v2 SST Six Figure Seminar Map UPDATED FEB 2017 PDF

The
Six Figure Seminar

case study
How to make six
figures in a
weekend at your
live events
© Copyright Ted McGrath 2017. All rights reserved.
MY FIRST EVER SEMINAR
I did my first seminar ever, put 29 people in the room and forgot
to make an offer.
Without a coaching offer or high end offer to make at your
seminar, you are dead in the water.
At my next seminar which was my second seminar ever, I got
80+ people in the room, and made six figures in sales.
Today, my one on one coaching is $200,000 to work with me.
Back then it was $25,000.
I sold two $25,000 packages and made $50,000 from those two
packages alone.
Then all I had to do was sell $50,000 more of programs, which I
did.
I sold multiple group coaching programs for $10,000 per person,
plus some online products, and I broke SIX FIGURES in sales.
I’m going to help you start with the end in mind, which is Making
Six Figures at Your Next Seminar.
STEP #1: CREATE YOUR
HIGH END OFFER
Example: My Client David Mehler did his first retreat ever and
made over $140,000 in sales in a weekend.
How: The High End Coaching Offer
Price: He charged $30,000 PLUS for his year long coaching
offer, which was a group coaching program (similar to the format
of his retreat, but with more depth).
Profession: David was a Chiropractor, charging $50 per session
at the time in his office.
Opportunity: To move outside his office to a lifestyle friendly
retreat business.
First Retreat: 20+ attendees and he made $140,000+ in sales
Retreat Price: $2,000
CASE STORY: DAVID MEHLER
Now you might be thinking that a $2,000 retreat is a lot of money,
but he did this retreat at a beautiful mansion, so he had to charge
$2,000 per head to break even.
Myth: You don’t make the money on the ticket sales.
Truth: You make the money on the High End Coaching Offer
at the live retreat or seminar.
Opposing View: Rich, another one of my Chiropractor clients,
had 6 people at his first retreat ever. He held it in his office, so he
had no overhead, charged $1200 per person and made $45,000
in high end coaching sales.
(NO, all my clients aren’t chiropractors. I work with coaches,
speakers, experts, advisors, practitioners, artists, entrepreneurs,
and more.)
Marketing Method: “David, Call all the people you know, go to
high quality live events, and get 20 people in the room.” says Ted
(that's me).
Myth: A lot of times, people think that getting people into the
seminar room require online marketing. It doesn’t.
1 CREATE YOUR
# :
HIGH END OFFER
While almost 100% of my attendees today at my Superstar
Speaker Live Event come from online marketing, when I first
started 100% of my attendees in my seminar room were from
personal phone calls, networking at live events, and speaking on
stages.
A) High End Offer #1 One On One Coaching Program
Format: You coach the client 2x per month over the phone for
6090 minutes.
PLUS they get 23 5 hr VIP days with you, and you charge them
$25,000 to $100,000.
You pick your price based on how confident you are and how
good you are. But it’s not always about how good you are.
Plenty of people in the world are great but they don’t value
themselves.
Ask yourself: What’s the value of the transformation I deliver to
people, and how can I create a world class coaching program
that changes lives? Then go create it!
What will you price your coaching program at?
1 CREATE YOUR
# :
HIGH END OFFER
B) High End Offer #2 Group Coaching or Mastermind Program
Why a Mastermind?
First off, all your one on one coaching clients automatically get
included in the Mastermind. So your one on one program
automatically goes up in value because you're adding extra
coaching and a community. This is HUGE.
Now when you look at the price you have for your one on one
program, you might think about doubling it or increasing it by 50%.
Mastermind Format: The group meets 3x per year in person for 24
days at a time. That's anywhere from 612 days a year. Every 12
weeks you have a group virtual coaching call.
The size of a mastermind can be as small as 6 and as big as 75
100, depending on how big or small your community is.
Pricing: $5,000 $60,000

If you’re brand new, I wouldn’t go lower than $5,000. If you’re a
veteran I wouldn’t go lower than $10,000.
What will you price your mastermind at?
# : 2 EVENT LENGTH
A live event, which could be a retreat, seminar or workshop
should be no shorter than 2 1/2 days and no longer than 45
days.
If your event is shorter than 2 1/2 days then you don’t have
enough time to build connection and rapport with the audience.
And if you don’t have connection, then you don’t have trust and
then people won’t invest in you.
In that situation, you won’t make six figures in a weekend.
At a 2 1/2 day event, my client Brandon Hawk Made $200,000 in
sales with only 42 people in the room.
# : 3 EVENT PRICING
Brandon priced his live event at $497 and offered early bird
pricing for $297.
How you price an event does determine the quality of people you
will get into the room, BUT it’s not the only factor.
If you give away free tickets, you're going to get a lot of
unqualified people in the room.
I don’t give away free tickets. I think it’s a big mistake. The only
time my clients get a BONUS ticket (which is free) is when they
have invested in my online program or they have invested in my
other programs first.
That way, I know they are quality.
Big mistake: Don’t let low quality people into your live events. It
ruins the experience, it ruins the community, and if you spend
time with people who are low quality, then your offers become
low quality.
Low quality people don’t value your offers like high quality people
do. (Low quality doesn’t mean low income. It means people who
are takers, who just want to check things out, who aren’t
committed, and who don’t value your programs.)
# : 4 HIGH QUALITY CLIENTS
High quality clients are people who are committed, willing to
invest in themselves, will travel to attend live events, have
successful and determined friends (again, success isn’t always
income), and they want to make a difference for others just like
you do.
That’s what I call a high quality tribe.
Price alone doesn’t mean high quality.
Price + Commitment + Purpose = High Quality Clients
So Brandon was able to charge $497 for his first live event,
which isn’t a high price point.
Some of my seminars are $2,000.
But Brandon got high quality people in the room, and made a
high quality offer.
If someone is willing to Invest in themselves, if they are
committed at a level 10 to be at your event, and if they have a
purpose (a strong reason for coming), then you have yourself a
high quality attendee.
# : 5 MAKE THE HIGH END
OFFER AT THE EVENT
There are always 10% of the room that want the 'Ferrari offer'.
Brandon was a pastor making $60,000 a year when he met me.
At his first live event he made a $75,000 coaching package offer.
3 people accepted it.
He told me that he would have been thrilled making $20,000 at
his first event, and making $200,000 in sales blew his mind.
Most people don’t believe in themselves until they have a
coach standing next to them to give them permission to be
great.
Structure: Brandon made the High End Offer on Day 2 in a 2 1/2
day event.
I always instruct my clients to do it on day 2 in a 2 1/2 day event
and even if you have a 4 day event I always say Day 2, in the
evening before dinner. Make the offer around 4pm.
They have spent a day with you already and an afternoon.
If you did a great job sharing your story and connecting with
people, then you have their trust, and they are ready to make a
bigger decision.
OFFER AT THE EVENT
Question: when Should i make the Mastermind offer or the
Group Offer?
Answer: I make both of the offers at the same time.
I tell them the price and then I ask them to stand up and take an
envelope if they want to have a conversation with me or my sales
team.
If you are brand new, it will likely be with you.
If you have a lot of people stand, then host a private dinner that
night and answer questions and ask for them to make their
decisions and turn in their payment tomorrow by NOON.
OFFER AT THE EVENT
6 Key Elements to the High End Offer:
The Problem/Opportunity Highlight the problem you solve and
the opportunity your program creates
Time and Money Story Tell a story of when you didn’t have the
time or money and overcame it.
High Value Content Teach 5 steps on your best stuff
Panel Have 3 clients there or 35 video testimonials
Offer Ask them to stand if they want to apply
3 CTAs Never just make one Call To Action, make 3
Want to know more about making an effective Call To Action
from the stage that gets people saying YES? Check out my
Book More Stages Training:
# : 6 THE PANEL
If you’re going to make six figures in a weekend you should have
a live panel of clients there to give you testimonials.
My clients are so used to this that they are actually 50% of the
offer.
I let them do the selling.
They tell their story, and they tell about their results, and they are
authentic with people.
If you're brand new, maybe you'll only have 23 people on your
panel.
I have 8 people on my panel.
However, you don’t need a panel to sell your high end offer;
Brandon didn’t have one.
Oh yeah, what was Brandon teaching? Self love.
Myth: Soft topics are hard to make money with. It’s just not true.
7 SIX FIGURE # :
MARKETING CAMPAIGN #1
Betty Murray did six figures in sales at her live event, and she is
a health practitioner.
Awesome Six Figure Marketing Strategy:
Create a list of 20 warm contacts that you want at the event.
Phone Call # 1: Hey it’s been a while. I wanted to share
something new I’m up to. I’d love to call you back in a week and
have a strategy session with you.
Phone call # 2: Facilitate strategy session.
Definition of strategy Session: A 60 minute conversation
with a potential client about their vision, goals, challenges,
and commitment to their vision. It's 45 minutes of questions
and 15 mins of selling.
Mastering the strategy session is one of the keys to getting
people to your next live event.
I have an entire training just on enrolling clients with
strategy sessions.
7 SIX FIGURE # :
What are you selling in your strategy session?
The 5 steps you are going to cover over the course of the
weekend, and how those steps will help them achieve their
outcome.
So what happened when Betty called people to invite them to her
event, and during the strategy session it turned out they couldn’t
make the dates?
Does she wait six more months to her next event? HECK NO!
Response: “Oh, Sorry you can’t make those dates. Hey, at the
event I’m doing something really special. I’m launching a global
community of xyz people. This group is going to have exclusive
access to me, my best strategies, and a world class
peer community. It’s a surprise for the event, but since you can’t
make it, I would love to give you an opportunity to hear about it
early, and if you like it, we can go more deeply into it. Can I tell
you a little bit about it?”
Betty sold two $25,000 coaching programs to people who
couldn’t make the event.
Isn’t that awesome?
7 SIX FIGURE # :
Myth: I have to have a lot of people in the room.
No, you have to have the right people, and the people who can’t
come, offer them your one on one coaching program on the call.
Important: it may take you two phone calls to sign them up for a
$25,000 program and sometimes 3 phone calls, but it’s worth it.
When Betty did her event she sold two more packages at the
event, and that's how she did a six figure live event campaign.
It doesn’t have to be six figures at the event. You can take it any
way you can get it.
We do hundreds of thousands of coaching sales over the phone.
We are absolute masters at it.
Our numbers in terms of ratio, are the best I have seen in the
industry,
We just do it really well.
(But that’s a whole different program, called the High Paying
Client Enrollment Training.)
8 SIX FIGURE # :
The strategy is simple: get booked on local and national stages.
In My Book More Stages Program I go in depth how to get
booked on stages.
Here’s what I want you to know now:
Speaking on other peoples stages is one of the best ways to
get high quality people in your live events.
People who attend live events like live events, so they are more
likely to show up to your seminar because of that.
When I first spoke on 400 and 500 person stages, it helped me
crush my live event attendance.
Sell tickets to your live event on their stage. Split the sale with
the host 50/50.
So if you sell a program for $1,000 you give the person who’s
stage you spoke on $500 for each sale you make.
WHY? Because you will make the real money off the high end
sales you make at your own live event.
9 SIX FIGURE # :
Attend local networking events and invite people to a strategy
session with you.
Then from the strategy session, sell your live event ticket.
This is a great way to grow your network and meet more and
more people.
Here's how this strategy alone can help you fill your live event
with high quality people:
Set your live event date 120 days out from now.
Hold 5 Strategy Sessions per week with people you meet
through networking.
That’s 20 strategy sessions per month.
That’s 80 sessions before your live event.
Sell 30 people of those 80 into your live event.
That's a pretty solid first event.
# 10: ONLINE MARKETING
I have amazing systems and processes to pack live events
that I teach in my Superstar Speaker Membership
Community.
However, you should launch your live event in the next 120
days.
If you don’t have an email list, go launch your first six figure live
event and then you can get more focused on online campaigns
after that.
My best online campaign is an automated webinar selling a
$2,000 online program that bonuses tickets to my live event.
I can show you how to do this another time if you decide to
join my Superstar Speaker Community.
# 11: CREATE YOUR
CONTENT
Choose 5 topics you will speak on throughout the weekend.
Speak for 90 Minutes
Followed by Q &A
Followed by Breakout Sessions
Repeat the cycle above.
If your work is more experiential and it’s more of a retreat,
then:
Create an experience for 6090 mins
Followed by Q&A
Followed by group Breakout Sessions
Save Your BEST content for your high end offer on Day 2.
# 12: PICK THE DATE
So many people tell me they want to do a seminar, but they
never pick the date. I saved this for last because if you don’t
pick the date you will never do it.
Right now I want you to pick the date. If you aren’t committed
then your clients won't be.
It’s scary at times but pick the date!
FINALLY...
DON'T GIVE UP!
I bombed at my first event because I didn’t make an offer. Make
sure you have a solid high end offer. Don’t be afraid to stand in your
value when you make the offer.
In my Sell From The Stage System I teach 11 advanced
“closing” techniques and one of them is STAND IN YOUR
VALUE when you make the offer.
Stand for your clients transformation when they aren’t ready to
stand for themselves yet.
You rock. Make it a six figure live event where you serve your
community.

v2 SST Six Figure Seminar Map UPDATED FEB 2017 PDF

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

v2 SST Six Figure Seminar Map UPDATED FEB 2017 PDF

Uploaded by

Copyright:

Available Formats

The

Six Figure Seminar

You might also like