On this episode of The High Profit Event Show, host Rudy Rodriguez welcomes a dynamic duo in the world of transformational speaking and event leadership: Mark and Shannon Grainger, founders of Big Impact HQ. Known as a powerhouse couple in both life and business, Mark and Shannon have spent decades leading and supporting over a thousand transformational events, helping more than 3,000 professional women step onto world-class stages like TEDx, and collectively generating over $100 million in revenue for their clients.

Mark is a prolific keynote speaker who has traveled extensively to inspire audiences, while Shannon has worked deeply in transformational development alongside top leaders such as Alison Armstrong. Together, they’ve created a proven system for helping entrepreneurs grow their businesses through events that scale both profit and impact. Their signature program, The Big Stage Experience, is designed for established entrepreneurs and speakers ready to expand their message, fill their events with the right people, and convert with authenticity.

In this conversation, the Graingers share their expertise on one of the most pressing questions event leaders face: How do I fill my events with the right people without overspending on ads? They introduce their philosophy of “souls in seats” and outline how affiliates, joint ventures, and sponsorships are the most effective strategies for filling rooms. By investing strategically in sponsorships and knowing their numbers, they turned a $15,000 investment into $180,000 in sales—illustrating the power of confidence and clarity when it comes to audience building.

They also dive into the importance of repeatable systems and the Innovation Flywheel, emphasizing the need for KPIs, SOPs, and strong support teams such as JV managers and admin staff. With this approach, their clients have generated nearly $1 million in just three days at virtual enrollment events. Mark and Shannon remind event leaders that consistent, branded signature events are the foundation of scalable growth, helping leaders avoid starting from scratch every time.

Another highlight of this episode is their discussion of the First Mental Image technique—a neuroscience-backed method that instantly captures attention at the start of an event. Paired with their powerful Day 3 Re-Pitch strategy, these tools can boost conversions by 2–10%. The Graingers explain how this blend of psychology, storytelling, and strategic follow-up creates irresistible offers while staying deeply aligned with audience transformation.

Mark and Shannon also share details about their invite-only event, The Big Stage Experience, designed for seven-figure women speakers looking to scale their million-dollar message with the systems, leadership, and clarity needed to grow sustainably. Additionally, they offer listeners a free gift: the Speaker Blueprints Assessment, which helps speakers identify their authentic style and increase conversions by aligning with their natural strengths.

This episode is filled with actionable insights, inspiring case studies, and proven frameworks for event leaders who want to scale with both purpose and profit.

Want to connect with Mark and Shannon?

Speaker Blueprint: http://www.speakerblueprints.com/

Website: http://www.bigimpacthq.com/

LinkedIn: https://www.linkedin.com/company/bigimpacthq/

Facebook: https://www.facebook.com/BigImpactHQ

Instagram: https://www.instagram.com/bigimpacthq/

YouTube: https://www.youtube.com/@bigimpacthq

Welcome to today's episode. We have two very special guests with us at the same time today Mr. Mark, and this is Shannon from Big Impact HQ. Welcome, it's a pleasure to be with both of you today. This I think was the first time on our podcast we've interviewed two at the same time, but I like the dynamic husband and wife power couple, both in business and in life. It's just such a pleasure to get to meet you and get to know you just over a week ago at the world-class events mastermind with Alex Moscow and I was just super impressed not only by your skill. The fact that you've worked with professional women for since 2014, over 3,000 of them, helping them become world-class speakers and experts speaking on big TEDx stages and generating over a hundred million dollars in their businesses, but you guys are like a really wonderful human beings who really care and are also prolific in your skills. I know you Shannon, I was reading on the website that you've done a ton of transformational development work with some leading female leaders like Allison Armstrong. So one of my favorites as well and Mark, you are a prolific keynote speaker traveled and spoken on stages. Between the two of you in the last what, 20, 30 years, you've done over a thousand transformational events either by support or lead. You guys have been around. You're the OG's and now you guys are developing your latest and greatest program, the big stage experience, which I'm super excited to hear about today and also your just experience when it comes to leading events, filling events, engagement events, and ultimately conversions. So with that being said, welcome. For our podcast one of things we love to do is jump right into that value nugget for the audience and as you know, most people just like yourselves who are leading events.

The top of mind thing is gosh, I just booked my venue. I have the dates on the calendar now. How do I fill my event? How do I get the right people? They're not just people, but how do I get the right people to show up? It's top of mind and Shannon, we were talking in the green room. One of your specialties is learning how to fill rooms without ad spend so I’d love to turn the microphone over to you and just hear your experience when it comes to filling the event without using an expense.

Yes. Let's talk about filling the room a.k.a. butts in seats. We like to say souls in seats because we actually care about their souls, not just their butt. So feel free to take that. So there's a gazillion different ways to fill your room and we like to start with the no ad spend first. All right, you might already be doing Facebook ads and if you've mastered that game, that's fantastic. You might be trying to master that game and that can be a frustrating place. We've been there as well. But what we found time over time, year after year no matter what the economy is doing, if it's virtual events, live in-person events, affiliates, JV partners and speaking gigs and really under speaking gigs I'm going to add sponsorships as well. Okay, so affiliates, JVs and speaking gigs with some of those speaking gigs being paid sponsorships some being free stages, but those are the three main ways that we found are the best ways to fill the room over and over again and not be left with a hundred thousand dollar ad budget per month just to fill the room. That's a lot of programs that you have to sell when you get on stage. So the more you can do it low or no cost the better. One thing I would add to that is sponsorships.

I love sponsorships. A lot of people say oh I'm never gonna pay to play and typically when I hear that I'm like this person doesn't really truly understand how to have a conversion system. When you know that you're gonna talk to 50 or 100 of your ideal clients, you're gonna know your numbers and you're gonna be able to reverse engineer that. Case in point we spent $15,000 for three minutes of stage time with Suzanne Evans. That also included a booth. We turned that into over a hundred and eighty thousand dollars and about 15 people coming to our event and then about eight of them purchasing our program. Why? Because we knew the math. We knew exactly what we needed to do in that three minutes of time. We knew what we needed to do at our booth. We knew what needed to be offered and we knew what our clients needed and wanted and what their frustrations were.

One of the things that jumped out to me Mark is as soon as you started talking about your numbers you were speaking to my heart. Knowing your numbers, the fact that you were happily willing to invest $15,000 for three minutes. What is that? That's $5,000 a minute. I mean it just takes something to have the confidence to be like I'm gonna make a $5,000 a minute investment but you being so confident in knowing your numbers, being willing to do that over and over again, and I couldn't emphasize, over-emphasize the importance of that when it comes to filling your event is knowing those numbers.

I think that speaks Rudy to getting the right people there because when you do a sponsorship you're basically leveraging the authority they have with their community to entrust you to take their stage and they're gonna be an advocate of your offer. So that's the fastest way to transfer belief into you as an expert and especially if it's something that they touch on but they don't teach. So you're really complementing what they do with their community. That means their community has a gap that you fill so when you can find a community leader that offers the opportunity for you to sponsor and you know their audience is your ideal audience, now you're making sure that the people that are showing up in your space are the ones you want to know. Mm-hmm.

I mean we'd much rather invest fifteen, twenty thousand dollars for a sponsorship, a speaking sponsorship. Okay, if they just give you a booth and a banner on their website who cares? All right, you got to make sure that you have a stage in that sponsorship. But we'd much rather do that investment than do the whole Facebook ad game. So with affiliates and JVs I want to give some tangible grounded tips and some strategies when it comes to those. So first most of you listening, you're a bit more established. You're on the court. You've been doing this for years, but just for everybody's sake the difference between a JV partner and an affiliate just so we're all speaking the same language, a JV partner to me is gonna be like another community leader that has their own email list. Maybe they have their own events. They're used to playing the JV reciprocal game. So all mail for you, you mail for me. I also like to do stage trades within those JV partners. That's another little tip on easy low-hanging fruit to get more stages and speaking gigs to fill an event. Okay, and then an affiliate is basically, they believe in you. Maybe they're a client. Maybe they're a raving fan, but you're not necessarily doing the reciprocal cross promotion. They're promoting you and you're paying a commission. You're still paying a commission on the JV partners as well. But the JV partners has a bit more deep dive relationship, capital relationship built in and it's like your colleagues and your peers that would be a good fit and you have a complimentary audience and offer.

So that's kind of the two differences and it all starts really with the magic of your connection call. In that connection call, you want to make sure you're going into that call being really clear about your ask. I see this happen so many times. Rudy would like to stack his coffee dates or they're with each other. We were together for three hours and nothing actually happened. Oh, well, I'll get back to you and it's like no. No, no. No. No, I do a 30-minute connection call. I am having so much fun building rapport, connection, getting to know them, getting to know their funnel, getting to know like, oh, do you bring in guest experts for that? That sounds fantastic, right? Oh, you have a podcast, right? So listening for where are the places that you could come in as a guest expert and then that's a stage for you. That's a speaking gig and where could you offer them a stage. So be looking at that in the connection call and then make sure that you know when your launch is going to be. Have that all mapped out. Have the assets that you're going to be promoting. What I've found works really well is you're like a PDF lead magnet ebook that leads to a master class or a webinar and then all roads lead to the event. Okay, so it can be a virtual enrollment event or an in-person enrollment event it doesn't matter either way. But those are the three assets and you want to give your affiliates and your JV partners. Three different affiliate links. One for the ebook or the freebie, the lead magnet through the webinar if they want to promote straight to the webinar and then straight to the event and ideally, they're promoting all three assets. That's what I found works really well for the affiliate and JV very quickly.

I want to circle back around to witnessing Shannon do these connection calls. I mean, it's an exercise in awesome. She is so good and you can see, you need to be a leader in this call because what she's able to do is one, she's really great at building rapport. She's got this effervescent personality, but she isn't very intentional on how transparent and direct she is about talking about what makes a deep. So you've got to know, what is there? What is their fun? What is their offer? What are they doing? How is it working? You're also sharing best practices in this and so right out the bat within 10 minutes of these conversations, they're moving into how they're swapping stages and the deal is getting done very quickly and that's what I want people to see is this doesn't need to be something where there's a lot of follow-up. When you know how to go in there, you know how to talk about it, you know what you're doing, you lead the conversation. What you can come out of in a 20 or 30 minute phone call is the goal.

Mm-hmm. Beautiful. I just want to make sure I clarify what you mean by connection call because I think I kind of lost it as you guys were jumping talking about it. Can you explain what a connection call is?

Yeah. Okay, great. Thanks for the clarification. So basically I set up a 30 minute call with a potential affiliate or a potential JV partner. So typically this is gonna be with another industry leader where we're looking at the possibility of like, how could we collaborate? It might be called a collaboration call or a JV call. I call mine a connection call. You can call it whatever you want, but that's basically what it is. It's like, how could we potentially partner together? Maybe you met each other at an event. Maybe you met each other at a virtual networking event or maybe you were on a podcast and you're like, hey, let's see how we can play together. That's the purpose of that call. Okay.

Thank you for clarifying. So in just kind of a recap here, you guys talked about joint ventures, partnerships and the difference between joint venture partnerships and affiliates. You talked about speaking gigs and stage swaps and all the other things that happen when you speak on stages and then actual sponsorships. Mark, you give the example of paying $5,000 a minute and happily doing it because you know you're gonna get a great rate of return on that. All great, and I love the different ways that you can go about doing it without running the Facebook ads or the Google ads, etc. I'm curious to hear from your perspective and then I think this is where it gets juicy, is what are some of the mistakes? Perhaps a hey, you've made in your experience in this area where you've learned some valuable lessons from filling the event.

I can go with you on that. Right off the bat I think the biggest thing that you do, especially once you start making money, you'll often throw money at a problem as opposed to recognizing when you need to step in and master what's going on. Create the system, take ownership for the outcome, build the KPIs, build the SOPs. Make sure that you're getting in there with the team down on the front line. We did that with Facebook ads. We did that with filling the event. Acquiescing things and more and more I see it is that you've got to learn how to discern, oh, this needs my time, attention and 100% effort. I got to go into it and I got to learn it. Then I can leverage it with the team and systems and all that. But I got to get into the weeds and figure it out.

Another mistake that we made, and I see a lot of people make, is not hiring a JV manager soon enough. Okay, so as a CEO, as the leader you're probably, you know how to do this. You know how to do the JV game or maybe you're doing it already and you're like, well, I've got this, but you're soon, if you're not even already there. You're gonna hit capacity and you're gonna hit bandwidth. So ideally hire a JV manager before you've reached capacity because that's when deals take a lot of time is when you're busy and the other person is busy and nobody's there to really like land the plane. Okay, and then the other piece, the other mistake that I made, is not getting like an admin team around me soon enough. All right, so maybe you already have a JV manager. Make sure that they also have an admin supporting them so they can stay in the wheeling and the dealing in the strategic mode. Make sure you have a right-hand person who's sending the speaker assets, collecting the swipe files, checking the affiliate links. Like you don't want to get stuck in the weeds of that and it really deserves its own department if you will. If you look at it, like okay, this is its own lane, its own department within my company. So one of my clients, Penelope Jane Smith, she's a money expert, a wealth expert specifically for women entrepreneurs. We actually just had her virtual enrollment event and literally just before this call Rudy, we got off of our like two-hour marketing debrief stats powwow.

It's so fascinating to always like see the metrics. So that's my next mistake and tip. Make sure that you're always looking at the stats and the metrics because not even, I was gonna say sometimes, no not sometimes, not usually all of the time, my idea of what worked versus what the numbers say is always different. It's always different. Sometimes it's better than I thought it was. Sometimes it's worse than I thought it was but you've got to make sure that you're setting up a data metric driven company, this really goes even outside of just the JV game, right for your whole marketing department, for your finance department, everything. It really has to be data driven because we have all kinds of ideas about things and all kinds of emotions about things but they might not be the facts.

Yeah, I think it's important to understand that when we're working with seven-figure women speakers, we have like a sea, a whole CEO engine of six different engines that have metrics and dashboards. And it's important you get those in place and it can take a while to even know what metrics to measure and then to get those metrics, to be able to be available at your fingertips. Making the decision to just bite the bullet and get that built makes it easy driving. It's really important.

Wow, yeah, you guys are speaking my language. Knowing your numbers, having metrics and dashboards. I love that when we work with clients in our agency, we haven't done for your agency, where we'll bolt on to like a virtual event or live in-person event and we'll run all the enrollment process for them, but we were really a sales data company. I'm sure the numbers of Kevin and death where we look at trends over time. Conversions to your points, like there's how we feel, and there's our stories, but that's like what's actually going on and I can't over emphasize the importance of that and to your point Shannon, I know you guys just came off of one of your clients who you mentor and you also participate in their upside, doing nearly a million dollars in three days. Yeah, you should sell. Sure I mean that right there is a big accomplishment. I mean, I think everyone listening to this is like, I want all my events to do that. That's the BHAG that most people have with their events.

So, let me fill the dream space for the viewers. Imagine 900 people enrolled for your live virtual events and then converting that into over nine hundred thousand dollars in sales in three days and then knowing that the next time you do it, it'll get better and get better and get better. So you want to have this innovation flywheel and that's what's great about like today. Shannon was saying they have the meeting. So they're already integrating what they learned from this event to prepare for the next event and doing that as a team and that's a really Important point that Mark just made the innovation flywheel.

Okay, so this is a mistake that we've seen clients make and oftentimes when we come in as sort of a fractional C-suite, and we do that, a lot of times we're cleaning things up. Rudy, I'm sure you probably end up doing the same thing and a mistake that we see a lot of speakers making is you're doing maybe two or three different enrollment events on your front end. One of the reasons why Tony Robbins is Tony Robbins is he's had Unleashed the Power Within, his main enrollment event, for I don't know, 4,000 years, since the dinosaurs. So the other important thing so people get you, get known for your signature enrollment event. Alright, so it's something you can brand and you know, but then the other piece is all those assets and your marketing engine and your copy and your lead magnets and your all the things your social and everything. Your swipe copy for the JVs. All that needs to be built. So build it one time for one innovation flywheel and then you do the same enrollment event over and over again. So my client, Penelope, we do her Financial Freedom 101 online event three times a year. We rinse and repeat that. Another client, Rachel Jane Groover, she's the CEO of The Awakened School and so we have Spiritual and Successful. That's the name of her three-day enrollment event. She does it live. She has a beautiful retreat center in Colorado outside of Denver. We do that four times a year, live in-person, same event, rinse and repeat and then your team can get really good at that one thing. It's super important after that event is the metrics and the data to then create the next plan to get that flywheel spinning.

Amen. And I love all the case studies that you've gotten to share of your clients and their businesses and their results and I can see how you guys have really built an engine and a system because that's what you do. You support women who have seven figure businesses in scaling their message, in scaling their impact. Clearly you have the systems to have repeatable, predictable outcomes and results that you're doing over and over again with different clients over time. So this is remarkable, a testament to your work. I love the, I forget who said this, but it's like bury your success in the success of others and you'll get what you want in life. And it sounds like you've really done that time and time again with your clients. Thank you. Most certainly. Mark, we were chatting in the green room about like a really neat skill that you were able to teach or share that it's based in neuroscience and if learned and applied, it could help increase conversions for the offer for anywhere between 2% and 10%. I'm pretty sure everyone that's listening to this would love to learn a little skill to help improve their conversion 2% to 10%. At least I would. Would you mind sharing that with us?

Yes. So did you want me to do the conversion piece here or the engagement piece?

Ah, good question.

The conversion piece is different. So like, let me start with the engagement piece. We'll leave that as a nice open loop. Now you have to watch till the end. We'll come back to it. When I had a mentor named Roy Williams and he was known as The Wizard Of X. So I was in radio advertising and I was frustrated. I was in an industry that was group mind. Everybody was doing the same. I don't like the speaking and seminar industry. So when you can find something innovative that works because it's working on the human level, the human psychology level, it's powerful. So I brought this whole concept of first mental image from radio into speaking and an example of this is our client Jaya. She's the one that created the erotic blueprints. A phenomenal expert. She's been on Tony Robbins' stage working with his high-end clients. Once we showed her this particular skill and tactic, everything started changing for her in the way of conversions and engagement. So like, as people are leaving the room and coming back for the room, you got to get good at doing the cliffhanger, the open loops. But a first mental image is what I'm talking about. If you want to grab your audience immediately, you're not going to come out and say, hi everyone, how are you doing today? Jaya, who's this beautiful feminine form, she puts her arms over her head like she's got them tied together and she says, cuff tied and satisfied. Okay, so she's literally bypassing Broca. So there's a part of the brain that is designed to survey the horizon for what's predictable and irrelevant and that's more important today than ever, because when you're getting overly stimulated on how to think, what to do, how to believe, who to be, you start disregarding a lot.

Most of the majority of what you get, it's highly predictable. So your brain is going, I already know this. So when you can say something out of the unusual, it instantly tantalizes this part of the brain and they lean in and constantly, we're always told by our AV, that people are leaning in. Why? Because we're constantly using first mental images. We're getting and making mind movies and getting people thinking and feeling on a neurological and physical somatic level.

So another example, we use this one a lot, is you on stage, you have 10 minutes to speak. What would you say? So that might be a great way to open like your signature talk. That could be on a webinar. That could even be a podcast. That could definitely be for a live stage. Then with your enrollment event, that's a great way to open each section of your enrollment event and play with different first mental images. I'll tell a quick little story. So Mark is a genius at the first mental image, Rudy. Okay, so we speak together. He's always the FMI guy, the first mental image guy. So this was a couple of years ago, quite a while, well, maybe like seven, eight years ago. He's like, okay, today you're gonna do the FMI, the first mental image. I had to stretch it.

I'm like, you gotta do this. Well, that's your thing, right? Like he's the creative visionary and I'm the organized, systematic. So he's like, you gotta get out of your box, all right? So I was like, oh, like sweating, like as we're driving to the stage to the speaking gig, I'm like, oh, what am I gonna say? So we get on, we get introduced, the promoter, the event manager reads the bio and it's a multi-speaker, day-long thing. We're right after lunch. It's like the worst time. There's benders in the back. They got their heads down like they're gophers in the sand, like more interested in like unpacking their stuff, than listening to us speak. So I get on stage, we get on stage together, we're introduced and I say, she took her red lace panties off and tossed them into the corner of the floor. And these gopher heads start popping up. You could have heard a pin drop in this room. I was like, okay, all right. Like I'm sold on first mental image. So the whole thing was, she ripped her red lace panties off, tossed them into the corner of the floor. Today was the day she decided to go for it. She decided to go for her dreams, put her big girl panties on and to make a big impact. How many of you are here to make a big impact? Can I get a hell yeah? Yeah, everybody was all in and that's actually when I was sold on first mental image. Now we kind of go back and forth and so, okay, I'll do it today. You'll do it today or this session, especially if you do have a co-speaker, that's a good way to kind of mix it up a little bit, but yeah, it can be really fun.

And without that skill, you're put into a situation where you're at the mercy of what could be going on in the room. Professional speakers know how to take control of the attention in the room and hold it. When you can have that skillset and you can read the room, you can recognize what it needs. Does it need fire? Does it need for you to maybe collide a little bit and challenge them? Does it need something soft? Does it need something kind of polarizing like what Shannon needs? Sometimes the room needs more lighting. Okay, we had another one. It was in like a theater and the lights were dim and it was dark. Dark. Like a movie theater.

People are like sitting back watching a movie and we're like, all right, this isn't gonna work. So we're like, all right, you make friends with the AV team, right? Okay, we're about to go on in 20 minutes. We need this entry song. We need the lights turned up. We're announced, boom, it's a party. The lights are on, instant state change for the audience. That was an instant Baroqa surprise because every other speaker had come out there exactly the same and was being predictable in a dark room. Now all of a sudden music comes on, light comes up and then here comes Mark and Shannon. It was awesome.

Wonderful, awesome. Hey, I'm really taken away by this idea of the first mental image. You said Jaya walks on stage, she goes hands over her head, cuffed, tied and satisfied and then you were like, she ripped off her red panties and threw them in the corner, right? It's like, boom, you got attention.

Now both of those, we had a tendency to be a little sexual. It's important that you don't just say sex. You got to tie it into a through line of what you're there to talk about and what they're going to get. And so it does get people's attention to be clear.

Every time.

It doesn't always have to be sexual. That's the point.

It doesn't have to be.

It doesn't have to be.

But if you want it to work, no I'm just kidding. It reminds me of kind of the teaching we had with Eben Pagan, the mastermind. He said there's 150 billion hours of attention available per year, like 24 hours a day times the population and we're competing with AI now and everything else that's there. So that's a great skill and tool, he said, like to be able to be in the competition for people's attention. So thank you for sharing that, Mark.

You bet.

So speaking of getting people's attention and speaking of big stages and the big stages, I'd love to, if you would be open to sharing a bit more about how you help women to scale their messages to seven figures and beyond. Would you be open to sharing a little bit with us? And I know you have like a gift for our audience too along that way. Would you mind sharing that?

Yeah. I'll share a little bit about our event and then you can share the gift. Yeah, so we are doing an invite only event coming up called The Big Stage, The Big Stage Experience. It's for seven figure women speakers who are on the court with their enrollment events. You've got offers. This is not for newbies and under six figures trying to figure it out. This is for you who are mastering offers and you wanna take it to the next level. You're great at speaking and selling, but it's the constraints and the complexities of your operations, your day-to-day, scaling your business, managing your team, managing cashflow, managing payroll. It's just like, oh, all I wanna do is speak and sell. That's who this event is for, The Big Stage Experience. So if you're interested in that, Mark will tell you how to get in contact with us. It is invite only. Your audience here, Rudy, would most likely qualify. You need to be making at least half a million or more. So about half a million to 1.5 million in revenue and have at least three team members or more to really get the most out of it.

You gotta be making offers that convert. That's when you can really take your business from one level to the next and be able to 3X it. When you start to get and start to understand that scaling is a skillset and a way of looking at your business, it's not about scaling your sales. It's about preparing your business to triple its revenue in the next 24 to 36 months and being able to recognize the constraints that are making you go insane as a business owner. So it really is about being able to, for seven figure women to scale their million dollar message and be able to take that to another level. I mean, it's our vision to create a model in this industry of a profit of seven figures. That's when you really have a business that allows you to really experience the American dream because in this industry, you're becoming someone. You're working on yourself. In order to be at the front of the room leading people, you're required to become someone absolutely amazing. You're on this path to constantly getting better, constantly improving, constantly up-leveling and that's why people follow you. So this is what that's about is really stepping into that million dollar speaker that's designed and meant to on this planet, inspire people.

Thank you, Mark, so much. And thank you, Shannon. What about that special gift you have up your sleeve?

Yes, let's talk about the gift. So one of these is really about increasing conversions. I wanna make sure we go back to the 2% to 10% increase in conversion. So the gift that we have here today is designed for you as an experienced speaker and someone who's converting from stage, whether that's virtual or in-person, to be able to understand how to customize your message more effectively. So we created the speaker blueprints. This is really how you discover your it factor and your ability to convert that plays to your particular personality profile. So we have six different speaker blueprints all the way from the professor, all the way to the motivator, all the way to the performer, all of these different profiles allow you to customize and play to your strengths. So you can go to Speakerblueprints.com, that's Speakerblueprints with an S, .com. It's gonna take you about three minutes. This isn't just a fun little quiz. This is an assessment where you'll get sent a nice robust full report of what is your strengths as a speaker and how to play to those strengths.

And after you've taken the speaker blueprints, email us and let us know. I'm the motivator, I'm the professor, you'll get a nice report and I'll give you some tips on how to increase your conversion rate based on your strength. Because the main way to be potent on stage is to be your authentic self. Stop trying to play it up or be something that you're not, be you, but then adding in some best practices aligned with your personality can be really powerful.

That sounds like a great assessment and a great resource. We're gonna go ahead and include that link here somewhere around the interview, whether it's the show notes or somewhere where people are listening. And can you say that link one more time please for our audience?

Speakerblueprints.com.

Speakerblueprints.com, love it. Love the idea of taking a three minute assessment, figure out if you're a professor or if you're a motivator or anything in between, but whatever your authentic speaker style is and then be able to build from there. That's just brilliant. Thank you, Mark and Shannon for that generous gift with our audience. And as we wrap up here today, any final words of advice that you have?

Yeah, I wanna make sure that we left this open loop on the 2% to 10% conversion. This is one of the things I see over and over again that people forget to do in their offer. It's mandatory that you do a repitch, usually the following day. This is where you've already made the offer, people have gone home. Typically we believe in the application model, you should be making sure that people apply and you are building your entire event around who it is you wanna work with. Not who will say yes to your offer, but who you know you can crush it for. One of the reasons why we get such great results for our clients is we don't work with everyone. We're really clear on who we can help and who we can't. Now, we've been in this industry and doing personal growth for a long time. So people that come into our world, they are elevated. But if they're gonna make a big investment in what we do, we wanna make sure that they can get an ROI as quickly as possible and be able to triple, double, triple, quadruple that investment. So the number one thing in your repitch, I think it's very important is that you're clear of the five or six main objections that your audience has and make sure that you are able to hit those very clearly. This is also about bringing what I call the fire frame. This is where you're gonna do what is known as a little bit of a collision with your audience, meaning you're gonna challenge them. You're gonna let them know, this is the standard that it takes to participate in this level of programming and this level of training, support, mentorship. You're not gonna leave it open. You're expecting them and you're showing them that they need to show up as someone who follows through, who is their word, who does what they say they're going to do and that you don't work with people who don't have that standard.

Set a strong standard, be willing to be in your passion around that and be willing to bring the fire of what they're gonna get when they show up and bring the fire of what's gonna happen if they don't show up. When you can challenge people in this way, it elevates their belief in you as a leader and your ability to lead them into something new. Great coaches, great consultants understand that the number one skill we've gotta do is to get you to do something that you previously were unwilling to do. You have fears, you have frustrations, you have trauma, all that's locked into your body. If you don't lead them out of that, they won't look in the mirror and say, oh, it's because of me I didn't get results. Their brain will come up and assign that it's you and something you did or didn't do to get your results. So knock that out of a possibility in the re-pitch, really bring the fire, but also bring heart, bring passion and really challenge them to step up to the plate so that they can get the transformation that's beyond what they believe is possible for themselves.

And then in the re-pitch, this is also like the morning session, typically of day three, of your three-day enrollment event. After you've really brought the fire, you've recapped everything they're gonna get in what we call an offer stack. You've seen the slides. We're like, you're gonna get this and here's the value. You're gonna get this and here's the value. So they're clear on exactly what they're gonna get and then you've overcome objections. What are you gonna do if you don't do this? Future pace, where's your life gonna be a year from now? Maybe you're a hormone expert. You help women in menopause with their hormones. Well, that s*** does not get better over time. Pretty much nothing gets better over time if we don't do something different. So no matter what your expertise is, future pace what their life circumstance is gonna be a year from now, two years from now, 5 years from now, 10 years from now, if you don't make a different decision now, today, where's your life gonna be? And then you wanna sweeten the pot. We like to add some juicy bonuses, maybe like two juicy bonuses to sweeten the pot. For anybody that might be like on the fence, you would just give them like a really irresistible reason to say, f***, I'm in, let's go.

Perfect short little story. This happened at Alex's event. So Shannon and I are leaning in, Alex is making his offer. As he's going through the offer, I'm like, okay, this is looking pretty good. Then he said, and then part of it is we're gonna have Eben Pagan a part of this program. And I went. Part seems to be, I'm like, oh, we're done. So as soon as he added that bonus, I knew that it would make no sense to say no. That's the other piece, really focus on making it irresistible. I mean, people really need to be, they really need to be in fear in order to walk away. I mean, it needs to make so much sense that it just, it's a no brainer. Yes, makes sense. And that's what I'm gonna do.

Fear missing out, FOMO.

Fomo. That's right.

We underestimate the power of it, but we all experience it so often, right?

That's right.

Yeah, that makes sense. I heard that we're twice as motivated to avoid the fear than we are to get the thing. So. Yeah, it's uncomfortable, I think for a lot of people, including myself, it's not like my nature to wanna lean into that, but it's important. Like you said, day three, repitch, leading to the fear of the fire and ultimately that's what helps people move forward and change.

I just wanna add, Rudy, that you can do FOMO and fire from a conscious, spiritual, congruent place. I mean, there's lots of people that don't do it from that place, and that's not what we're advocating. Definitely like you are being a stand for their transformation. That's the biggest, like how, when I'm in the fire during an offer, I'm like, I am being a stand. I am believing in them, and this transformation that my program can bring, because, much like yourself, you've probably seen over and over and over again, when the clients do the work, all the magic and miracles that unfold in their life, whether it's making more money or balancing their hormones and feeling better again, losing weight, whatever the transformation is that you offer, you've seen that over and over again. So when you're making your offer, remember those success stories, like behind the stage, I have a binder and before the offer, I look at all the different names of the success stories and the rock stars and who we've impacted and who we've touched and transformed. So you're really opening your arms and saying. Come, I've got the way you can do this. I believe in you, and and that's how you do it from a clean, conscious place and I think that that's an important piece to add.

Absolutely. Beautiful. Thank you, too. I love how you brought it back to doing it, and from a clean, conscious place, because we want to have profitable and impactful live events.

Thank you. It's been such a pleasure to have both of you here, and seeing you both in your zones of genius and collaboration, and getting to hear your wins congratulations again on your literally just last week client's nearly a million dollar live event. This is a wonderful interview, and I encourage our listeners tuning in to go check out Mark and Shannon. Go to their website. What was your website again, guys?

It was bigimpacthq.com.

There we go, bigimpacthq.com. If you're a woman who's doing at least $500,000 in revenue, and you want to scale, inquire about their upcoming live event and go download their free giveaway, the speaker blueprint. Figure out what kind of speaker you are, and build from there. Thank you guys again for being with us. This has been wonderful.

Awesome. Thank you, brother, thank you so much.