starting a Internet Marketing Business

Rabu, 08 Februari 2017

now, last part of the workshop -- the mostimportant part. so keep your energy high. do that for me. okay? can you do it? yes okay, nice. [crowd] yeah. now, i won''t be doing my job if i--now you learn some of these basic principles. what i want to do is i want to give you aformula that you can take home with.

so when you cram for sales message, you canjust follow this step by step. you like that? and i'm also going to do a demonstration. what am i going to do? [crowd] demonstration. you can see a before bad copy -- after, i'lluse exact formula and see the after and then i'll show you the result. this is again some behind-the-scene-stuff. [crowd] yes.

here's how it's going to work. one of my companies called gobc real estatewith the number 1 real estate school in british columbia. before, here's our website, you can see. it's a typical website, yes?and a corporate branding, yes? on average, the website -- most of the timeit gets us our new students from referrals. so on the website, we only get about 3 newstudents a month. that's pretty pathetic. yes?how many of you think we can do better than that? and that's my perception that we could do

better than that.so on average, this is bringing in. it's nice. you could say it's nice.but you look at the numbers, is that nice? no, it's not so nice.--on average of 3 students a month. here's what?the magic building blocks of sales copy that sells products like crazy.how many of you recognize, there's also a headline?[crowd] yes. yes.the magic building blocks of sales copy that sells products like crazy.and there are 10 steps. i'll go through them pretty quickly.you have headline.

you have opening.you have credentials. you have offer.you have bullets. you have testimonials.valid justification. risk reversal.call-to-action and urgency. those are the ten building blocks.ten building blocks. depends on what you sell, sometimes i mightadd more for the building blocks. but for now, i just want to give you a formulaicapproach to this. headline. opening. credentials. offer. bullets.testimonials. valid justification. risk reversal. call to action. urgency.how many building blocks?

[crowd] ten.ten. okay. ten of these. headline, opening -- don't worry about writingthem down. don't worry so much okay. they said they're going to post that onthe website. you can get this. but for now, just know there are how manysteps? [crowd] ten.ten. so, let me give you just two quick headlineeffective strategies. there are probably 20-30 headline templates.but for now, let me just give you two -- two of my favourite.the common ones that i used. the first one is called stated claim as aquestion.

stated claim as a what?[crowd] question. yes. so it would be -- who else wants to [blank]? --who else wants to -- a proven headline. or -- would you like to? --who else wants to or would you like to? so you state the claim as a?[crowd] question. question.as a question. so you claim as a question.so here's our new page, which a squeeze page -- a main squeeze page.all we're asking is -- from that corporate look to this.let me read the question for you. would you like to make $50,000, $100,000 oreven half a million in the highly lucrative

real estate market in british columbia?and here's the ebook where we just send you secrets of getting your insight real estatelicense. name and email. that's all we're asking.and then here, again, it's a benefit. inside this secrets -- i'm giving them somethingfor what? for free.inside the secrets, also another proven headline, inside the secrets to...to getting your real estate license in the fastest time possible.is there a benefit? yes or no. [crowd] yes.so you can see. question headline.next one is make the subject newsy.

meaning that people read news this becausethey want to know what is new. so when you end your conversations in theirmind and you answer the question what's new, it captures their attention.people love to discover new things that are new and interesting and want to keep--what's going on the world? you think about it.how many of you seen some of these ads when you log in to your facebook?new discovery. how many of you seen that before?how many of you clicked on some of those ads? yes. nosey bunch, right?that's what i mean. new. making news worthy.so you could use introducing, announcing,

discover [blank].discover's a very, very powerful word. discover --so here's what we did. you saw the name squeeze page.after they opt in, this is the page where you take them to.you don't see this is a chunk of the sales page.but the sales page is long. i'm going to break it down chunk by chunk.why real estate? discover.what's the word? [crowd] discover.the life-changing career where you control your schedule and you determine the lifestylefor you and your family.

let me ask you a question, what we sell isbasically, real estate classes helping people to get their real estate license.you get that right? do you see any of that in the headline?no. why not?because-- why do people want to get in real estate?make money and also? freedom.so i'll leave with that right at the headline. and notice, i did not say, 'look at thetop right corner.' i did not say, want to come to our class? --no. one more money and? call this number.benefit.

and there's a video as well.remember, they never read anything at first. they never believe anything at first.and they never do anything at first. keep this in mind.they never read anything at first. they never believe anything at first.and never do anything at first. so you have to say, 'hey! stop! pay attentionto me! yes! look here!' that's the first step.and the purpose of headline is not to sell. what is the purpose of the headline?the purpose of the headline is to get them to read the first paragraph. that's it.a lot of marketers they make the mistake. they try to sell everything on the headline.no.

the purpose of the headline is to get themto what? read the what?read the first. so what's the purpose of the first paragraphthen? to get them to read the second paragraph.that's it. you want to take them through this logicalsequence. if you hold their attention -- there are three things that they are doing. they're going to do next.they're going to screen, scroll and scan. we're talking about website.they're going to screen, scroll and scan. let me ask you a question.isn't that what you do?

something that caught your attention.well let's scrutinize some of the pictures, or some of the words.what jumps out at you. yes? so screen, scroll and scan.and then you have -- besides your headline, now you have what icall your opening. your what?[crowd] opening. c'mon. your what?opening. yes. the opening sets the criteria.it sets what? the criteria from whom the letter's intendit and what they stand to gain by reading it.what they stand to gain by reading it.

it's just the criteria-- just the opening.hey you know what, i caught your attention, now you're paying attention.opening paragraph. here's what this thing is about.here's what this page is about. here's what this website is about.opening paragraph. and the best way i like to do it as sometimesthe question. sometimes it's what i call living picture.imagine. so in this case, imagine setting up your own--setting your own schedule. and making more money from a single deal thanyour making in a whole year working for someone else.imagine earning your current income, adding

a side income working part time if you chooseto. you might also be thinking. here's the key:i'm entering the conversation that's going on in their mind.they're thinking, should i take real estate? should i change career?how should i do it? what are the steps?is it difficult? does it take long?isn't that what they're thinking? put yourselves in their shoes. yes?you might also be thinking, i understand the booming bc real estate industry is a highlylucrative market. how can someone like me with no proper educationin real estate, no skillset, no experience

earn in a year?good question. then i go into the money.number 3. building block number 3.establish credibility. establish what?credibility. establish credibility.so neither answer the question with this chunk. why should i listen to you?why should i listen to what this person has to say?why should i listen to you? the credibility.so there you can go into a little bit about --little bit about me copy, little bit of your credentials,your expertise, the clients you've had.

little bit of me.that's okay. coz now you've --with the headline, you've hooked them in -- you have the opening.no you know exactly what -- i'm in the right place.who are you? oh okay, that's what you do.does that make sense? so by that point,why should they have to listen what you've to say?so in this case we go through -- why go-- we tell them.why gobc real estate school? with the most successful licensing programin bc with over 1500+ successful students

over 12 years.i would've used a specific numbers but frankly we have no idea.otherwise, i would've used 1576 but i'm not so sure.so i don't want to just put a fake number. we've a little video and we talk about whatmakes us different. 6 weeks or less guaranteed real estate licensing.#1 road to success program bc and 90% success rate.90% of the class pass the exam. 1500 students.we go to.. and also career employment.helping them find a brokerage after they take the class.here i'm explaining to them what makes us

different from every other school.does that make sense? credentials.credibility. number four, you want to make an offer.you want to make a what? offer.how are you going to solve the problems? what exactly do you do?what am i going to gain by buying what you have?make them an offer. how are you going to solve their problems?how are you going to solve their problems? and here we tell them, get the most flexibleand convenient class options. we offer the most flexible and convenientclass options to get to help you become successful

asap.and then we'll show them the duplications we have.but here's a line. if you cannot come to live classes or youhave a busy schedule, enroll in an online class option, that's okay, too.it takes away the objection. i don't want to go to surrey, i don'twant to go to vancouver, and i don't want to go to--that's okay, do it online. does that make sense?yea, do it online. the best copy you would anticipate the objectionthat your prospects might have and you handle them ahead of time.you will answer the question, if they're

reading your stuff.they should be, 'how do you know?' how do you know that's what i'm thinking?and you will answer them, it makes them feel comfortable.it makes them feel what? [crowd] comfortable.yes. number 5 bullets.now i'm not talking about like bullet in a gang.bullets. a bullet is a brief statement that identifiesa single benefit offered by a product service. you know you have the word.you have the bullet point. that one statement?that's what i'm talking about.

a brief statement.so here's an example. you go through, 'here's what you get.'and here the courses you get -- enjoy. here's where you start with all access bcsuccess classes. easy to use.simplified chapter summaries that gives exactly what you need for exam and reduces your studytime by months. it reduces your stress.see? feature.easy to use. simplified chapter summariesgives exactly what you need and reduces your study time by months.reduces your stress.

that's the benefit.got it? another one.the math bible that has the answer to every math question on the exam.yours to keep and help you make money with when you're making deals after your exam.okay, that's cool. the done for your answer key for your 20 mandatoryassignments require before taking your exam. you're guided step by step of the way andyou're given the correct answers. and then we go through the bc mock exams comewith real live questions updated on a monthly basis with the most recent exam.personal planning. and it goes to bullet, bullet, bullet, bullet.what do they get?

cool?number six testimonials. third party verification that your solutiondoes what it claims to do. again, i'm a consumer.i'm sceptical. how do i know you're telling the truth?as far as i'm concerned, i just stumbled on you online, i see your website.how do i know you're going to not take my money and run?i don't know. i'm not comfortable giving you my creditcard information. so some testimonials--what other people have experienced. what other people can say about your productand services.

write this down.what other people can say about your products and services is infinitely more powerful thanwhat you can say about what you do. infinitely more powerful.we have some testimonials. actually--way more than six.here's what others like you, are succeeding with gobc real estate and then we'll showvideo testimonials. so ideally you want to get video testimonial.if you cannot give video testimonials. what kind of testimonials you should get?written testimonials. yes? but if you just written -- it's just text,how can you enhance that? yes a picture.and the more specific the better.

if it's like, you're stuff i really enjoyed --john.c if it's the full name.if it's the city they are from. it's their occupation.the more specific, the more detail, the more credible.getting it? yea.so testimonials, very powerful. number seven, key value justification.people always had this skill in the mind. they're weighing.if i spend this money is it worth it? apples. oranges.if i can deal with my problem. i don't want this problem.if i can spend the money, my problem goes

away very quickly, is it worth it?it's this skill. the weigh in.you want to talk about how valuable your product or solution actually is to the user.highlight the value to your offer and do it in a way that contrasts the price in a favourableway. meaning this, how can you make it a no-brainerfor them? how can you make it that they can easily justifythe price? how can you make it that it's a no brainer?this is easy. this is a no-brainer.i want to do this. okay? so here's how we did it.we showed them a shocking 63% of students

who registered for the ubc real estate examnever show for the exam and they don't even try.how can this be true? and we show them, this is the pile of sh*tyou got to study on your won. 1,000 pages of stuff.if you want to pass the exam. this is the stuff you've got to study,and we'll purposely show different pictures. you see how small the fonts are?and all passive writing. passive.so boring to read. we'll how them this.here's what gobc gives you. and then we go through -- gobc gives you 1000page text book and 20minute assignments to

complete..we go through just how much stuff. now i want to make money real estate but ohmy god, i got to go through 1000 pages and stuff.i don't want to go through that, right? and we're going to show them, here's whatwe have. you can do this?or you can do this. and then give them and even tell them, basicallyyou have 3 options here. 1st option, i'll read this,you can give up on your dreams and all the benefits of being a self-employed real estateprofessional. and continue doing what you're doing.living in pain. right?

living in pain..but let's be frank, you wouldn't have read up to this point if you wanted that.psychological trigger. write this down.association. but let's be frank, you wouldn't haveread up to this point if you wanted that. it means, yea, it makes sense if i've readup to this point, i should buy this. you getting this?yea. you're here because you believe that youdeserve a better career and lifestyle than the one you have now.yea. second option, is that you can study on yourown.

again it's very tough and time consumingwithout the shortcuts we know and this is an option for people who are strong in studyingcomplex, legal concepts, math equations and other theories.who wants that sh*t? that's not me. i don't want that.or third option is enroll in a course. it gives you a step-by-step guide.and it's on exactly what to expect on the exam.forget the ubc textbooks. this is what you need:one thin binder. one little book.one math book. that's it.is that brilliant or what?

yes?that's how we sell. that's how we sell.number eight, risk reversal. risk reversal.[can you turn on the volume a little bit louder?] the longer you'll guarantee, the more ordersyou get and the less likely that you receive refund request.risk reversal -- one of the biggest objections i hear from entrepreneurs.but dan i'm afraid if i offer a guarantee that people will take advantage of me.and they would send back my stuff. they would rip me off.let me answer that for you? how many have that concern actually?you are going to get ripped off.

people are going to take advantage of you.guarantee to happen. but you get so much more sales that it doesn'tmatter. so if you're making this much sales, andyou've no problem, no refund, this and that. okay.but if you make that much more sales, and this much refund, does it matter?it does not matter. so knowing it's going to happen but youget so much more sales, so much more revenue it's irrelevant.and if your refund weight is so high it affects you profitability, what does that mean?yea, your product sucks. so let's not fix the guarantee, let'sfix the product.

let's get real here, yes?that's what i'm talking about. so if you believe in what you sell, you standbehind what you sell, yes, offer the guarantee. absolutely.so here's the guarantee we have. 30day money back guarantee.so after 12 years of business, our sales is still averaging 90%.so basically were saying, take the class, take the exam, you don't pass, we give yourmoney back. it's very simple.very, very simple. we want you to pass the exam because we'reselling results. we're selling what?[crowd] results.

results.money back guaranteed, you think they'll take the deal?and then number nine, call-to-action. now you've made your case.you made sales argument. you've captured my attention.you've established credibility. you've showed me other people just likeme have experienced results. i can see exactly how you're going to solvemy problem. i also know how this thing works.i can see the benefit. now exactly do what do i do?what do you want me to do? you want to make ordering as easy as obviousas possible.

you want them to call?give them a toll-free number in a big print. you want to give them a link?make sure the link is obvious. clickable as possible.common sense, right? common sense.call-to-action. so here's what we have.we have 2 options that they have: at $995, live classes, they could do that.or the online classes only $695 in the comfort on your own --see, we don't even make the assumptions. online of course, they can take it from home -- no.we've got a little copy there -- in the comfort of your home or in the office at a time thatworks for you.

even i give them the feature, you can takeit online but i also give them -- just to make sure they get it.'you can do this from home.' okay, i can do this from -- of course you cando it from home. hello? right?i want to make it obvious. i want to make it obvious.and here's the last step. urgency.urgency. so now, i know the price, i want to buy.why do i want to buy now? and that's what's missing in most offers.yes. [crowd] the countdown timer that says youhave 10 seconds left.

hell yeah.hell yeah. give that line by which they should take actionto get the special deal-- because people procrastinate. how many of you have done this before?you're thinking of a product. you're thinking of getting it.but then you wait for few days to procrastinate and then you don't buy.how many of you have done that before? we all have.procrastination kills sells. you better give them a reason why they needto buy now. and yes, we'll tell them that.count down for next amount. a timer. all that.and we summarize the offer and give them the

value, the bonuses they're going to get.now, you can see at the top,--that you will see a video.how many of you have seen that? the video. the headline. the video, right?so let me just show you the video real quick. so it summarizes the thing that we have.[crowd] how do you do that though, without seeming like a scammy coz i see a lot of likeonline scams that do that all the time. and they seem overly scammy.so in this case, we're promising is the price that we might increase.we're not saying, you come back, we don't have any classes anymore.we're saying, you get the bonuses coz we sent them the textbooks and everything.we're saying we'll keep it at this price.

that's what the offer is.and we are going to test. you see it depends on what time we go.we might try different prices $995 right now. but if we get say on certain seasons, we mightget law students, we might bump into $1295. so you see that.that's why they want to act. let me show you the video.is it loud enough? [video playing]are you looking for a new career? are you looking for the easiest way to earn?thousands of dollars every month working part time?do you enjoy working with people and making your own schedule?if you're at a turning point in life then

you probably thought about joining the boomingreal estate industry in bc and becoming a real estate agent.as a real estate agent you have the freedom to work whenever you want,you can also make however much money as you want to,and it is a career where you can make six figures even if you have no prior skill set,experience or education. and yes the money is really good.imagine paying off your debts and living a lifestyle you've always wanted.what would an extra 100,000 to $500,000 mean for you?what could your money and freedom do for your friends and family?for many studying for the real estate exam

is the biggest challenge.you have a 1000 page book of complex real estate legal terms and math questions to memorize.this is a problem because it takes too much time and energy to study on your own.you may realize the faster your licensed the faster you can have a new life and make moremoney. that's why you'll love gobc real estate.for over 12 years, more than 1,500 real estate agents have passed their exams through gobc.gobc gives you instant success by putting you on a fast track to get you licensed injust 6 to 10 weeks. with 90% pass rate though bc real estate isthe number one real estate licensing school in bc.in this program you get the most current industry

knowledge and exactly what you need the passyour exam. the best part is when you follow our provensystem you're guaranteed to be licensed the first time taking the exam or your moneyback. if you have a family to take care of, if youhave limited english skills or if you're working whole time than you love how fun and how easywe make your exam. to benefit you more, we offer unlimited classesall over greater vancouver and also the best online training.our goal is to get you a new life in real estate as soon as possibleenroll today and get licensed fast. so the video, how many of you think that'sa pretty cool video?

okay.it's called whiteboard video. myer and her company made that for me.yea. pretty cool? c'mon, a round of applause, that's prettycool. and now, how do they make it? i have no clue.the illustration is crazy but it's cool. so this is for people who don't want toread. this is say, you know what, you watch a 2minute video -- you get exactly -- how many can see exactly what we do in 2-minutevideo. and here's the thing.the video script-- isn't that also copywriting? yes.it's all copywriting.

i could use the same video. same cool graphics.but if my copy's not compelling -- not going to work.it's not going to work. and if you actually watch that. you can watchthat. i can give you a link, you can watch it.don't watch it too many times, you're going to f*ck up my tracking, right?but, coz otherwise i'm getting all these people watching.what's going on? i thought my conversion went down.but you will see, it follows a logical sequence. headline, benefit, what's in it for them?it follows the exact same sequence. okay? so here are the results.went form 3 students a month to 45 students

in october alone.that's a 1500% increase. and october is not supposed to be a greatmonth. that's the power of copywriting.that's the power of your written words. that's the power of knowing that, when youhave mastered this skill, or when you hire someone who has this skill -- that's thedifference. i don't want to take credit for that page.you might think -- no, i didn't write that. steven wrote that page, so give him a roundof applause. it's not me.it's his copy. i coached him on it but he wrote that page.so knowing this is a skill that you, now,

into about--that now, you go out there, you already know way more than business owners.--way more on business owners. the power of written words.thank you very much and i'll see you next time.thank you. 10x your finances10x your business 10x your marketing10x your life hit the subscribe button now.