Bedros Keuilian Podcast Show - Marketing Strategy to Instantly Win Over Leads - 069

Starting point is 00:00:00 The only things that are going to differentiate you from everyone else trying to market a product, a service, a thing, is the results that you can deliver and then the social proof that you can back it up with. Hey, I'm Craig Balentine. This is Baderos Kulian. This is the Empire Podcast show. And today we're going to share with you one of our favorite tips that is going to help you accelerate the growth in your business. It is absolutely awesome. And I can't wait to share it. B, are you ready? I am ready, Craigie. All right, because I actually learned this from you and Frank Kern. You and Frank Kern, we're talking. about this, he was doing videos on it, you had him speak at fitness business summit years ago, and it's three simple words, and it goes like this, results in advance. Now, results in advance. When you can give your clients results in advance, all of a sudden you build the no love and trust factor higher than ever before. And here's a great example of the no love and trust,

Starting point is 00:01:08 or the results in advance factor is this podcast. We are giving all of our listeners results in advance. We're pushing the free line. And there's an aspect in every area of your business where you can give people results in advance, help them know love and trust you, and make every sale so much simpler. So, B, how are you using that? Well, we're using it in many ways. We're using it to sell our franchises. We're using it to sell our coaching services. And I know that the, that the viewer, the listener is asking themselves, wait a minute, if I'm giving results in my marketing, then why is anyone going to buy my product, my course, my service, my thing? Here's why. Here's why. I Because when you give results in advance, they think two things.

Starting point is 00:01:47 One, you become the authority because they go, wow, I used his or her free thing, and it worked. This person obviously is a person of authority. And two, they go, well, if this free advice worked, imagine if I bought their course, got their coaching, did the franchise, whatever the big thing is, imagine if I paid them how much more results I would get. And the other thing is this, there's a lot of noise right now in every industry. It doesn't matter if you're in real estate, in finance, if you're in automotive, if you're in fitness, if you're in the medical industry, there's a lot of noise and a lot of people competing against you. So the only things that are going to differentiate you from everyone else trying to market a product, a service, a thing, is the results that you can deliver and then the social proof that you can back it up with. Absolutely. And so when you deliver results in advance, like when you guys go, hey, guys, I'm making this video.

Starting point is 00:02:37 I'm not asking you buy anything right now. Just watch this video, do these three things. And I'll give you a great example of one of the best ones I did. Obviously, I market to personal trainers and gym owners. We ran a video campaign. We spent $10,000 on this Facebook ad, a video campaign. And it was real simple. The video starts off with, hey, guys, this is Pedro Sculian.

Starting point is 00:02:55 I'm a fitness marketing expert. But today, I'm not going to ask you to buy anything from me. Instead, I'm going to teach you how to get more referrals from your existing clients by doing this one thing. And the one thing was, take your top 20 clients and send them an appropriate. I have an appreciation text message. Say how much I appreciate you. Thank you for working out so hard when you come here to my gym or boot camp.

Starting point is 00:03:15 And I really love and respect you. And oh, by the way, if you have any friends, family, coworkers who have great energy just like you, please refer them to me to get a free week here at my gym, right? You send that to your top 20 clients today, this minute, you're going to get results back. And of course, guess what happened? In that video, all I did was just retarget to everyone who watched that. Oh, got it. Well, if we spent $10,000, I think we ended up getting some like 25,000 people that we could retarget to.

Starting point is 00:03:43 Of course, many of the people who took that one simple strategy, they got results in advance from the marketing piece I taught them. And immediately, they went from being a cold and skeptical prospect to being a warm and eager to, gosh, what does his paid program look like? And so when we retargeted them on my personal trainer business course, which is a $500 course, we cleaned up. So their businesses grew, my income grew, and I didn't have to shove my product down their throat. Instead, I was able to market to them as a person of authority by giving them results in advance. And then, of course, you know what happens when you do that in the comment section. Whether you do this on a blog, on YouTube, on Facebook, there's always a comment section somewhere. People go, oh, my God, I did that and I got 10 new referrals.

Starting point is 00:04:25 Thank you so much. That's changing my business. We just took a screenshot of that and started to share that with our email list and go, hey, look, I gave this free thing away. and here's what people have to say about it. Now, this free thing is one of the 20 different modules I have in my PT business course. Here's the link to it. Go buy it. And so without giving results in advance, we're just part of the noise. If you can give results in advance, you now stand head and shoulders above everyone.

Starting point is 00:04:48 Absolutely. And the reason why I want to do this show was because I took this advice and said, I love this results in advance thing that Pedro is talking about, that Frank Kern is talking about. And I started doing it in my Instagram stories, which is one of the ways that I'm generating a lot of sales and leads right now. And it was probably my most popular, most successful in terms of sales for my programs of all the stories that I've done.

Starting point is 00:05:08 They've probably done about 100 now. And so here's what happened. I said, I'm going to teach your results in advance. I'm going to show you how to get more clients doing it. And I said, hey, if you're a nutrition coach, what's the one thing that you can teach somebody that will help them have more energy? That might help them lose half a pound overnight. That might help them overcome, you know, water gain or water retention.

Starting point is 00:05:26 So they see results quick. and when they see results quick, like you said, Utah trainers how to go and get clients. They were like, wow, if this is what this person is giving away for free, imagine what they will have in their real program. So that's what I taught clients to do. And you can do that even as a real estate agent. Like let's say you want to help somebody list their home. You can go and make a report or a video on the four ways that you can stage your house to increase the sale value by 5%. If you put that out there as a free report, my goodness, people are going to go, oh my gosh, if those are, are just the four things of the 10 that they know. Just imagine how much extra money they can help me make when I sell my house. It's not just for trainers. It's not just for nutrition.

Starting point is 00:06:08 It's not just for coaches like us. It's real estate agents. Any industry. Plumbers could use it. Like, here are the three things you need to do. Protect your pipes during the cold winter. And that way your pipes don't burst. And that, if you can do that, results in advance. So think about how you can deliver results in advance for your people. If you're an expert, you're going to have 100 different If you struggle with this, then I think you need to reevaluate how much of an expert you are in your industry because this is easy money. This is easy to do and you need to be able to go out there and do that. Now, as I mentioned before, Frank Kern is a master at this. Frank Kern, you interviewed him here in the Empire podcast.

Starting point is 00:06:47 Some of my friends have said it was one of those valuable shows that you've done with people because he was giving more results in advance. He was teaching people. And you go all the way back to the first time we met him. You know, you've known him for years. We went to one of his seminars in 2011. That's where back when you're training for the marathon, we went for a run. And it was always about his videos online. There's so much value in there, so much value.

Starting point is 00:07:11 And he was pushing the free line. And that is why he was, he's been able to grow multiple businesses and even kind of lost one. But came back from the dead, you would say, because he was always giving results in advance. So are there any ones that, that, stand out in your mind because right now I see him giving amazing results on LinkedIn of all places with all these videos, always giving results in advance. Is there any stories about Frank that stick out in terms of giving results in advance that just get you hooked into his world? Yeah, well, one of the things I remember him doing was he did the, I think it was called the three-day cash machine.

Starting point is 00:07:45 Right. Right. And that was part of a product that he created. So by the way, all you coaches or info product marketers that are building your empires, if you have a product that's maybe a little dated, You know, and his three-day cash machine came from, I think his product was called Mass Control, if I'm not mistaken. And it was like one of the modules. Years later, he gave that away for free. And I remember he made a video. It was either a video or a blog post that he made and he said, hey, here's how the three-day cash machine works. If you have any size of an email list, go grab the three-day cash machine.

Starting point is 00:08:16 It's my gift to you for free. Use it and deploy it. If you make money, then maybe over time we'll have a business-to-business relationship. Like, he straight up said it. Like, use this free thing that I'm giving away that I once sold. And if it makes you money, then you'll probably come back to me and do business with me. Right. And guess what?

Starting point is 00:08:32 People used it. Now, I used it because I actually bought mass control back in 2004, 2003, when he sold that thing. Maybe it might have been 2005. But people who didn't buy mass control, or now that he put mask control on the shelf, he took a piece of that module, gave it away for free, and people got results in advance because of it and go, wow, there's a sense of reciprocity that gets built. Because if Craig shows you how to fix your car, if he's a car mechanic, and he goes, hey, look, I see why your car's not starting. You just need a new battery.

Starting point is 00:08:59 Let's go over here, buy a new battery, and let me hook it up for you. And he's a mechanic. Well, the next time you have a more severe problem, you're going to bring it to Craig because now there's some sense of he's already giving your results in advance. He didn't charge you for it. He positioned himself as an authority. Goodwill bank account. Goodwill bank account is full, right? People are trying to take withdrawals out of empty bank accounts.

Starting point is 00:09:19 fill up the fucking Goodwill bank account first, and then try and take a withdrawal. So the next time my car is acting up, I'm going to go, that's right, that guy, Craig, who helped me, who was nice guy, I'm going to take my car to him, and you're going to make money hand over fist. And then if you ask me to refer my neighbors and family and friends, well, I'll do that too. So money kind of multiplies if you can just start giving results in advance instead of really trying to hoard everything. There is one more thing I want to say because I'm sure people watching this or listening to us are like, wait, push the Freeline. What does he mean? I think it was Eben Pagan who said that.

Starting point is 00:09:52 And Eben Pagan nailed it. There used to be a time that we would give away a free report in exchange for your phone number or your email address. And the free report really didn't have a lot of value to it. Then Eben Pagan came around and he goes, hey, look, I'm just going to give away some of my best information for free. And again, he was pushing the free line. A lot of us in the industry back in the early 2000s were like,

Starting point is 00:10:15 hey, the free line's right here. I'm just going to give, I'm going to tell them what? I'm going to tell him what to do, but not how to do it. Evan came and said, hey, look, I'm going to tell you what to do and how to do it. You're going to get results and you're going to come back to me for all your business needs. And that blew him up. And he ended up doing something like a $28 million of your business with that one model. Yeah, absolutely.

Starting point is 00:10:33 And so you're probably thinking, well, how do I give results in advance? So let's go through some of the ways you can do it. First of all, you can do YouTube videos. Great YouTube videos. There's tons of free information on there. That allows you to build your following. They're going to be rabid fans and say, hey, what else can I get from you? You're going to say something there, my man?

Starting point is 00:10:49 Nope. Okay, keep going. All right, second one is email marketing. Every single day you have the opportunity to email your list, great content. That's what I do every single day. Daily essays to our readers, not asking for anything, just giving that daily value, building that no love and trust factor. Because remember, it used to be no like and trust, but now it has to be no love and trust

Starting point is 00:11:11 because there's so much more competition and because social media makes it so much easier. Then you can do stuff like I do, the Instagram story, every single day, excellent, excellent value. In 90 seconds or less, I deliver them a valuable marketing tip that allows them to go out and get results in advance of working with me. And oftentimes what I'll do is someone is really skeptical of me and they'll say, oh, how does your coaching work? I will give them their first coaching email. I'll say, hey, listen, I want you to take a look for free at my best coaching email. And within that email, they're going to get so much valuable advice. They're going to come back and you go, wow, that was one email.

Starting point is 00:11:48 and I get this for an entire year when I do coaching with you, that's been a game changer and pushing people off the fence, you know, those that are skeptical and saying, I don't know about this, it gets them going to the next level. So those are all the way, you know, just some of the ways. In fact, there's more and more ways that you can do it. But you know what my favorite way that I've ever used results in advances? What's that? Okay.

Starting point is 00:12:09 So here's a great one. If you don't have a great network, you know, if you want to get connections to a high value mentor, to somebody who's kind of out of your league and you want to get connected with them. It was back in the day 2009 when I started sending you books. Okay, so I'm sending Bedros my favorite books. I'm giving him results in advance. We didn't know each other yet personally, but I knew he was successful. I knew he was a force in the industry and I thought, I'm going to send him a book.

Starting point is 00:12:38 Then he turned the tables on me, sent me a book. And so he's giving me results in advance saying, hey, listen, here's the book. Here's value. Now, just imagine if we actually hung out how much value we would add to each other's relationships. And so sending books, giving results in advance also allows you not only to get customers, but also allows you to connect with mentors, connect with future business partners, grow your circle of influence. So you're no longer that entrepreneur who might feel like an isolated, lonely island. You know, you make such a good point because someone watching this might be like,

Starting point is 00:13:08 oh, man, what do I have to give right now? Because my service is so unique. Like, let's say that you're a person who, I got it. You're a person who helps people build their social media following, like not with bots or whatever, but you actually help them get shoutouts, right? Like you're a broker that barters shoutouts in exchange for money. Well, there's probably no big results you can deliver off the bat. But what you can do is go, all right, Baderos is an entrepreneur, and he's learning,

Starting point is 00:13:38 he's trying to franchise his business and he's franchising and he's taking it to the moon, et cetera. What if I go get him a book on a billion-dollar leadership skills, right? Like, I would love that. I'm building a company that's going to hit a billion dollars in the future. Well, I want to know what billion-dollar leaders act like and think like. So you may not have anything free to give me to show me results in advance, but you can go buy a book on a certain topic that will benefit me, and that's value.

Starting point is 00:14:06 And, of course, there's a sense of reciprocity there, and I may want to eventually do business with you. And so you bring up a really good point there, man. But the bottom line is this, guys and gals, that if you are in business right now and you want to get more clients, customers, leads, and prospects, it is a very competitive market. It is very noisy and there's a lot of me-to marketers just like you. The only way that you are going to differentiate yourself and stand out from the noise is doing two things. One, show results in advance. Give people knowledge and information where they can go put into action and actually make money.

Starting point is 00:14:41 Not just feel good, make money. And number two, dramatic demonstration of proof. And the only way you're going to get a lot of dramatic demonstration of proof back testimonials is by giving results in advance. And then when they go, oh my gosh, that worked. Thank you so much. You go, hey, can I post that? And post it, share it, blog about it, email about it.

Starting point is 00:15:00 And when you do, you are going to win the hearts and minds of your community. And when you win the hearts and minds, you win access to the wallets in exchange for value. Yeah, absolutely. It's going to be a total game changer, three simple words, results in advance. Remember that, put it into action, and that's how you're going to start building your empire. So thanks for watching the Empire Podcast. Make sure you go love this show, rate it. Give us a high ranking five stars there, and make sure you tell your friends and give them results in advance by sharing this value with them.

Starting point is 00:15:32 Thank you so much for joining us for another amazing episode of the Empire Podcast. Now, the greatest compliment that you can give to us is liking, loving, and sharing this. episode with all of your friends. So please go to iTunes and give us a five-star rating and then share it online and social media with everyone that you know and make sure to tag us because we love hearing from empire listeners. And if you own a business that's doing half a million dollars or more in annual revenues and you know it's got massive potential and you like myself and Craig Ballantine to help you scale it by 5x, 10x and 20x in the shortest amount of time possible, then you might be a great candidate for the Empire Mastermind program that we have. To learn more about the Empire Mastermind

Starting point is 00:16:10 program go to bedroskoolin.com forward slash empire

Bedros Keuilian Podcast Show - Marketing Strategy to Instantly Win Over Leads - 069

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