SFR 115: Matching Storylines...

Take stories about you and craft them to the market you're selling to...

Hey, what's going on everyone? It's Steve Larsen. You're listening to the Sales Funnel Radio.

Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen.

Hey, guys. What's up? Hey, I am going to a lot of events right now. I have an event every other week for the next almost two or three months. That's a lot of travel that's coming up. Some of them, I'm going just to go, and some of them, I'm going because I'm funnel hacking actually. What I'm trying to do, I was talking to Russell about this, with him in his office the other day, and I was like, "Yeah. You know what's funny is I've spoken a lot in smaller groups. I've spoken several times in bigger groups."

A lot of people don't know I was actually a singer in high school and in college a lot. I sang in bands. I sang in choirs. I was in musicals. So I mean, the most I ever sang in front of is probably 40,000 people. That was fun. I've done that a couple times actually. I actually really enjoy that part of it. Anyway.

What I was telling him is that I haven't really done a lot of speaking in front of more than a couple thousand. Right? So what I'm doing is I've done a lot of speaking in front of a smaller audience, and I'm learning how to control the room. You know what I mean? It's been a lot of fun to go through and do that. I've had a ton of fun with it. Okay? I'm learning to control the room. I'm learning how to make everyone sway the way I want them to. It's been a lot of fun.

What I want to do is I want to go, and I want to watch big guys, right, the Russell Brunson's of the world, right, the Grant Cardone's. I want to watch them and how they interact with a room. I want to watch how they interact. I'm really pumped about it.

So I've been going around to these different events and watching. It's fascinating to watch the different experiences, I guess, experience the different ways that they interact with the room. Big guys in front of big rooms. It's been a lot of fun. I've actually really, really enjoyed it, and gained a lot of things from it.

So I'm sitting here, and I'm speaking next week in front of 2,500 people. I'm super pumped, you guys. Oh my gosh, it's so cool. It's an event down in Dallas called the Happiness Convention. Anyway. So I'm putting my slides together right now. What's been fascinating is to go and put these slides together in a way that with all the different lessons that are happening right now. You know? It's been a lot of fun. I've really, really enjoyed, and I know I keep saying that, but I really do, guys. I enjoy what I do. It's so fun.

I can't remember who I was talking to the other day, and they're like, "Oh, that sucks, man. You had to work on a Saturday. That sucks so bad." I was like, "Actually, I am completely addicted to what I do. I'm completely both feet in. I really don't have any other hobbies. This is my hobby. I like to get better at it, and better and better and better."

So anyways. I am sitting here, and I am creating my slides, and I'm putting together the slides. I'm supposed to get them over to him today. I don't know if I'm going to be able to do that, but it's nice they gave me a full hour. What they're doing is they're letting me, I'm not selling, but I'm allowed to pre-frame my webinar, the stuff that my webinar sells. I'm allowed to go pre-frame that, and pull people from the audience over to that, and get them ready to buy that. So it's kind of fun.

So I'm still breaking and rebuilding belief patterns the exact same way I would on the webinar. So what I've done is I've gone, and I've literally just cloned by slides for my webinar. I'm just adapting them to the room, removing certain elements from it, changing and adapting to the room, the audience that's going to be there. That's always been the hardest part is what I've noticed.

It's funny, because there was a time I was speaking in Vegas. I sat down in the back of the room, and I had this stark realization that, oh my gosh, what I had just created is not for the right audience. So I pulled my laptop up, and I'm changing the lingo, same lessons, but the words had to change. You know what I mean? I was not using the correct vernacular. I was not using the correct isms from the people inside the room. I went through and I created. Luckily, I was able to really, really quickly go through and change what I was speaking about. Right? What was cool about it is that I gave the speech. It was awesome. It was a ton of fun.

Then about six months later, no, it was about maybe nine months later, this guy walks up to me, and he goes, "Hey, man. I was there in the room when you gave that speech. I want you to know I made $100,000 from that speech that you made." He was like, "Thank you so much. I went out and I did the exact same thing that you were telling us to do. He was like, "I made a hundred grand." I was like, "What? Whoa." I don't know if that would have happened had I not addressed the correct individual in the room. Right?

So that's been the hardest part preparing for this speech that I got to give coming up shortly to 2,500 people.

I still need to break and rebuild the same belief patterns that I know are in there, but I've got to make sure that it's using the correct vernacular, using the correct stories. I got to use some of their isms. It's hard to always know what those are without actually observing the crowd.

So it's funny, because I was telling Russell this story when that happened a while ago, and I said, "Yeah, man. I realized that it was not the right thing." He's like, "Yeah. I've totally done that." He's like, "What I like to do is go sit in the room, and watch the audience for a little while." He's like, "I'm watching the speaker, but what I'm really doing is I'm watching the audience to figure out what," I don't know if he'll remember he said this to me, but he was like, "I like to sit and figure out if my message will resonate with this crowd correctly, and I see what they're resonating with." He's like, "Then I go back to my hotel room. Then I go and I start writing. Then I go figure out the slides and stuff like that."

It's so funny, because to so many people that is straight up ludicrous. "What? You finish your slides right before the actual presentation is needed?" Like, "Yeah." That's the reason why. Right? It's this ability, this speed, to be able to get things and produce things out there in a way that resonates with the crowd, but you can't do that unless you're okay with feeling a little bit of ambiguity of not knowing until you get there. Right? Anyway.

I got to talk to him, and see, "Okay. Let me get you this rough draft of slides, but please let me get you an updated one after I get to the event." That's what I want to do. That's what I'm trying to do is, hopefully, is get these things done in a way that will allow me to adapt to the room.

It's always funny, you guys. You'll start to experience t...