Overview:

Tom discusses his process for finding and partnering with other influencers to promote each other's content through webinars and email lists. He uses an algorithm created by a data scientist to identify potential partners based on their website metrics. Partners then qualify themselves through a checklist before being interviewed on Tom's podcast.

If approved, they will help drive registrations for each other's webinars. Tom has streamlined this process to be mostly automated using contractors to find and qualify partners. The goal is to generate 1000 webinar registrants per month through this joint venture network.

Takeaways:

• Tom teaches a system for generating new client inquiries through joint venture (JV) partnerships using webinars. He aims for 1000 webinar registrants per month.
• Potential JV partners are identified and qualified using an algorithm and checklist. They are then interviewed on a podcast to discuss promoting each other's content.
• Tom's webinars demonstrate how he helps clients generate qualified leads. The goal is for attendees to book a consultation, not purchase an upsell.
• JV partners promote Tom's webinar in exchange for him promoting theirs. This is done 2-3 times per week through automated emails to large lists.
• Tom perfected the process of identifying high-quality JV partners that have services targeting the same audience and are personality-led brands.
• A contractor manages communications with JV prospects using a structured process to qualify them and set up the podcast interviews.
• Good marketing eliminates the need for much selling by only providing offers people are already looking for.
• The webinars are kept short at 7 minutes for easy digestion across devices like in cars.
• Slack is used to facilitate ongoing JV discussions and opportunities between participants.
• The goal is to automate the system as much as possible using proven frameworks like the "train track" method of step-by-step processes.

Automatically-Generated Transcription:

We might move on to our second speaker.

Who's Mr.

Tom Poland.

And, uh, Tom is the, uh, I'll make you a co-presenter as well, Tom.

So we're, we are, uh, that, that's all set up.

But yeah, so Tom's, Tom's obviously a master of webinars.

He's a, he's a master.

And the way he gets people to, or a lot of people to his webinars is through joint venture partners.

So in a recent event, he was sort of talking about that in one of the, one of the group chats.

And someone said, well, I'd love to, you know, hear what you've gotta say about that.

So that's why, why Tom's on.

So I will just make Tom a co-presenter and then we will hand the reins over.

Can you, can you put me on that spotlight presenter thing as well?

Because I won't do a screen share.

I'll do a, a web, it's all web pen.

Oh Yeah.

How do I do that?

Probably where I click on my name and there should be a spotlight presenter or something like that To Poland Moore.

I wonder if it's Spotlight for everyone.

Oh, there you go, you go everyone themselves.

So my clicker to click thing never works.

Uh, context marketing webinars.

I wrote the book on marketing webinars.

Have to do a deep voice for that bestseller.

Thrilled to say, launched it late last year and then did a, a launch, basically used it as part of a launch.

It went really well.

So this is based on with the content for the book.

So the context is generating really high quality new client inquiries through webinars.

And my ideal clients are, well, people like us coaches, consultants, people who have something that's invisible at the marketing, you know, services, advice, programs, et cetera, as developers as well.

So that's that context.

Got, you know, clients in I think 27 different countries.

We've got about 70 or 80 clients active at the moment.

We've got three coaches, England, Germany, US.

So no, it's, it's struck along.

Okay.

But that's the context.

It's not to sort of show off or, or anything like that.

It's just to give you a bit of context.

So this presentation, how long have I got, Scott?

Gotta take that lip reading course.

12, 12 30.

1230.

Oh, cool.

Okay, cool.

So that, that's the context in this, this presentation I'm gonna show you is actually part of our launch.

And, and we, we are doing this part here, which is, I call it o p n, other people's networks and around generating audiences for webinars through other people's email list.

That's, that's sort of in, in a, in a nutshell what it's about.

So just to sort of frame it, I do talk about train tracks and how you want to have systemized everything.

And the train track is a, is a metaphor for sleeper by sleep or a step by step process that's proven that you can just kind of like, you know, the hardest part about getting a train from A to B has nothing to do with the train or the engine or the drive or a building train even.

It's laying down the train tracks.

That's the hard part.

Once you've done that and you've got a system for generating leads, you can keep rinse and repeat that right over and over again.

And I really like that.

I like the idea that there's this well-proven track that we can just do our marketing over and over and over again.

So I explained to clients that all marketing has needs, needs three elements.

It needs an audience and it needs an asset through which to get your offer or your message about your stuff out to that audience and needs a call to action.

So in, you know, in, in that sense, it's, I'm not, I'm not a huge fan of lead generation via social media because it's just not the, not a great medium for that call to action.

In this case, the call to action is to book a consult with my clients.

We put this system into place their businesses, so they're able to generate high quality new, new, new client inquiries pretty much on a weekly basis inbound too.

So we don't do any, um, and it's a matter of definition, but we don't do the classic outbound marketing.

We're sending out 10,000 direct mail letters to a new list or something like that.

Or doing radio advertising or billboards or anything like that is all done via email invitation to a joint venture partners, what I call ops list.

So let, let me, let me give you the overview and then we'll dive down into a bit more detail.

So if we, if we shrink this a little bit through my magic powers and audiences comes from other people's email list, do we have my KPIs 10, 10 o p m partners or, or joint venture partners if you like, who are gonna email their lists every month to promote my one webinar.

So I run one webinar a month, first Wednesday, 3:00 PM Eastern standard time or or daylight time as it is at the moment over there.

So it's, it's very US centric because that's where most of our clients end up coming from.

So that's the K P I 10 and why 10?

Because I know two of them are going to not fire.

So e with eight, but the eight have been quality controlled, if you like.

So they drive their email subscribers to my webinar.

And traditionally what we've done in the past, or they don't do it anymore, is they've booked a consult to talk with me about becoming a client between the end of the webinar and the book.

A con book a chat.

They have to go to a landing page, which is book a chat with tom.com.

And on that page there's essentially the terms and conditions of meeting with me and they have to check boxes to say a yes, I do have the 750 US a month over the next 12 months to be able to pay you if we decide it's a good idea to work together.

Another checkbox is, yes, I'm ready to start.

If we agree it's a good idea to work together.

Another checkbox is, I understand this is not an idea session, neither is some sort of sales am just a conversation.

2, 2, 2 adults see if we can work together.

And the fourth checkbox they have to tick on that page, book a chat with tom.com is to say, I have attended your webinar and if I have not, I will view it prior to us meeting using the replay link that is in the email confirmation for this booking.

So they are the four checklists for C check boxes they have to literally take, and my booking link doesn't become active until all four of those boxes checked.

So unless they're liars, I'm only speaking with people who've agreed to those two conditions.

They can afford to work with me.

Time is good to start.

We're gonna have a mature conversation and they've already been to the webinar.

'cause I, I don't want to have to explain myself over and over and over again to each individual.

I wanna do that in a group.

And that's, that's part of the purpose of the webinar.

So that's the audience comes from other people's networks.

The assets through which I get my message about my magic out to the market is the webinar.

And then there's this heavy duty filtering so that that gives you more context.

We also do a marketing through LinkedIn.

We, we, we pretty much channel 'em these days.

We used to do these things called boardroom briefings, but we pretty much channel LinkedIn and to our traditional webinar once a month to save me, 'cause I'm getting lazy save me running lots of webinars.

But a boardroom briefing, essentially, it's exactly the same content for the webinar.

It's just for a group.

It's like this, it's like typically for a group of eight or 12 individuals, webcams are on.

So it's a lot more intimate, works a whole lot better for the executive market.

But for the ss m e entrepreneurial market, we just use traditional webinars.

But you see here, it's, it's, you know, it's, it's exactly the same call to action.

All roads lead to that consult.

So let's, let's get to how we find our O P M partners and how we qualify them and so on.

So we have a Filipino contractor, typically Filipino because their English is impeccable and, and he or she gets five hours a week at $5 an hour, us plus a monthly bonus.

And what she does in this case is she uses a checklist, and I'll show you part of the checklist, most of the checklist to, to, to, to search as Google for people.

I'll show you how we do the search in a moment.

Search as Google for people that might make good joint venture partners.

Identifies them, qualifies them with the checklist.

There's only five questions she needs to answer.

This is all on a Google sheet.

So it's easy for her to fill in.

Then she runs 'em through, have, if they get a tick for all five questions.

Yes, yes, yes, yes.

Then she runs them through an algorithm we've created.

And that gives, this gives us the quality, this gives us the quantity that that person is likely to be able to deliver.

And in terms of webinar registrants, show how it works in a moment.

Then we have a thing called a bridge.

And the bridge in my, in my case is a podcast interview.

So when, when a Filipino contractor has identified, qualified, quantified, they can do all this without me 'cause it's all systemized.

Whe when, when she's done that, then she sends them an email that says, Hey, we'd love to have you on Tom's podcast show.

There's a three email sequence.

If they don't open, they get the second one.

If they don't open that, they get the third one.

If they open it and don't respond, they don't get any more.

So we just resend to the people that haven't opened.

So what happens to me is I wake up on Monday morning, have a look at my calendar, and there's typically two people booked in for a podcast interview.

And the reason we get people these potential o p m partners to the podcast is that remember we've, we've, we've really done a great job of qualifying them.

And I know already they're on web run webinars.

I've got a pretty good 80% certainty that I know how many webinar registrants they can get for me if they support my webinar.

And of course I'll reciprocate.

So the bridge is the podcast interview because it's an easy one.

I know they wanna get their message out to the market.

I already know they've appealed another podcast.

They probably have their own podcast show.

I know they've been running webinars, they've probably got a book.

So I know these people want to get their message out to my, to my email list.

And we make a bit of a song and dance that, you know, we've got a big email list.

So it gives them some motivation to wanna be on the show at the end of the interview.

Ali, Ari, you've got your, your curiosity And uh, Julie's used that I know for many years as well.

You know, I'm just curious at the end of the interview.

Beautiful thing about the interview is they finished the interview, which is seven questions of seven minutes.

It's really short, it's really intense.

And I have, I tell 'em, I've got a, I've got a countdown clock and at the end of seven minutes when the hits zero and the beeper goes off, interview's finished.

So they're kind of on edge, you know, and some of you might have seen the interview, so they finish and it's like, you can almost literally see them going, whew.

Little bit of banter about that.

And then, hey, I'm just wondering.

So it's kinda like, I'm curious but I'm, I'm just wondering if you want to have a conversation about how we could grow each other's email list at that point, their eyes widen.

I mean physically, they literally, their eyes open and they lean forward and they have one or two, one or two responses to that.

It's, it's either hell yes, or it's, yeah, what do you got in mind?

And then I say, well, I see you're on webinars, I on webinars, we've got the same target market, different offerings, what don't we talk about?

Maybe cross promoting each other's webinars.

Like, this has just occurred to me, right?

Not really.

So, so that, that's the sequence.

Look, let me, I'm gonna, I'm gonna show you what the checklist is and I'll show you the algorithm.

I'll explain more about that.

But are there any questions so far on this, this sequence?

We're all good.

Gimme a thumbs up if you want me to keep going.

Love it.

Keep going.

Thank you.

Okay.

Um, this all runs without me.

This has all been set up.

So a $5 hour intelligent, $5 an hour US contractor generous monthly bonus for results.

Can, can run this while I'm asleep or on holiday.

Okay, so let's, let's carry on.

Have a look at a bit more, bit more detail.

I guess I won't, I won't get into LinkedIn 'cause that's, that's a digression.

And there are others that are far more expert in that area than I am.

So this is, this is the O P N process of like the sequence in short order.

She has to identify them.

So I you, you give your contractor, uh, a demographic of the sort of partners you're after, give them some examples and some examples of who you don't want and why you don't want them.

So that's a part of it.

Then we want to qualify and that's the five questions.

And then we quantify, and this is all done as I said, without me being there.

And then we bridge in this case, we invite 'em to the interview as I mentioned.

And we actually do the deal.

We cross-promote each other's webinars, but most of the money is made in the sixth step, which almost every marketer I know never does, which is the debrief.

So as soon as we agree to date to do the cross promotion, we immediately book a call to do a debrief.

And at debrief debrief we can confirm that we are able to approximately reciprocate.

It doesn't have to be identical, but with somewhere in the ballpark.

And if I got them 150 webinar registrants and they got me eight or vice versa, then one of us might have to make something up.

Almost always because we've, because the algorithm that I'll, I'll tell you more about in a moment, but almost always it, we are in the ballpark.

But I explained to them that it's not just a debrief, it's also a referral.

And I explained to them way back here when we, when we're doing the deal, that I will be able to refer them to at least three people that can get them as many webinar registrants as they got me.

So that's their motivation to get me as many webinar registrants as possible.

And it's also good for them 'cause it's no use me referring 'em to someone that can get them 300 registrants if they can only get say 50.

So we, it's, it's a Goldilocks thing.

Not too big, not too small, you know, not too hot, not too gold, just, just right.

And I, I can do that now 'cause we've got a lot of different partners we've worked with.

So that's in broad terms, that's how we explain it to, to people on, on a, on a webinar.

But this, this slide is, is worth quite a lot because we've spent quite a few years perfecting the, the, the, the identification and the qualification part of a potential webinar swap partner or o p m partner.

'cause we are offering services.

They've gotta be offering services clearly they've gotta be, be targeting the same target market.

Big one, they've gotta be a personality led brand.

They've gotta feature themselves on the website.

If you dunno who is behind the product or service, they're not gonna make a great o p N partner.

They've gotta be actively marketing and they've gotta be marketing using a medium which matches the one that I want to reciprocate with them.

So as I was wanting to promote my book or one of my books, then I'd be looking for, for bestselling authors if I wanna promote a webinar, I'm looking for people who are already running webinars.

I don't wanna have to convince anyone that running a webinar is a good idea.

I think all, all that, all that we're doing, every step of the sequence with the O P M partners and with the prospects is all we're doing is giving people an offer that're already looking for.

And that's why this is a seamless, organic, relatively easy way of marketing.

'cause we're only giving people an offer that we're confident they're already looking for.

And I think that's what good marketing does.

Good market is different to selling.

I mean I'm a great believer in selling and the need for selling et cetera.

But good marketing almost eliminates, eliminates the need for a lot of selling.

'cause selling is about convincing, marketing is about confirming that's, you know, what I think might not be right, but that's what I think.

Okay, so the mad plan, so a couple of years back we're booking all these people to reciprocate webinar promotions with, and of course that created a bottleneck called my marketing calendar.

You can only promote so many people every week right before your email subscribers get annoyed and unsubscribe.

We had this bottleneck and we would, I would find that one out of four webinar swap partners would really perform at the level that, that I wanted 'em to, that I could reciprocate at.

And one out of four wouldn't do anything.

And two out four were kind of me not, but, but, but we wanna work 'em again.

So I had this idea that if we could work backwards from the 155 webinar partners that I'd worked with at that point, and somehow from their website, I don't know the number of unique visitors they had, how many email opt-ins they had, we, we could somehow plug their web address and suck these metrics out of it.

Could we find a causal link between those metrics on their website, which, which were available legally and ethically available and how many webinar registrants you could get.

So that was the idea.

So I went to Upwork and hired a couple of data scientists and said, that's the challenge One was $300 an hour.

He didn't last long, now it was $50 an hour and he was great.

And this is the guy that cracked the code, Michael Levin.

And Michael's now my business manager, but this is probably a couple years back.

So basically Michael's a mad data scientist, he's really good at crunching numbers.

And long story short, he came up with this, this algorithm.

We sucked these metrics out of EMR and Alexa, unique visits, bounce rates.

There were seven metrics basically that we could get our hands on very quickly and easily.

And then once you crack the algorithm, it takes those seven metrics, applies a weighting to different metrics, takes any aberrations out because even with great platforms like SEMrush or afs, you get aberration take them out and then applies the algorithm.

Boom.

So then we went to some software developers and said, could you please put this algorithm into something that's more automated?

And that was the birth of JV juice.

So what you do is you go to JV Juice and anyone who wants this, I can give you six months free access 'cause some of you're gonna want this and when we sell this, you know, for good money.

So it's not a bad offer.

So you go, this is what your dashboard looks like.

And you go and see I've just put in here, it's kind of small, I'm, I'm sorry I, I dunno how to make it bigger, but I've just put my own website in there.

That's the only thing you need to put in, in order for the algorithm to work.

But we make these other fields, the country compulsory, the name, the target market, their, the, the service sector that they, they're working out of and their email address.

We, we make those compulsory fields as well.

'cause once you do the search, you're probably gonna wanna access that information.

It goes into a database that you have access to.

And later on, once you've done a whole lot of searches, so what this does is you then click the search button and it returns to you, I dunno if you can see it along here, based on our algorithm, the website rated 59%, which would typically mean 100 to 200 registrants at a webinar.

So it's gone in about, it takes about two and a half seconds and it's given me a prediction of how many webinar registrants, Judith, Ari, Anoop, whoever could, could generate.

This is before we've approached them.

So let's look at three month snapshot results March last year.

JV juice predicts three 50 to 700 registration.

So expect 5 25.

We ran our webinar, we got five 14, so yeah, not bad.

Pretty close.

Very close actually.

Next month, April predicted 500 registrants.

We got 800.

So it, it undershot a little bit there.

These are all our partners down here, a six 50 prediction 600.

So we, we hit the jackpot eight out of 10 times now 'cause we fine tuned the, the algorithm and that's how we do Filipino identifying, qualifying, qualifying using the algorithm approaches them with an email to be a guest on my podcast.

That interview builds relatability, reciprocity, rapport and respect, I hope.

And that really sets me into the position to say, I'm just wondering if you wanna have a conversation about growing each other's email.

That's the system.

That's great, Tom.

Thank Ari.

It's very impressive.

The, uh, yeah, so, so I'll, I'll, I've got a few, but I'll open it up to, to questions.

I Think everyone's just gobsmacked, you know, and how you created that, how you created that algorithm.

How, How do we get access to the system, Tom?

Well if you want to just, just best just email me tom@le.guru.

Awesome.

And I'll, I'll hook you up with our operations manager who'll get you registration details or instructions.

I don't know how to do that, but I'll, but I'll just email me.

I'll put it into the chat.

And if you don't get a res well you will get a, an automated reply probably saying, Hey, I don't answer emails, but just ignore that.

And if you haven't heard from Olivia, my ops manager and say, you know, three days just pinging me again.

Oh actually better still Betal.

'cause this makes sure it gets done.

I'll give you her email address as well.

And if you just email me with a copy here.

Oh, and the subject would be JV juice, six months access the website, jb juice.com, which explains in much more, more detail about how the algorithm came out, how it works, how to use it, and so on.

So, uh, I'll pop I'll pop that website, but yeah, happy to do it for anyone in the group.

That's, yeah, that's, that's, uh, that's awesome.

And how, how many JV partners do you get generally?

What does a typical month look like?

Well, our, we, we, we, I want a thousand webinar registrants each month.

Mm.

So we we're going for, you know, one 100 is our, we, we really want a partner to be able to generate a hundred webinar registrants.

Some of 'em can do 2 53.

Oh, interestingly, some of our, you know, the partners we've had with big massive email lists that generate hundreds and hundreds of webinar registrants, none of them ever buy a bit of a shame.

And some of the ones with smaller lists, you know, maybe 1500, 200, we might get a couple of new clients out of it.

So Yeah.

But the algorithms, the algorithm, the algorithm is based on not just the likely size of the email list, but the responsiveness level as well.

Hmm.

How often do you send out a JV email to your list and and preventing burning that list out?

Yeah, It's a great question, Ari, because, so what, what we do is we, we really position it right up front when people register for one of our webinars, they're gonna get an email saying, Hey, if you're getting this email, it's probably just register for a webinar.

Congratulations.

Think you're gonna love it.

By the way, here's a heads up on what else do you expect from us?

We send a lot of emails out.

Oh, Okay.

And we send out emails for partners that we've validated the quality of their content.

Don't worry, it's all free.

But if you don't like the idea of that, please unsubscribe here.

Ah, Red arrows.

So what we've actually done, I was just reviewing the stats with my ops manager this morning.

We used to have an open rate of 14% when we had half the email list size.

It's now 17%.

And this goes back to my thing where, which is you build your email list around your strategy, not your strategy around your email list.

So my strategy is marketing through other people's networks.

So if, if email subscribers don't want to get free stuff every week that are curated and I think's quite good, then they should unsubscribe no problem at all.

So every every week you send a new one out, Two, Twice a week.

Yeah.

We promote someone else, someone else is getting promoted typically twice a week, sometimes three times a week.

Same list if it's Same list.

Right.

Because If, if they're on my list, they have effectively signed up for us to do that because It makes Explicit right at the start, this is what's gonna happen.

That makes sense to, to preempt all that.

Yeah.

Yeah.

And, and it's, as I said, it's about building the list around the strategy.

It's, and the thing is, if, you know, I used to think that my email list was there for me to sell stuff to, and then I figured out it didn't take long to figure out you can only try and sell, I can only try and sell my own stuff maybe once every 90 days they're gonna get sick of it.

Right.

And, but if I could market to someone else's list every week, now it's twice a week, I get a multiplier factor of at least 50.

So I don't market to my email list very often, my stuff.

Right.

Instead I'm marking to everyone else's email list.

So that gives me much more scalability.

Um, and I, you know, I know people that are very precious about their email list and go, you know, I'm never gonna market anyone else's stuff because I've got integrity.

I don't know what that means.

But for me, an email list is best used to market other people's quality content too.

'cause that unlocks the door for me to market my stuff to their list.

That's what what About, sorry.

No, no, you go, I had the same question as Ari, but follow on from that.

So your webinar that you are running is around leads, how to get leads as a business Marketing webinars.

Yeah.

And then do you have an offer at the end of that or is your offer that you're introducing people to other offers?

Oh, the Booker chat, right.

No, My my webinar traditionally has ended for many years now with, you know, if you think that you would like to put this system into place in your business, then book a chat and we'll have a conversation, see if it's the right move for you.

And then what you're doing is having them as a referral partner where you are doing that process with, sorry, Are we, are we talking about a prospect or a partner?

Well, both, I guess, I guess I'm trying to get the, the difference between, so you are teaching people how to do this, but you wanna book a call for those that you wanna help put that in place?

Yeah, my clients.

Yeah.

And then the webinars that you are promoting, they tend to have an offer at the end or you Well, they, They will, yeah.

Or, okay, so they'll typically offer a consult, a soft offer of something or perhaps something that's quite inexpensive.

We try to avoid, I learned this from Ari, you know, with, with the webinars, you know, we try to avoid the, Hey, here's a $20,000 product at the end with countdown timers and free Gs who steak knives and fireworks and, you know, all that b******t.

Because Ari, when Ari and I did webinar swaps way back, and we actually, we've done a couple last year, Ari, but, but Ari, you know, I still remember him saying to me, what's your offer at the end?

Because I, you know, I want you to have a soft offer.

I don't want people subjected to this hyped up BSS stuff.

You, does that answer the question, Kate?

Yeah, it does.

It does.

So I wanted to ask you, at what price point could one make an offer after the webinar?

For the audience?

For the prospects?

Yeah, for the public.

Okay, great.

Great question.

So, so the webinar is positioned not as a free training.

It's positioned as a demonstration of how I help my clients in 27 cities around the world generate a high quality inbound flow of lead, you know, leads pretty much every week of the year using webinars.

That's a lot, right?

It's not a U s p, it's not an elevator pitch, it's a webinar title.

So I get more words to play with.

So the first thing is they come into it understanding, it's a demonstration of how I work with my clients.

So that gives me permission to talk about exactly that.

And so when I, and, and the agenda, I have an item which I run through, it's not on this one 'cause this was a different PowerPoint, but the, the, the, the, the, the second to last agenda item is how, how you can implement or something like that.

I keep changing, but how, how we can work together or where to from here or something like that.

So when we've, we've covered off how the whole model works and done all that stuff.

We get to the end of it and you know, if you'd like to go a step further, we can have a meeting.

And this is how it works.

This is the consult here.

Terms, conditions, they know the pricing though.

I know.

So the offer is at, at the end of the webinar, and I'm explicit, you can get into this for 750 a month.

There's a second program that's $1,500 a month, or if you want it done for your option, it's $50,000.

And we have maybe two people a year go for the 50,000 offer, but I'd still have it there even if no one bought it.

'cause it makes the other ones look cheaper.

I see.

So they, they've gotta agree Make an annual offer when you do the 50,000 offer.

What, what's that?

Sorry, say again?

Naam The 50,000 offer, you get them for a period of time.

Like you work with them for, for a certain period of time.

Yeah.

The deal, the deal with it's, it's a three month deal and it's, what they have to give us is half an hour a week to ask questions.

And so we build their PowerPoint, we build their podcast out, we build their book a chat, consult, inquiry page out, connect it all to the c r m landing pages and so on.

I see, okay.

Yeah.

But it's, it's, we're very explicit about the price before they get the link to book a chat.

'cause I got, I got tired of, you know, five years ago, I don't know, whenever, you know, you'd have a conversation with someone in a consult and I'd get all excited about working together and I'd get excited about taking their money and they'd say, well how much is it?

And I'd tell 'em how much to this and they'd go, oh my God, I have no idea.

You're so expensive.

I just wasted an hour of their time and I wasted an hour of my time as well.

So that, that's why we have the, the booker chat with tom.com.

If you have a look at that page, just swipe and deploy it.

I won't, I won't be offended at all.

But literally physically check or digitally check the box as a yes, I've got the money.

This is how much it is.

I understand.

Yes.

It's a good time for me to start if we agree it's a good idea.

'cause I, I changed that one.

I had a consult with someone who was dead set, a perfect client, and he said, oh, I'm so excited at working with you.

And I said, yeah, great.

It's gotta be cool.

He said, look, I'm just going on off overseas tour for three months, I'll be sure and give you a call as soon as I'm back.

I'm going, yeah, right, you will.

So that's when we put that other check.

So that's, that's just a filtering system to make sure that I'm not doing quantity consults at, at the detriment of quality consults.

Okay.

Tom, how did you decide on the frequency of the webinar?

Is that the length of time you need to get, the amount of leads you need?

Or could you increase that frequency if you chose to?

I could, but I don't really see a point because Great question, but so I, I mean, I get up at four o'clock in the morning to present the webinar at this time of year.

So it's a sweet spot for the US and Europe and UK Yeah, sorry Australians, but that's the big market.

Right.

And I don't wanna do that very often, John, you know, I don't like getting up at four o'clock in the morning.

I jump in the swimming pool and I have a really strong espresso.

I'm alive.

So it's really, it, the frequency is more determined by the level, my level of laziness.

But yes, I mean I think you've, I think you've underlined an important point.

It does take time to line up the partners and we have a what call a pipeline in Asana.

I don't know if any of you use type drive, but it looks similar to that where you have, I have a column for, for each month of the year and have a card for each partner underneath.

So I can see visually immediately, you know, we've got, for example, five partners for May.

I've gotta shift my, you know, get into gear and get another five partners for May.

So I can visually see and each, each card has the partner's name in it and how many, as you could see before, how many webinar registers the, the algorithm's predicting we're likely to get from them.

But I, it's, it's a very clean system.

It's, you know, my brain is such, some people don't believe me, but I'm not actually a very intelligent person.

I need a very short line between point a stimulus and point B response.

And if there's any effing funnels or trip wise or whatever I'm out Do, do you care if your partners have a automated webinar versus a fixed date webinar?

No.

No.

I only care about the quality of their presentation, the fact that they're not hyping it up and that they only have some crazy stupid, you know, offer at the end.

Hmm.

One of our best partners, Bob Goyette, who's, uh, he stays in Haiti I think, or Peter Rico somewhere, he's, his, is all automated and, and that's fine.

So long as it's good quality content, I want my subscribers to be grateful that I've referred them to this free content.

Tom, Tom, from a, from a list size sort of perspective, are you going after people with similar list sizes or do you have situations Yeah, yeah, we, yeah, yeah.

More, more specifically we're going after people who we think can generate a hundred, 200 webinar registrants.

Yes.

Yes.

If someone didn't have a big list, like they had a smaller list, how would, how would that, I would still, I would still love to talk with 'em.

And what we do then is we've got equal, what we call, I like call equalization strategies.

They might send three emails to the list and we send one to ours that can level things up.

Yeah.

So, and, and the big thing for me is, has this potential partner got good quality content?

Are my subscriber gonna be really grateful that I've referred that I've sent them an email about this person's content.

That's the big thing that's far more important than the size of the list.

Yeah, I mean, you know, we've, we've, I remember one person, you know, 60,000 they said on their list and we got eight registrants.

So I know this might come as a shock to you, but some marketers are liars and that, and that's the reason we have this debrief meeting.

You know, we have the debrief meeting to, so they, you know, we, we want, we want to hold them to account.

We also want 'em to know that I'm prepared to put skin in the game and hold myself to account as well.

Yeah, no, that's, that's, uh, that's awesome that I think that was a, uh, yeah, very eye-opening, opening presentation, Tom, when it's fired a few, uh, brain cells off for me.

What we might do, I want to, I wanna try something different.

Breakout rooms has a new thing now where we can actually do it, where you can choose your own room.

So I'm just gonna try this for Yeah.

For, for one time.

And just, just real quick, Scott, Yeah.

Be not to grab the opportunity.

If anyone does wanna partner, do a webinar swap across Of course, please.

Just e just to please email me.

I've got five spaces in May.

Thanks.

And that's Tom at Ology Guru, yeah.

Is email.

Yeah.

And it's in the chat there.

Yeah, Yeah.

No, that's, uh, that, that's, that's perfect.

Ari, on your end as well, did you have a, is your book available yet?

Well, oh, the new one?

Yeah.

The, is that available yet?

It's now being pitched to the publish.

I'm writing just for everyone's knowledge.

I'm working on a new book right now.

It's, I have an agent who's pushing it to, it's some publisher in New York.

It's gonna be called the One Call Sale.

Yeah, no, awesome.

I like that.

It should be a real bomb in the sales industry.

It should hopefully be a bestseller.

Literally a bestseller.

Um, so I'm putting a lot of energy into that right now, but, uh, it's in progress.

It should be launching next year.

I always said Aria, I owe him three hours a week, you know, because ever since that meeting, I, I haven't written a proposal again.

So, and you know what?

It's, it's, yeah, it's, it's, it's incredible when you take that out of the, uh, yeah.

That pain out of the whole, the whole process.

So yeah.

So I'll, I'll definitely be getting the book when it comes out.

It's hopefully I'll be helping me promote it too.

Yes, yes, absolutely.

Well, one of the things I do like about the, the Slack group as well, like, I'd love to have like a, I'm gonna set it up regardless, we'll just see if it takes off.

But I'll set up a, a JV like channel, which you can in Slack, and that way we can go in there and if you've got something like that and you can just go on the JV channel.

And I think it just allows that easier communication to Facebook.

So we'll see.

I'll, I'll set it up and we'll just see if it actually takes off.

I'll drop, I'll drop a Facebook thing, something in the Facebook and then, or even if anyone wants to just give me their email and the comments and then I'll just add you to Slack and Yeah, we'll just see what, see what happens with it.

So, yeah.

So, but what I'll do, I'm gonna open up six rooms and I just wanna see if we can facilitate, like where you can just go into whatever room that you Yeah.

What, whatever room that you want.

This may be a complete flop, but I thought it's, it's worth testing.

So it's sort of modeling that it, that's social, get together experiences as much as possible.

Haven't done that before, so we'll see.

And the thing, yeah, the overall theme, I know these conversations go all over the place, but Yeah.

Is really, you know, what can you take away from what Tom just taught with JVs and then apply and insert 'em into your business.

So what we might do just Yeah.

In the last five or six minutes or so before we wrap up, is just, I'll call out a few people and just tell me what your biggest takeaway from, from today was.

Uh, Johan Awesome.

Loved, loved the presentation, loved the structure, loved the framework, loved the opportunity to join venture.

Loved the openness of it.

And I just saw your poll pop popup that I exited.

So Scott, with the Slack, I saw this guy called me up and he's like, Hey, you know, I've been following you, blah, blah, blah.

We'd love to know if you'd be, you'd wanna be part of the mastermind.

And I said, oh yeah, tell me about the mastermind.

He opened up his slack.

He shared, he shared a screen with me, showed me the people that were involved, showed me that they could click on a link, go to the Google sheet, see all the joint venture opportunities.

Literally within five minutes he had me spending five grand for that mastermind because of the Slack channel, because of the, of the Google sheet.

'cause I just went, oh, cool, you make this so easy, I don't have to sit here and wait for, and the, the mastermind happens at like two in, um, two in the morning.

I was like, oh, this is gonna be bust.

But as soon as I saw that infrastructure, I went, now it's worth it.

So just something to, you know, I, I missed the poll, but mine's a yes.

I saw a lot of people said, no, it's a very powerful tool.

Yeah.

The thing, the thing I do like about Slack is if you wanna, like, if Tom, after the call, you wanna reach out to Scott or whatever, you can just go in there and send him a direct message.

If you wanna talk about JVs, there's channels.

And also to communicate with Facebook, it feels like you're making an announcement when you put a Facebook post, but you can just go in there and sort of say, Hey, does anyone know any good JV partners?

Do you know what I mean?

Or does anyone know about that?

So yeah, I'll, I'll open it up and invite people and then yeah, we'll see how it, see if it takes off.

So, yeah, that sounds so, it sounds good.

Uh, Judith, what was your biggest takeaway from today?

I just loved the idea of bringing us back to the train track and having as much of it possibly automated and possible.

I love the idea of keeping it simple.

We, we so often overcomplicate things and get crazy, but where Tom has shown us that you do need to put the time and effort in the qualification side of things and test and measure what's working and make them jump through the hoops so that you're not wasting their time or ours.

I really like that.

I'm gonna play with my wording on my qualification form before the call to make sure that I am doing exactly that.

And just from a person who loves getting your list, I've, I've said this to you personally, Tom, I just love the format of the seven minutes.

I find when I'm jumping in the car or something like that, I go, oh, that's a great one, that I can quickly get some good tips.

It's only seven minutes and I feel it's so digestible and quick and user friendly.

So from an actual user point of view, I love it.

View.

Super great to hear.

Thanks Jeff.

What, what, what's the podcast channel?

Is it just marketing with webinars or?

No, It's, I have to go to our homepage, which is lead ology, dot guru, and then slash podcast.

Okay.

Yep.

And then you, so If anyone wants to be on the show, go to Tom interviews you.com, Tom interviews, you.com, Interview com.

Speed the speed.

Now we know what the questions are before Tom, the seven questions.

Yes, there we go.

We can prepare for The system.

That's that.

That's, that's great.

And yeah, so, so I think, I think we'll probably wrap up there.

I really, thanks to Tom and Ari for today.

Um, yeah, I don't think we could have asked for, asked for better presenters and yeah, and quite balanced from, I guess the, the marketing side and also from the, from the sales side.

So yeah.

Thanks so much guys.

That was an awesome, awesome presentation.

And yeah, and we will, uh, we'll get things, get things rolling.