it's P, C, P as in Paul, C as in Cat, L T as in Tom, and F.

And this is it's P, C, L, T, F.

And basically in the middle is this L.

And I'll tell you what each of these letters mean.

L is for leads.

And that's really just a huge...

Goal for me is to build the list and grow my community,

grow my reach, grow my audience.

And the way I do that is if we move to the left one letter, we have our C.

And that's content.

And one, one of the greatest ways to get free traffic, if not the best

way to get free traffic is through content and creating a platform.

And there are only a few ways to really create a platform.

People talk about social media, for the last couple of years, people

have gotten so excited about it.

But very few people actually created a platform on social media.

They just started talking on Facebook and that's not creating a platform at all.

Something like creating a podcast is a platform.

Creating a blog that produces content is a platform.

Creating YouTube videos is a platform.

So having that content that you're continually putting out

gives you that platform and gives you opportunity to get traffic.

And then the P which is all the way to the left is the promotion.

of that content.

You'll rarely, probably never see me ever send people to a sales page.

You'll never see me promote a new product if you're following

me on Facebook or Twitter or Google Plus or anything like that.

You'll never see it.

It looks like I don't, if you're just an outside bystander on the outer rim

of this, what I call the customer lens, You'd be like, what is this guy doing?

How does he make money because he doesn't sell anything?

And that's the whole point.

I only sell to people that have gone through enough hoops that are qualified

enough and that want to learn more.

They're asking for more versus me pushing it on them.

So when I promote stuff, I'm promoting content.

I'm promoting my latest blog post.

I'm promoting value.

Hey, you gotta read this because this is gonna help you.

That's not oh, what a spammer, right?

And so that's how I look at things.

Now, if we go to the right of the L We have two more letters, T and F.

The T is just transactions.

Once I have the lead, that's when we start making offers.

I usually even take them to webinars, or a, a couple of free content

videos before I just go, here, give me your credit card info.

There's still value by being a lead.

Much more, actually, once they are a lead.

I like to say, you know what, if you've subscribed...

To my list, if you've given me your name and email, I'm going to give you

more content and value than anybody else until you become a customer,

then you get even more value.

And then the final one is app and that's the follow up.

And I love to put this here because I think this is the most

important thing is because a lot of times when we do Make a sale.

Yay.

We got a customer we just let them you know Go their own merry way and

we don't ever talk to him ever again.

When you realize that, your customers are going to be your biggest fans

and that you can sell them additional product, services, et cetera.

It's the one of the easiest ways, obviously, to increase your income.

So that's that's exactly what I do.

I promote content to get the leads.

Then I make the sale or the transaction.

And then I follow up with my customers.

Five step process that I use and it's.

Super simple, and I don't like, if I complicate things, I get stressed and

burnt out, and I get stuck in this sea of overwhelm, and analysis by paralysis,

and you know what, I know a lot of you guys out there do as well, so if you just

can always find something that's simple and works, and stick to it, avoid the

shiny, red objects and opportunities, And you can see results rather quickly.

That's brilliant.

It's

really brilliant.

And I'm also a massive fan of simplification.

Business shouldn't be that complicated.

I know.

And that's the whole thing is a lot of people want to, they complicate things

in order to sell you the simplification, and you can, and that's why it gets so

complicated because you're listening to a marketing message from someone.

You're saying without this, your business is dead or you need to

be doing it like this or else.

And you got to start putting the filters up in the blinders

and say, Nope, I can keep it.

I can decide right now to make it simple.

I can give you so many examples.

One of my very good friends who I've known for about five years

has a six figure business and he doesn't even own a Facebook account,

a Twitter account or Google plus.

He's got one website and one YouTube channel.

And that's all he does.

I know a, another gal who has a same, pretty much same thing.

She had a done for you service, where she was doing home

organizing and office organizing.

She'd come into your local office and clean up all your crap and make your

place look you know, presentable.

And she said, I'm going to go try this YouTube stuff.

And this was about a year and a half ago and her channel blew up.

She was featured on HGTV and print magazines and all this stuff.

She shut down the local business and now she just sells digital products to

people all over the world, showing them how to organize their home and life.

And she told me personally, she's I don't use anything else but YouTube.

I've got another guy who's, who does all his.

Content and every, his platform is webinars.

He didn't even have a website for the first year and a half.

And he was doing 20, 000 to 40, 000 a month without a website.

But he had a GoToWebinar account, and he was able to build a list.

And, these are the people that, when they keep it simple, a lot of people think, I

gotta have this, I gotta have the Google Twitter, I gotta be doing this all day.

And then they realize you can't, that's not sustainable.

Especially if you're just, if it's just like you and a virtual

assistant, it's not sustainable.

So simple will help.

Yeah, it's very interesting.

And it's almost like you're focusing, looking at your five letter breakdown,

having so many things, it's almost like you're focusing on the P and

the C in terms of that's essentially for me, social media is a great

way to engage with people, but it's also a a publishing platform.

And if we're focusing too much on those things means that.

Means that somebody is going to miss out and that's your leads and your

customers.

And that's a big question that a lot of students that I see mine

too, or, assuming once they're my student, they don't have that problem.

But yeah, how do I monetize?

Like I did all this stuff people told me to do, but how do I monetize?

And it's dad mean, if you're going to start a business, like you need to

know the answer to that question before you get into business, because that's

what a business is, it's something that's designed to generate a profit.

So you can't start a business without really knowing how to monetize it.

And I have all my thoughts on that.

But, simply put, I like to say the easiest way to monetize is to sell

something, build a list and sell something to them sell what they

want and need something of value.

Thank you.

People hear the word sell and they cringe and shy away from that.

At the end of the day, I look at all the successful people in this

industry that I've been able to meet.

And then the number one skill that they have in common, which I attribute

to their success is their ability to influence and influence includes selling.

And we're all selling every single day.

And it's, we, they're either consciously or unconsciously and, when you put

some intention behind it and sell something of value to people, you

can, you're monetizing your business.

So yeah, simply put

absolutely.

Okay.

Let's keep moving down this.

So we've gone through, really, you've gone through the promotion content leads.

Let's focus a little bit on the transactions and the followup then.

So you've got people, essentially, you've gone through and you've

popped people through a squeeze page.

You've got their email address.

Where do you go now?

I'm pulling the whole curtain back for you, Jake.

People pay me a lot of money for me to show them the whole business

model that I've put together.

So you guys are in for a treat.

This is, I think this is the most, obviously this most important part.

Once you have the leads, it's wait, what do you do with them?

For me personally, what works and what I've done the most

effectively for the past.

I've been doing this for this specifically, this strategy for about

just over two years, our webinars.

And for those of you guys who don't know what a webinar I think most people

do at this point, it's simply a live PowerPoint presentation where the audience

experiences text and bullet points on a screen and they can hear your audio.

It's like a podcast, but if you had like notes and a PowerPoint to go off of it.

It's the same thing and so what I do is I have an auto responder campaign

that I do once my lead, my leads come in and in that auto responder campaign,

these are preset emails that they get.

It's their value build.

Okay.

Their value build emails, which means I sit there and say, if they're just

getting on my list, like what is something I can hit them with right now that just

like additional content Oh my gosh, wow.

That kind of prepares them for knowing what they really

need to grow their business.

It's as simple as just, It's educating, educating your audience to become

a good customer or training your audience to become a good customer.

One of the things I do off the bat, just to give you an example, is one

of my specialties that no one really knows until I, until they get into my

funnel, is I have this like, Obscene obsession with personality types

most specifically Myers Briggs, and we won't go into it in this call.

It's an entire hour on its own, but I show people how using this system

that was originally developed by Carl Jung, you can Start to do a lot

of incredible things like first of all, when you under uncover what your

personality type is, you can see what your real core strengths in business are.

And I show people how to find their strengths in business.

But then I show them how you can start to create a customer avatar

around this personality type system so that you can communicate more

effectively to your target audience.

And so people are saying, Oh, okay, great.

And so just giving them content, I'll send them an email saying,

Hey, here's a great video for you.

Or here's, one of my most popular blog posts or whatever.

And I just continue to give them content for about, a week.

I'm really like light selling them.

I'll throw in like a customer testimonial, but I will not use the word testimonial.

If you've heard the word testimonial, cross it out and get

rid of it out of your vocabulary.

I use customer case study.

Here's another successful video marketing case study.

And when you share someone's case study, you do two things.

One, you give value to your new subscriber by showing them a real

life example of how this is possible.

Here's how it was done.

So they're learning.

But number two, you create social proof that you can create the results.

So I value build for them.

But then what I do is live in real time, I like to do it, host at least

one webinar a month to my audience.

And this is where it gets really exciting.

Sometimes I've done a lot more.

but at least one a month where I'm teaching something to them.

And basically, we could spend a whole hour talking about webinars, but in a nutshell,

I email my list, say, Hey, we're doing a webinar this Wednesday, register here.

They get on the webinar.

I teach for an hour and then I make a pitch for one of my products, whichever

one I decide to pick for that month.

And people have just now let's stop here because I can get

20 to 30% conversion rate.

30% of the people on the call will purchase immediately

at the end of that call.

And boom, and if you know your numbers, you know that like a sales page.

Like people talk about one to two percent and here we are getting 30 And not as

many people see it, which is a good it's actually that's actually a good

thing So let's take let's stop here and then like actually go back and see the

whole experience Someone is on facebook.

They're goofing off whatever and they see that their friend shares one of my

youtube videos They start watching it.

They go.

Who is this goofball?

This guy is weird.

What is this doing here?

Let me keep watching Okay, i'll click his link They opt in, they

start getting emails with great.

Oh, wow.

This is actually great.

Oh, this is legit.

Okay, cool This is great.

I like this and then it's hey free webinar.

Oh my gosh, like this is awesome I want to learn more about this.

Whoa.

This is a great webinar.

Look at all this content and blah blah He just answered my question.

This is great.

Oh 97 bucks.

Yeah, that's a no brainer I'll go buy it right now and that's the experience that

my audience has versus What I see still a lot of people doing is you're on Facebook

and you see a Facebook message says, Hey, my new course for 97 bucks just came out.

No, thank you.

Please stop spamming me on Facebook.

So it's a huge value build on the front end, but it creates.

Way better rapport and long term customers that actually fall in love with you and

purchase repeatedly Which is that last step that which is after follow up Selling

higher end products and stuff like that.

So yeah, how was that?

Did that make sense Jake?

Yeah, that was really awesome And I'm really fascinated with

webinars We've had Lewis house on the show in episode 10 where we discussed

Put together a webinar, but I think in the context of what you're just

talking about there and why webinars convert so well, I was just thinking

about why this is potentially the case.

And it probably ties in to what we're going back and talking

about earlier about the celebrity.

And it's almost like the fact you are live and you're present.

And as you say, you're interacting with people and with customers, this.

A certain amount of celebrity associated with that.

I can get on a webinar and have this perceived celebrity or this person

of influence actually personally answer questions of me, and I

think maybe that's got something to do with it, but it's just really

fascinating.

It's that, it's even just the fact that it's an event.

People want to be a part of something.

And then when they are a part of something, they're listening.

And the facts of the matter is.

Is if you have a great product, especially, like a digital, training

course or program or, membership site, more people than you realize need that

content and just sending them to a sales page, what's happening here is they're

saying, Oh, I'm being sold, so let me put my blinders up, let me put my guard up.

And I can read this and see the price, they scroll down to the

bottom, they see the price, then they go up and see does what he's

offering justify the price, yes or no.

Versus going on a webinar and saying I'm here, I'm present, I'm focused.

This is another goes back to our original conversation about where, a webinar

you can have people stay on and be 100% focused for an hour, which is why, to me,

it's the ultimate best form of content.

And they're not going, Oh my gosh, I saw the price.

He's gonna, he's selling me.

He's selling me.

It's it's really, this is a training program.

Like you're getting a free training class.

And then, oh, by the way, if you want to learn more here's

how to get to the next step.

Purchase this product so it's this like just no brainer, but

they hear the message first.

They hear the reasons Why oh, I do need to be using YouTube.

Oh my gosh.

I had no idea It gets four billion views each and every day and then it's the

number one most underutilized Social platform by marketers, which is a fact, by

the way, they don't know that stuff until they actually take the moment to turn into

a student again and consume that content.

And when you inform your audience, you train them to be.

A better customer and I don't mean better customer by brainwashing me like

better customer at that they purchase your stuff and then they take action and

actually use it because the last thing you want to do is try and pull the wool

over their eyes with a bunch of flashy headlines and like false benefits just

so they buy never use it and walk away.

One of the reasons I've been able to be so successful is because I have.

Literally hundreds and hundreds of testimonials, because I just take

people through a simple process and they get the results and then

they share those results with me.

But if all my customers purchased and didn't take any action, I

wouldn't have any testimonials and I wouldn't have any results and no

one else would purchase from me.

That's why I love Webinar.

And then obviously that final step is getting them to follow up.

And take more action, like thinking, okay, what else do they want from you?

Do they want coaching?

Do they want a done for you service?

Can I offer software, additional products?

We even do a lot of affiliate products, which we can talk into.

That's one of my favorite things is that you cannot provide

everything, all the solutions.

That your customer needs and to try and do that is just is stupid because

you're It's better to just focus on and be a master at one thing and let

everyone else be a master at their individual things And recommend and

promote, you know those other people if your customer needs them hopefully

that, yeah, that clarifies things.

Oh, and by the way, Jake, before I forget, because you mentioned Louis.

Sorry, I just keep talking here.

But you mentioned Louis.

Louis is a great friend of mine, and we actually held an event together at a

company called Creative Live back in...

I think it was right at the beginning of December where we taught over three

days how to do a webinar and we used a live case study, a good she became a

good friend of ours named Alicia Dunham's and she held her first webinar during

the three day event and sold a 297 product that she hadn't even created yet.

It was a live bootcamp that she was putting on and she

did over 22, 000 in sales.

in 48 hours.

This is the power of webinars.

And so if we just look at what I've, what you guys have all written down, PCLTF

promote free content to get the lead.

We create a transaction by getting them on a webinar.

That's one of the most effective ways to sell.

And then we follow up with them.

It's like rinse and repeat.

So that's what I do.

Questions on that?

Yes, I do.

And it's just, more out of my own personal interest.

What of those five steps do you put the most emphasis

on?

Okay, so for me, okay, this is a great question.

Cause, and I can go either way with this.

What I put the most effort into Not necessarily emphasis is the C, because

all the other steps, or at least the L, T, and F are on autopilot.

So I set them up once I have the squeeze pages ready.

When they're opted in, they go through a sequence, that's all been done.

The webinar slides are sitting here.

If you said, hey James, let's do a webinar in an hour, I'd be good to go.

It wouldn't, I'd be like, okay, hold on, let me make the registration

page cool, let's start it right now.

Like that's all been done, which is beautiful.

I love all that stuff.

The product is done when people buy it, they're in, and then they're on

a new sequence, a followup sequence.

So for me, it's.

It's always about how can I raise the bar and create more content, better

content, and more valuable content, that creates these many transformations.

So I, at this point and, since I have the film background, I

have this huge passion for video.

It's my favorite thing to do.

I've really set up my business personally.

Now, this isn't everybody.

Most people are going to be the exact opposite of me, but since I

love making videos myself so much, I've really set up my business where

all it is like what cool new crazy video can I come up with this week?

And then it just the machine continues to feed itself because

people continue to share my content and and support me that way.

So for me, that's the C is the answer there.

Yeah,

that's really interesting.

And I think what comes out of that is for you, that's important because that's

where you enjoy spending your time.

And it's a common theme going through previous interviews.

Some of our previous guests, again, probably the ones I've had on focused

on YouTube in particular, Matthew Pierce and Dave Dugdale, both of those

guys have set up their businesses to essentially allow them the time

to focus on doing what they like.

And in both of those cases, it's producing video as well.

And for you, it could be just creating better and better podcasts,

like finding more people and doing more unique things and et cetera, et cetera.

And if you have the whole rest of the model set up and systems in place, the

machine just can really run itself.

It depends on...

You know what you do some of the products I offer Which i'm

leaning away from and I actually to be honest with you transparent.

I get torn I do things like laser coaching sessions one on one.

I do video reviews for people and I do like more intimate higher end coaching

every once in a while, but those things still they're trading time for dollar, you

know actually Fulfill and take time from growing the business to do that stuff.

And it's, that's not scalable.

Those are the things that it's like, those are always easy ways to make money.

And I tell people right now if you're looking to be profitable in this

wonderful world of the internet, where there's just opportunity abound all

upon us, the simple, easy solution.

Cause I get this, people ask me this all the time is to say, offer a service.

You can make money before the end of today.

If you simply are willing to do something for somebody.

The trap with that is you can make money instantly.

You can say Oh, I'll set up your fan page.

You don't even know how to make a fan page because you can go buy someone's 97

course Like Amy Porterfield's FB Influence And it says here's how to, here's

how to set up your Facebook fan page.

You can go be reading that as you're doing that for a client

that you just paid like 500 to 1000 bucks for and learn it as you go.

But the problem with that, the trap with that, even though it's very

nice man, I made money instantly.

This is great.

It's going to be an easy sale.

It's not necessarily scalable unless you're building out a team and a workforce

where, you know, creating, systems with products that, digital products,

especially you know, Is very scalable.

If I had 100 sales or one sale today, there would be no additional work on

my part, which is what I always have worked for from day one is setting

up systems to do the work for me.

And part of that what Jake really wanted to talk about today about the follow up

email sequence, getting the lead and what that experience is all about setting up.

A system for them or setting up my system so I don't have to do any work to continue

nurturing those leads and customers.

Yeah, that's really interesting.

I've just got a follow up question to that particular aspect here.

Okay.

So you focus the majority of your effort on content, partly because,

or mostly because you enjoy it.

Do you think it would be possible to set that up or to systemize

that step if producing content wasn't exactly what you enjoyed?

I've

already done it and it's actually one of my fun experiments.

I do a lot of these experiments on YouTube and stuff.

So I created a channel where I said my goal is...

And I've I already like, lose passion for the experiments and what I'm doing.

I'm gonna go to the channel right now.

But the goal was create a million viewed channel in, I think it was like six

months without having to do anything.

And the channel, I just created two videos to test it and it was like easy, right?

And so I put out two videos and I'll show you exactly what I did.

I'll break down the steps.

Two videos, just two.

Eighteen thousand...

Totally non paid for.

I do not buy views and I do not ever recommend that because you

will get shut down for that.

18, 202 total views for two videos and I put the first video up December

5th, so it's almost been two months.

And all I've done is basically uploaded the videos.

These are two if you see these videos are fantastic content.

I'm gonna break down exactly what I did Here's the only thing I did other

than set up the system setting up the system takes work But the whole point

of setting a system up is so that you don't have to do any work So most

people don't can't see that far and see that big picture, but it's there

and it's possible So here's what I did.

I chose a topic for and the topic is hilarious Of what I chose For

the type of videos that I wanted to do and I created a channel topic is

like aliens and conspiracy theories.

It's hilarious all I did was I did some market research and this is something that

is when I teach in video traffic academy My youtube course is like this is what it

all comes down to people like it doesn't even nothing else matters If you can't

figure this step out, so I came up with a list of A shot list, as I call it, of

50 keywords that get a ton of searches.

And I said, great, now I've got a list of 50 videos.

And here's what I did.

I found a video editor on Odess.

com who would just make slideshows of images and text.

Like an Animoto, but it's a little bit nicer than Animoto, if you

guys are familiar with that.

And then I went on to Fiverr.

com and I found a voiceover guy.

And this guy, for five bucks, A video will make, his videos are amazing.

He's do aliens exist?

I was just, and then I found someone on ODAT about as well

for 25 writes a simple script.

I said here, and here's what I did.

I said, here's the topic.

Here are three other videos on YouTube that have the content that I want.

Watch those three videos and make a unique video about that.

And I said go.

When I give them the keywords, I give them all the keywords, he write, he comes back,

a couple days later, here's the text.

I give the text to the voiceover guy, and he creates the voiceover.

I give the voiceover to the editor.

And he creates that, the video, and I don't even approve it or look at it,

like it's good, whatever, good enough, because it's a fun little test, and then

he gives that to a virtual assistant of mine, that I pay out of the Philippines,

just 2 an hour, he uploads it to YouTube, knows how to monetize, or optimize it

properly, putting the keywords in the right description, the transcript,

all that stuff, and that's all we did.

And two videos, one video got has about 6, 000 views, the other one, 12, 000 views.

We're like, oh, that's pretty cool we didn't, I didn't have to do any work.

And it's very scalable, I can just continue to say, here's

50 more keywords, get to work.

And I'm a big fan of working that way.

Obviously because...

I like being in front, I really don't like being in front of the

camera, but I like making videos and I like, I don't want to hire an

actor to be in front of the videos.

I say, okay, I'll do it myself.

I can't really do that with my personal brand videos, but I get enough views and

exposure that it's like totally worth it for me to be in front of the camera

and do all that, do all my shenanigans.

Absolutely.

And I

think just to close out that part of it, I think just having a

system in place, I guess really gives you freedom to do what you love doing.

Yep.

And, it's the reason most people don't do it is because it takes

a lot of time and effort upfront and people just don't do that.

And there have been times I don't, I call myself out at all times.

I'm like, why, why am I still doing this?

This should be set up into a system.

And there are even times today, just getting like real transparent,

getting real with you, Jake.

There are times today where it's I sit here and I'm like, should I be working?

I feel like I was working harder.

Six months ago or a year ago.

I feel bad like I'm money's coming in She's gonna be working and then

you have to stop and tell yourself to shut no like you did the work

It's doing the machines working.

It's if you built a factory right now It's like it would take a

while to build the factory get the team in place Make sure the whole

assembly line is working properly.

But once it's working All you have to do is check the input and check the output

be at the front of the assembly line and be at the end and make sure the dots, the

I's are dotted and the T's are crossed and that's, like, all you need to be doing.

And, but still, you go back and be like, gosh, it seems too easy right now.

Is that, is there something I'm missing?

Am I forgetting to do something?

No!

No, you did the work.

And that's why I love all this stuff.

That's what you get all of us excited about.

About leveraging the internet because the automation, the software and the

systems that allow us to take some time back, but people usually don't

get there because they have a hard time doing that, it's easier said than

done, but it's definitely possible.

Yeah, it's simple, but it's not easy, right?

Yeah, I recently switched to infusion soft, if you're familiar

with the CRM, it's everything.

And I'm blown away by this and anyone who knows who's on infusion soft will

immediately be nodding their head right now is that this is the most they call

it confusion soft because it is just the most cumbersome intense thing you've ever

seen like I'm literally going through it right now putting whoever created this

software on the same pedestal as Albert Einstein because it's so like intense

and genius it's unbelievable and most people actually Purchase Infusion, not

most, but there's a lot of people that will purchase Infusionsoft and A, never

use it, or B, just cancel because it's that overwhelming, but it's the same

analogy, it's that Infusionsoft is a system that will allow you to create any

type of system you want, like you can do things where when a customer comes

in, they're added here, a direct mail letter is sent to them here, a gift is

sent there, they get a phone call here, and they're getting an email, like all

these things can happen simultaneously, and it takes a lot of work to set it up.

But once it's set up, you don't have to do anything.

And I think as business owners, we always need to be thinking with that mindset.

And that's why they call it start the startup mode, and that's what

you're doing in startup mode.

You're setting up the systems.

I love that.

And I

am, I'm sitting here nodding like a dog because about two weeks ago

I did, I signed up for Infusionsoft.

I totally agree with what others say about it being Confusionsoft,

but it actually isn't.

The learning curve initially is relatively steep and it's very overwhelming.

But realistically looking at it now, even two weeks in and halfway through my

onboarding process, the learning curve is no steeper than learning how to use

WordPress effectively.

But the reason it has a steep learning curve is because

is so what's the right word?

It's, it can do anything.

And when you can do anything, or when you have more options for customization,

it, that is going to exponentially compound the learning curve.

If something can only do this or that, it's going to be super simple,

but because it has so many options, and so it's a it's a give or take.

And I, if I think, if people are interested in infusion soft, I think

there's a right level you need to be at your business in order to get on that.

But I would make that a goal for anybody who has any type of.

E commerce or digital based business where like you're collecting leads first online

Infusionsoft needs to be a goal that you get to it's you know It's a couple

hundred dollars a month to be on it, but i'm sitting here looking at going cheese.

I should have gotten on this Years ago, but I'm like hitting myself in

the head for it, but it's I love it.

I really recommend it

Yeah, and it is actually once you do know what you're doing.

It is actually really quick and simple It's probably even previous to

infusionsoft I was on MailChimp and I was just that noting how easy it

is in infusionsoft to actually or the steps involved to send an Email, I

think MailChimp had five or six steps through the process and infusionsoft was

three.

Gotcha.

Yeah And the campaign, I could, I'm not going to, but I could

speak about Infusionsoft for hours.

Oh, yeah.

So we want we want.

We've been going for quite some time.

We should wrap this up.

I think there's so much to take in and to take action on from what

we've discussed in the hour or so.

So James, where can our listeners find out more

about you?

Sure.

I'm always going to recommend you guys come say hi to me

over on my blog, jameswedmore.

com.

But if you really want to do a search, I highly recommend you.

I'm sure it's a biased recommendation, but go check out some of my YouTube videos.

That's what we've been talking about.

That's how a lot of people find me.

I don't have any paid traffic in my business model at all.

At least not at the moment.

It's mostly blog posts and YouTube videos.

And you can go over there.

I like to say I'm the the test of dummy Guinea pig.

For all my students, and I want people to take what I do and use it themselves.

I don't get offended if, or upset if someone uses the same concept

or style or idea that I have in one of my videos and use it in theirs.

That's actually what I'm there for, because I spend hours and hours, and

I chalk it up to market research, watching other great videos on

YouTube, watching great movies, and always modeling and using.

That is a as a stepping stone for creativity for raising the bar for doing

something different we're so bombarded with so many messages and noise We

all know this and it's always gonna be a question of how do I stand out?

From everybody else.

How do I separate myself from all the noise out there?

And that's something I feel like I have to constantly be doing.

But then, why do you have to, always reinvent the wheel?

It's just look at someone who's, you can steal and swipe stuff from

and hopefully I can be a source of inspiration for you guys.

So my channel is James Wedmore as well.

You can just search my name or head over to my blog at jameswedmore.

com.

That's fantastic.

James, thank you so much for sharing everything you have in this episode.

It's been absolutely brilliant.

Listeners, thanks for tuning in for the last hour or so.

And again, James, thank you so

much for coming on.

Thank you, Jake.