BREAKING AND REBUILDING BELIEF PATTERNS

Everything you have done to this point has been designed to encourage curiosity, build rapport, and introduce the new opportunity. Now we’re transitioning to the content section of the presentation. You’ll be tempted to switch into teacher mode at this point. And if you’re not careful, it will destroy your sales.

This is not a teaching presentation; this is a presentation to inspire people and cause them to actually take action to change their lives. The teaching is what you do AFTER they have purchased. Teaching does not have a place in the webinar. It’s the surest way to kill sales. Remember, you are focusing on identifying their false belief patterns, breaking them, and rebuilding them with the truth.

I’m sure that for some of you this concept doesn’t make sense or you got a little upset about it. When I first tried to sell something I had created that I knew would change people’s lives, I did it in teacher mode. I taught my best stuff, knowing that as soon as they heard it, they’d want more. Right? Wrong.

Instead, people told me my content was amazing, but then they just left with all the cool new stuff they had learned. They never actually implemented what I had created for them. While I was trying my best to help them, it actually hurt them because they didn’t shift their beliefs, didn’t buy anything, and never changed their lives. I was a failed expert and coach. I honestly believe that the greatest service you can provide for someone is getting them to buy something. The act of buying creates a commitment that causes them to actually take action.

Dozens of my friends have come to my events as free guests, where someone sitting next to them had paid $25k to be in the same room. The strange thing is that so far none of those friends have ever actually launched successful businesses from the info they got at the event. None. Yet for those who paid to be in the room, our success rate is almost 100%.

One of my early mentors, Bill Glazer, explained that I was actually keeping people from success because I was teaching them. I was SO confused, and it took me a few years before I understood what he meant and how to change my method so it worked.

Over the years, I slowly learned how to structure my content in such a way that it teaches and inspires, but also (and most importantly) causes people to take action. For some of you, this will feel strange at first because you aren’t teaching them all the cool stuff you want to share. But you need to understand that the type of teaching you are doing here is the foundation for change.

I remember being frustrated the first time I did a presentation this way, but when I was done, two very distinct things happened. Instead of making just a few sales like I normally did, I made hundreds of sales. And second, 10 times more people than usual told me that the content changed their lives.

It’s kind of funny. Even though I wasn’t “teaching” them, I was breaking beliefs that had held them back for years and giving them new, empowering beliefs. This is actually teaching in its most pure form, it’s just different than what you’re used to. The time for teaching strategy and tactics will come. But they need to come in with the right belief systems first.

Here you quickly state the first secret.

Secret #1: How to Ethically Steal Over $1,000,000 Worth of Funnel Hacks From Your Competitors For Under $100

Then you transition immediately into the next slide by saying, “Now let me tell you a quick story…”

11. Share Your Epiphany Bridge

Next, you will tell your second Epiphany Bridge story, which will kill the #1 false belief they have about the new opportunity you are presenting. This story will help the audience better understand the new opportunity. Remember, the goal isn’t to teach them, but to tell the stories around it to give them the epiphanies that will create desire and belief. They have to figure it out themselves.