The Mindset Mentor - Master Public Speaking w/ Pete Vargas

Episode Date: October 23, 2019

Pete is known as the "stage whisperer." He is responsible for booking over 25,000 stages and people like Tony Robbins, Michael Hyatt, Chalene Johnson and Dean Graziosi coach with Pete so that they can become better speakers and speak on more stages. In this episode, Pete is going to share with you how to master stages and how no matter what your business is, speaking on stages could 2-3x your revenue.To get Pete's free 4 part video series click here: http://bit.ly/35Z3slxor go to LearnTheStage.com Want to learn more about Mindset Mentor+? For nearly nine years, the Mindset Mentor Podcast has guided you through life's ups and downs. Now, you can dive even deeper with Mindset Mentor Plus. Turn every podcast lesson into real-world results with detailed worksheets, journaling prompts, and a supportive community of like-minded people. Enjoy monthly live Q&A sessions with me, and all this for less than a dollar a day. If you’re committed to real, lasting change, this is for you.Join here 👉 www.mindsetmentor.com My first book that I’ve ever written is now available. It’s called LEVEL UP and It’s a step-by-step guide to go from where you are now, to where you want to be as fast as possible.📚If you want to order yours today, you can just head over to robdial.com/bookHere are some useful links for you… If you want access to a multitude of life advice, self development tips, and exclusive content daily that will help you improve your life, then you can follow me around the web at these links here:Instagram TikTokFacebookYoutube

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don't miss any more of these podcasts. And this podcast episode is actually with my good friend Pete Vargas. Pete Vargas is called The Stage Whisperer, just so you know. And the reason why is because he's gotten more people on more stages than anybody else in the world. He's booked over 25,000 stages. And people like Tony Robbins coach with him. People like Dean Graziosi, Chalene Johnson, Michael Hyatt. Some of the biggest names in the world use this guy to coach on how to get on more stages, but then also how to become better public speakers. So I think you're going to love this episode to learn how to get on more stages, how to become a better public speaker. And also, if you are just a normal, have a normal business, a brick and

mortar business, and you don't think that getting on stages is something that you need to do, you got to listen to this episode because he talks about even if you have a brick and mortar business, and you don't think that getting on stages is something that you need to do, you got to listen to this episode because he talks about even if you have a brick and mortar business, getting on stages can double, if not triple, your company's income. And he also teaches, just so you guys know, on October 24th, he has a four-part video series that's absolutely free that you can watch. And I think he normally charges like $2,000, I think is what he says. And this thing is incredible. It teaches you exactly how to find the stages that you want to get on, how to reach out to the people who run the stages, and then how to become a better public speaker. So if you want to learn that from him, you can go to the website, learnthestage.com. So once again, that's learnthestage.com. Go to that website and you can learn from the master,

Pete Vargas himself. But without further ado can learn from the master Pete Vargas himself. But without further ado, my good friend, Pete Vargas. Mr. Pete. Yeah. Great to be here, man. Excited to be here. I'm excited to have you. So I love everything that you do because of the fact that one of my passions is speaking in front of people. Like literally yesterday, one of the breakthroughs that I had during my session was like, I need to be on stage just more because I've built a business where I'm mostly, I'm impacting people, but I'm not in front of their, I'm not in front of their faces

as much as I want to be. Right. And there's, you know, there's a difference between like putting up a Facebook post and someone saying something versus like seeing somebody's eyes and being like, you changed my life. And there's just, there's just different connection that's there. Right. Oh yeah, man. I mean, so one of the things that you have done really, really well, and I want your listeners to realize there's a power in this. A lot of times you say stages and people have this misconception like, oh, no, I don't want to be on the biggest stages in the world. I think you're called to be on the biggest stages in the world.

I actually believe that about you. I don't believe that's the case with every single person. For sure. But what I do believe for every single person. But what I do believe for every single person is that stages need to be a part of their strategy to bring business into their business. And stages are the fastest, quickest, easiest, the most low-cost way to attract people into your business. So maybe not big stages. And maybe a lot of your listeners do believe they're going to be on big stages like you.

But stages in general. And the one stage that you have done phenomenal is your online stages. That's one of the things I want your listeners to know. Right now, right now, today, this is a stage for me. This is a stage for me. I mean, I've got thousands of people listening because you've built a community. You've built the following. And now I get the honor to be in

front of them today. And so I want your listeners to know, listen, you have nailed online stages better than most. And that's kind of how you've built your business is online stages. Now you're just trying to say, Pete, I want to be able to add offline stages to that component. And when you do both of them, things become extremely magical. It's like, holy cow, you have both of those now. Now all of a sudden you're having influence, you're having impact, you're in the room with people. And so man, you've done online stages, phenomenal. But what I want everybody to understand is whether it's online or offline, every business owner needs to be using stages in their business.

For sure. And so let's go back to go back to the beginning. Cause you're another Cutco guy. Yeah. Cutco guy. I know. Yeah. John ruling here yesterday. He was the number one Cutco guy ever. Yeah. And so, uh, so take us back to how you actually started doing this. Cause you have a super interesting story. You were in Cutco and then you, the way that you got into stages and promoting them and really learning this whole craft, um, is super interesting. It really makes people understand number one, your passion for it. Yeah. And then also at the same time, your knowledge about how to get people on stages and the

power of them as well. Yeah, absolutely. Like I am passionate about stages. I care about stages. And the reason why is actually in, in, in around 17 years old is when I got introduced to Cutco and I fell in love with it and it made me come out of my shell a little bit and become this quiet boy with no confidence to this guy who like, wow, found some purpose. And so because of Cutco, I thought I wanted to be in the business world, thought I'd be in the corporate world. And at the end of college, after getting a business degree,

I was going to the corporate world, make a lot of money in Dallas, Texas. And all of a sudden, to the corporate world make a lot of money in dallas texas and all of a sudden i got that phone call and it was my pastor my pastor said listen i know that you've got this incredible opportunity to go be in the business but we want you to come back home and take over as youth pastor i'm like youth pastor i have no bible training no theology training why do you want me yeah and he said because i know you'll come back and you'll love on the kids you'll you'll be here for the kids our youth group is declining we want you here so i went back to hereford texas town of i don't know why i did it eighteen thousand dollars a year yeah versus like eighty thousand dollars a year and um i went back and first wednesday night there were three girls there stacy jory and mckenzie and those three girls i, Stacy, Jory, and Mackenzie.

And those three girls, I was like, all right, we got a lot to build here because the youth group had declined from like 60 to 70 kids to three kids. And I thought, okay, what are we going to do? And I looked at those three girls and I just said, we are going to bring in speakers that are going to make an impact on your lives and your friend's life. I said, we're going to bring in every type of speaker and I need you three to get behind me and they said we're behind We brought in Super Bowl MVPs financial advisors health and wellness experts stay-at-home moms stay-at-home dads musicians Artists you name it everything to holistically make my kids healthy. I would bring them in I want him to understand finances.

I wanted them to understand health. I wanted them to understand mindset. And so all of a sudden, these speakers would come in and every speaker that would come in, my youth group would grow in size. Every speaker, youth group grow. Speaker, youth group grow. And it's the same for all your listeners every stage you're on your business will grow right grow grow grow and before you know it like this year we were in front of 30 000 people in a baseball stadium like blew my mind away so in four short years our youth group grew from three kids to 800 kids in a town of 15 000 people people. That's crazy. 15,000 people. We had kids coming from all the surrounding towns. Wow.

And when it went time to say we have to build a youth center and it was going to cost a million dollars, that's a lot of money for a small little West Texas church. The church board voted unanimously because my kids had already raised tens of thousands of dollars for the down payment because of learning what it was to be a giver and not a taker from one of the speakers. Awesome. And so that's my experience to speaking.

But one of those speakers came in. His daughter was the first girl killed at Columbine back in 1999. He came in and spoke, probably like the 20th speaker that I brought in. Literally at the parent event that evening, my dad heard him speak. And it's what prompted my dad to write me a letter. My dad and I had a terrible relationship growing up, extremely abusive dad, physically, verbally abusive. My grandmother took me away from him in sixth grade because of the things that he was doing to me. And we hadn't made things right. And I'm 23 years old. And I hear about this guy going to speak to parents that night.

I bring my dad to the parent event, and we hadn't made things up. He hadn't said he's sorry, and he heard that man speak. Daryl went on to talk about how on April 20, 1999, he had no idea that would be the last day that he ever saw his daughter. He had no idea he was going to get a phone call that morning and be told that his daughter was killed at the Columbine shootings. And he said, for all of you parents in this room, you don't know what opportunity you have. Today could be the last day because you're gone, your kids are gone. And some of you in this room need to make things right with your kids. And a couple of weeks later, I got a letter in the mail and it said, I'm sorry for the father I've been. Here my son is having an impact on hundreds of kids' lives and I can't have an impact

on my only son's life. I'm asking you for a second chance to do things right. And he told me for the first time in a long time that he loved me multiple times in that letter. And all of a sudden, my wife and I are reading that letter and I'm thinking to myself, subconsciously, not consciously, what just happened? What just happened? And all I could think about, Rob, was I tried counseling with my dad.

His seven siblings told him to make things right. Everything. We tried church. We tried everything. And one hour on a stage, one hour on a stage, completely transformed my dad and I's relationship. And that was the day that I subconsciously dedicated my life to stages for the rest of my life. I didn't know that's what I was going to be doing, but because of that moment in time and that impact that he had had, but also all the other speakers that had on my kids. So it wasn't just my dad, it just got

personal that day. It had gotten personal in a different depth with all my kids but when it hits home it's like whoa this is real and so since that day i called that man and i said you got to get your message across the world and he said i know but i don't know how and i need your help and i said listen it's pretty easy to me you're trying this and you're trying this in your business and you're trying this and you're trying this. A lot of us know it's called bright, shiny object syndrome. Get on a stage, your ideal buyers in the audience, watch what happens. You're going to move them. And when you move them, they're going to want to work with you deeper. He goes, cool, but I don't know how to do that. And so, dude, the last kind of last part of why I do this is I started hustling every day. I'd get up earlier. I'd stay

up later. I'd make phone calls. I'd send emails. I'd send direct mail pieces. And I would start reaching out to his dream stage. All of your listeners have a dream stage. His dream stage, a dream stage is defined when the majority of people in the audience could be a potential customer of yours. And he's like, so my dream stage is parents and students. I said, no, it's not. It's principals and superintendents. Because principals and superintendents, he wanted to transform the school system. Parents and students didn't impact him being able to get in front of the students in the schools. In order to get in front of the students in the schools.

In order to get in front of the students in the schools, he needed the decision makers who actually have the budgets. And so he started speaking in front of principals and superintendents at our advice. And we booked him his first principals and superintendents conference, which he had never done those. And on one stage, in one hour, in 2003, right down the road in corpus christi texas i know it's a few hours away but right down the road um in one stage one hour he five times his revenues from the previous 12 months from that one stage in one hour in one hour in one hour and so that is since that day like you said we've booked 25 000 stages across

the world we have directly um and we've seen it generate over 100 million dollars in revenues and our big hairy audacious goal big hairy audacious goal is for your listeners we want we have said we're going to have our students on a million stages impacting a billion people by 2027. We set that goal out last year, Rob, at the beginning of 2018. And our students' documented data that we have have already booked 47,000 stages in the last 12 to 15 months since we put that out there. We're surveying our students every single month. And so that's why I care about stages. And we're on a big mission, man, to make sure that your listeners are on digital and physical stages.

So let's say somebody is out there and they have never been on a stage. Maybe they've been on a couple stages. Maybe they've talked in front of five people or they have this dream that they want to. What's the easiest first, second step for someone to, I guess, first off decide what a great stage is for them? Or is it to the point where they just talk in front of anybody until they can start getting those perfect stages? So is it like, what's the first step of figuring out what they should, what stages they should be on? And then just a couple of steps of like how to actually do that. How do they go about doing it? Because that's, it's usually, it's the imposter syndrome of like, why would somebody listen to me? Like before I started this podcast, I thought, why

would somebody listen to me when they can listen to Tony Robbins? Right. And it's like, everybody has the imposter syndrome. So it's like, if someone's out there and they're listening, they're like, I really want to be a speaker. I feel like I've got a message. Like I get messages all day long of like, I want to be a speaker, how to be a speaker and all this, all this stuff. So it's like, I know they're listening. Then I know there's people that want to be speakers and they feel like they have a message. What's the easiest way to start? Yeah. You know, and yet I, we, we see that all the time. So, you know, right now we're helping build out a Dean Graziosi and Tony Robbins speaking team. And so these are hundreds of people applying to be a part of this that are really wanting to

get their message out there. And even in working with some of them, you can see some of them feel like, man, imposter syndrome. And like, why do people want to hear from me? So anybody that feels that way, the first thing I would really get clear on is what's the problem you solve and who do you want to serve? If you can get clear on those two things, like the problem I solve, I help people use stages in a way that they've never used stages in their business to grow their business. Who do I serve? Entrepreneurs, speakers, I mean, you know, business owners, that's who I serve. So when I'm clear with that, I'm clear internally with that, I can now communicate that externally to the people who control the stage. So the first thing that you want to do is get really clear on the problem you solve and who you serve. Once you've got that,

now you've got a little bit of momentum, a little bit of power. Cool, I've got something. Cool, this is my genius. I know how to do this well. There's a lot of people that do what Rob and Pete do, but nobody does it like Rob and Pete do it. Nobody does it the way we do it. And same with your listeners. There's a lot of people that do the same things they do, but everybody has their unique perspective, their own DNA, their own blueprint that they put onto it. And so that's the first thing. The second thing that they want to do is really get a talk crafted one of the biggest misconceptions is that you got to have a different talk all of the time yeah i'm literally

giving a talk tomorrow tomorrow that i created close to three years ago yeah now is it better have i tweaked it have i made it better in those three years sure but i haven't had to change it the core elements and the foundational pieces of an incredible talk, and we can come back to this if you want, but the core pieces are all the same. And so if you can get one signature talk, it will literally become the greatest marketing tool that you have on stages, period, period. So that's the second thing that I would do is that. So now that you've got that problem solved and who you serve, you've got your talk, now it's time to go take to a stage.

And what I like to say is I like to say low stakes. Do low stakes practice. Yeah. And so I'm going to tell you what I did. I got in front of someone I loved and I delivered that talk first. And they told me what they thought about it. Then I got on a webinar, and I delivered it in front of somebody, and I sent it to my coach. And my coach told me, here's what you got to do better.

Then I took it to a few phone calls. Cool. Then I took it to a room of a few dozen people. Not hundreds, but a few dozen. And by the way, there are local meetups and local stages that you can go take. I went and practiced with low stakes. So if you're afraid or you're an introvert or whatever, for whatever reason, or you have imposter syndrome, practice on low stakes stages first before you go high stakes.

And so I practiced on some of these low stakes stages. And sometimes they weren't my ideal stage, but it was the practice and it was the repetition that I put in. And along the way, I was generating business. I couldn't believe it. I wasn't even doing it well. And I was generating business. I had tried blogging and putting out a lot of content and doing a lot of that, those things with no following and no list. And I was just at a point where I had no other income that was in my business at that time. I had kind of cut some ties in the past with past income resources that were coming in my way. And so I had tried a lot of other things that weren't working for me. And I remember the

very first digital stage I got on, it was like $10,000 generated. And I was like game changer. And then I got on my first physical stage with a few dozen people, low stake stages, like 20, 30,000, $40,000 generated. And I'm like, oh my gosh, one online stage, one offline stage. And all of a sudden I've got000 or $50,000 in revenues into my business. You know what that does for an entrepreneur? That's game-changing. You might say, well, that's a ton for a solopreneur. Yeah. Some people might not say, that's not big enough for me. Well, that's cool. We'll talk about here in a minute how big this can get. But it was big enough for me in the moment. And I was with a friend of ours yesterday who said, Pete, one of my podcasts,

I just had a recent guest on one of my podcasts, and he literally can attribute back half a million dollars of business in the last few weeks to that podcast. And so start practicing low stakes on digital and physical stages and get some coaching, get someone to coach you, get someone to help you craft your talk and get someone to give you feedback. That's what I did. And when you begin to do that, now all of a sudden you start getting some confidence and you begin to move up. So that is kind of the process I would take through. How do you win a stage? Rob asked that question and I don't want to go away from that. It's really, really simple. There is a person who controls the stage and they're called the meeting planner. They are the ones who are the CEO, the executive director, the president of whatever. They're the

head honcho. And some people try to go after them. But then they also have their right-hand people or their girlfriends or their wives or their boyfriends or their husbands. They have their, you know, staff. They have all of those people. Those are the indirect people who control the stage. When you can figure out,

it's really easy to figure this out, but when you can figure out who the core person is that control those stages, it is simple. You communicate to them how you can solve a problem for them. When you can clearly communicate that you can solve a problem for them and their community, light bulbs go off in their mind. I have 10,000 hours on the phone with them. I'm talking to two on the way.

We just won a stage in California yesterday. 7,500 people. Sylvester Stallone, Gary Vee, Tony Robbins, I think. I could be wrong. Grant Cardone. No, I don't think it's Tony this time. So Tony's not there. But there's like four or five big speakers there. We want it. We're not getting the phone calls like the rest of those guys. Right. For sure. Like a lot of your people feel like the best kept secrets because they're not getting the phone calls like the rest of those guys. Right, for sure. Like a lot of your people feel like the best kept secrets because they're not getting phone calls to be on podcasts or stages. Neither was I and neither do I most of the time still.

But what did we do really, really well? Whether it's through phone, whether it's through email, whether it's through direct mail, whether it's through social media, or whether it's through video. Those are it's through social media, or whether it's through video, those are the five mediums. Pick one. Just pick one and reach out to the person who controls the stage. And literally, what I want you to do is clearly communicate how you solve a problem. Which is the issue, because most people usually say, this is how great I am, this is my book, this is this. But they don't't say this is what i do for you and your people that's it they're like have you you know

i've got a book no i don't because i mean you're not a new york times best-selling author do you know who you know i i i i like somebody will send me their two-minute video because whether you do this via email social uh video direct mail whatever marketing pieces pieces you use to reach out to them, whatever marketing pieces you use, the key is to solve a problem. So it goes something like this, six part script, first part of the script, I'll give them the script right now. This is one tool I use all the time. Number one, who are you connected with that both of y'all know? If you can get an actual referral or say, hey, so-and-so was talking about you, thatall know. If you can get an actual referral or say, hey, so-and-so was talking about you, that's beautiful. If you can't, go to LinkedIn and

figure out who you're commonly connected to. Number two, you talk about them and what they're doing in this world. Thank you for the great that you're doing in this world. That's the second thing you do. So nowhere is it starting with I yet. yet so about them and you've got to do a little research on them so i when i reached out to michael phelps his mom debbie phelps because i wanted to win her stage of 100 building principals i started talking about all the initiatives that she was doing in the baltimore county school district to make their schools better so it's not copy and paste which was what everybody does no no you gotta be put something into it. Dude, this, I could do this. It would take me about five minutes to do research, two minutes to send a video. I could do about 10 of these an hour. Yeah. But if, if,

if we have this core belief that one stage can change the dynamic of your business, just like every speaker grew my youth group, right? If we believe that core belief that every stage can grow your business is seven to 10 minutes worth it like seven eight minutes maybe on the high end of research per stage two to three minutes of doing the script ten minutes you've just taken something and not made a cookie cutter but make it made it customized and our systems and our processes allow this to be condensed as you've been through that process but the second part of the script is talking about them and the good they're doing. The third part is talking about the problem you can solve for their community. Thank you for what you're doing to make an impact on principals. So you just validated the work that they're doing to serve their community in part two. In part three of

the script, you're now showing how you can solve a problem for that community. It's awesome. And they receive it. Their walls are down because they just recognize that you knew about their community in part two of the script. You're giving social proof that you've solved that problem, part four. This is all done in two minutes when I shoot a video. You've given social proof in part four. Part five, you're talking about some win-win like a win-win hey i would love to know about speaking opportunities and sponsorship opportunities oh yeah because speaking is your

win sponsorships their win for sure so you know you give some type of win-win um other people have said hey i've got a resource that most people want to give you know actually charge for and buy i'd love to give it to all of your people for free. Like it's a resource or something. So you can talk about a win-win and then you have to have a CTA and the CTA goes like this. Would you call to action for people who don't do a whole lot of stuff on the internet? That's right. Call to action. Thank you for that. But the last piece is you've got to, I say, Hey, can we schedule a phone call for five to ten minutes and click on the link below yeah and when you do those six things debbie phelps who had never met me in her life

scheduled a call a week later and booked a speaker that day and that stage generated six figures in business for that client. One stage, one video, one outreach, and that's what can happen. A stage of a hundred, Rob, a hundred people in the crowd and 20 or 30 of them buying a five or $10,000 program. That's the power of a stage. And so that's the process right there in kind of a nutshell that I would go through. Cool. Do this real quick. Slide this over just a little bit. Just want to make sure you're not blocking the camera.

Like this? That way. There you go. Perfect. Okay. I just want to make sure you're good. See good? Cool.

So the one thing that I want to talk about though with that is that I'll be honest with you. So this is actually something that happened last year. So, uh, last year, earlier this year, it happened where I saw a poster that went up online. I think it was Grant Cardone that probably put it up and it was all of his speakers that were going to be at his, his 10 X conference of 30,000 people, whatever it was. Right. And this is why I want to talk about this. Cause it, you're like, this actually works because, because there was like Jesse Itzler and his wife, both of them are billionaires. And there's all these people on stage. I'm like, yeah, I know

them. I know them. I do know Pete, but I don't think anybody else knows Pete. I was like, how the hell did Pete get on the 10X stage? But not only did you go on the 10X stage, you're also, you know, the very first person that was invited back to go next year because of how well you did. So how, like this whole process works. like you're not just saying stuff like this, this whole thing works. And I've also heard what's cool about is I heard the 45 minute audio at your event that I was at of a lady who got on the phone with you thinking that you were trying to be like, you were like trying to book somebody, but you're also opening the door of maybe we'll do sponsorship. And then, so she started talking about sponsorship saying that there were no more spots open or anything like that.

And after you literally told her that your grandma lived in the same town or in the same area or something, you made that connection, the one-on-one connection. Like you're saying the barrier goes down of like, oh, I feel like I know this person, right? Like this stuff actually works. This is humans that you're dealing with. And I think that's the issue that people don't really understand is that they copy and paste, they copy and paste. Like if I told you how many emails I get that are copy and paste of why they should be on my show, right? And I'm like, you sent this to everybody else, right?

And so the cool thing about you is that you personalize everything. And you also not just send an email, but you also send a thing when you said most people don't understand it, a thing called a bomb bomb, which is a video in an email, which sets you apart from everybody else as well. So you're sending something that's different, a video that's inside of an email. You're paying attention to the person, which is all anybody cares about is, you know,

when you're trying to sell somebody or when you're trying to date somebody or whatever it is, it's always what's in it for me. That's what all people care about. But then you're trying to tie it into like how I can serve you and everybody else. And here's what makes me different. That's the difference of what you're trying to tie it into like how I can serve you and everybody else. And here's what makes me different, right? That's the difference of what you're doing versus in what you teach versus what everybody else seems to do completely. And in the, in the fact that I know

that this one show that we're on right here, people listening right now, you being on this one show could completely change your career. I know lots of podcasters, including Rob, who they call it this podcasting effect. That after somebody's on their show, they see their business go up significantly. Like half a million dollars from the one guy on one podcast? That's game changer. That's crazy. That's completely game changer.

So what did that guy have to have? That guy had to have a good talk. That guy had to have a good stage, which obviously did. And that guy had to have a product suite that people could go deeper with him. Those three things are what we live, breathe, teach, and eat. That's all we live, breathe, teach, and eat are those three things. And just going back to your story, I think it's really, really important. I don't want your listeners to miss this.

Like they're looking at me, and a lot of them, this is the first time they've ever seen me heard of me anything jesse itzler sarah blakely damon john john maxwell ryan dice russell brunson um snoop dog snoop dog too little john yeah grant cardone yeah elena cardone ty lopez like they get the point yeah we're around the stadium that weekend my wife me and my team and here's what we hear all weekend long and i had this huge aha for my presentation because of this they're people looking and they the question we kept hearing is who's this guy in the bottom right hand corner who's this guy but let me tell your audience who this guy is this guy is the one out of all the speakers who did not get a phone call to be on that stage all of the other speakers just got a phone call probably from grant personally and said

hey do you want to be on my stage right yeah i want to be on your stage awesome here's the deals let's go i was the one guy i represent the masses out there that are watching this right now. I represent your entire listener base. I had to reach out to them. The script I just gave is exactly how I reached out to them. And not to Grant, because I knew Grant was never going to watch it. There's no way. To Jared.

Jared got that script. That script led to a one-on-one meeting in Grant's office. And that one-on-one meeting, Grant looked over at Jared and said, this guy should be on our stage. This guy should be on our stage. This guy who knew, but nobody knew. And so at the end of the presentation at 10x stages this year at 10x excuse me 10x uh growthcon my very last presentation was when you saw when you went to the website i said you saw all 12 of these people and you did what everybody else in here so don't feel bad and then i put a square around my box real big red and said who is this guy the audience cracked

up this is at the end of my presentation right i said this guy is the guy that is representation of all of you it's the guy that you didn't know it's the guy who didn't get the phone call to be on this stage and i represent all of you because it's also the guy that just taught you what to do to get on this type of stage. Exact playbook. It's exactly what I've taught your people here today. And that day, we saw 1,000 people become customers of ours. A multiple seven-figure stage. It's one of the biggest stages of anybody in the history

that have ever been generated in one hour. It's one of the biggest stages of anybody in the history that have ever been generated in one hour. It's crazy. One of the biggest ever. I don't know where it ranks. I know that another gentleman said he did 3.2. He did do 3.2. A good friend of mine, Russell Brunson, did 3.2 the year before and says it was the biggest

stage ever in history, the biggest hour presentation. Well, if 3.2 is the biggest, a couple million dollars is right up there. Pretty close. But it was a guy that nobody knew. Right. For sure. With the system that works to build their business, Rob. Yeah. Yeah. It's good because the thing that people don't realize is you didn't start off as good as you are, right? Like i was terrible about my very first talk if you want me to be honest my very first talk was halloween of 2006 in cutco my very first talk and because the fact it was halloween i was uh wearing a penguin outfit and i gave a talk of why penguins should stick together like how they always bunch together it was the corniest talk

it's i don't even know i'm like kind of embarrassed i'm saying it right now to be honest with you of why penguins should stick together, like how they always bunch together. It was the corniest talk. I don't even know. I'm like kind of embarrassed I'm saying it right now to be honest with you. And how as a team, we should all team together because we had some sort of sales competition that's coming up, right? It was terrible. And I was like, I don't know if I ever want to do that again.

Like it was just that bad. But then I started doing it a little bit more and a little bit more and a little bit more. And I started getting more comfortable. I was super uncomfortable in the beginning. And one thing that you said, as far as like with practice of this person, this person, this person, if somebody really like is so nervous that they don't want to talk in front of someone that they know and love or whatever it is, because they feel like they might be judged. You can literally

talk in front of your phone and record it and watch it and go, okay, I don't like that. Okay. Yeah. I don't like that. Okay. No, I don't like that either. Like one thing. And then what you can do is like you said, you get a coach that starts to show you how to be a little bit better you can get a group of people that show you how to be a little bit better whatever it is in cutco what we used to do when it started really like diving into how good of a public speaker you are is we would get on stage and we would speak in front of the entire group of people who are management candidates they were trying to become managers and every time you would say um, or the entire crowd would go, um, so you'd know the second that you were saying filler words, the second, then it was like right away. So it was like bootcamp to get better at it. But if I would've gone straight into that,

it probably would've been a little bit scary. But if someone's just like, you know what? I have this feeling that maybe I have a message I want to give to people, right? Like the thing that people don't realize is that your message will completely connect to people in way different ways than you think. Like I have a story that I tell about my dad. He was an alcoholic father who passed away. And I go through the process of that. Every single time I give a talk, someone comes up to me and says, I connected so much with your talk with your father. You know, my mom was abusive, but it could be something completely like their parent might not have been alcoholic. Their parent might still be alive but it was just the the connection of oh yeah me too is the way they feel so everyone's got a unique story that could connect with people

and change their lives and if they feel like they want to start getting it out there they can literally you know take the lesson that you just said exactly how to build it put a little talk together practice for five minutes, record it and be like, okay, I could probably get better. What do I like? What do I not like? And then they can go to somebody else. So it's like super low barrier to entry. Then you can go to somebody else and actually speak in front of them. Yes. So it's like, it's not, nobody's born a great speaker. And to be honest with you, even the greatest speakers still say that they get super nervous before they go on stages. Like I bet you were probably pretty damn nervous before you got in front of 30,000 people. Yeah, of course, man, I was freaking sweating. Like I was sweating everywhere. I was behind the thing and like

behind the stage and they had this wall pop up and all this like fire and smoke and all of that. I'm walking out and I'm feeling like this heat and I'm already feeling like heat, like, oh my gosh. And I look up and i'm like oh my gosh don't do this don't do what you said you wouldn't do because my my my my my rhythm is to find someone on the left the middle and the right and connect with them the entire time and although i'm what makes this so easy is it's just you and me right and a lot of the times what we make speaking so much more is one we're in our head and we're thinking about ourselves instead of them yeah when we start thinking about them and how we can transform them it becomes so much different like it shifts this

energy and then the second thing i do is i find somebody and i remember the three people to this day that i looked at and i don't think there's any irony that all three of them are became customers that day too because I was just having a one-on-one conversation but when I looked up I was like oh my gosh don't speak too fast because they're in a stadium there's echoing too yeah there can be some echoing and it wasn't I mean it can be bad right or and it was just a normal echo so you just need to learn how to speak and I actually learned from Jesse Itzler the day before how to do that well. So I was nervous and excited. But yeah, man, everybody gets nervous. And so tomorrow I'll be in front of 700 people. I'll be nervous.

A couple of days ago, I was in front of 150 people. I still get nervous, but I go through the same routine and I treat those people as though it was 20,000 people. It doesn't matter how many people are in there. You show up for them and they know that you're thinking about them. You'll knock it out of the park and you'll really grow your business. It's awesome. Yeah, that's actually, I've never thought about that. Literally, I always look at everybody, but if you get nervous, you can literally just concentrate on three people versus looking at everybody that's in the crowd. That's exactly right. And I,

I will pick the person who has the like best body language. That's smiling. I was like, where's he going with this body language? Like they're smiling. They're leaning in. They're nodding. Like that's who you want to connect with. Cause that energy feeds off to you.

For sure. And then when I see them afterwards, I actually, almost every single time you will, if you followed me with a camera you would see that when i meet those people because i tend to meet them because they feel connected to me for sure i tell them the reason you i was looking at you so much is because of your your body language and your positive energy that you put off was amazing so thank you for that

and they're like oh thank you i didn't even know that i'm like well that's. And they're like, Oh, thank you. I didn't even know that. I'm like, well, that's, and then they're most of the times become customers too, which is crazy. But that's talk as though you're having a conversation with someone just like you and I are doing here. Yeah. Yeah. You're not thinking you're talking, you're thinking about me and you talk, you're not thinking about that. This is going to go out to tens of thousands of people right now at all. Right. At all. And that's, what's cool. Like this actually, now that I think about this stage is actually bigger than that stage. Completely. The completely cool thing is it's just me and you that are just having a conversation that's exactly right yeah that's awesome well so let's do this so there's a lot of people i know that want to be speakers they want to they want to figure out a

way to start doing this and you've systematized it you've been able to teach it you've been able to have you know you said you've personally booked your your company 25 000 stages but you said 47 000 is what your students have booked in the past year right so we booked our company we booked our our when we work for like rachel's challenge and some of those organizations for 13 years we did all of the booking in-house and we booked 25 000 stages for our clients and then we couldn't take on clients one-on-one because the most that we could do is a handful of clients at a time. So we said, how do we build something that can serve the masses all across the world? And that program in a year and a half, just shy of a year and a half,

has already almost two times what took us 13 years to do because we're empowering your people to say, here are the resources that will allow you to do the same thing. And so what took us 13 years to do because we're empowering your people to say, here are the resources that will allow you to do the same thing. And so what took us 13 years to hit 25,000, just over a year's period, we've 2x that. Crazy. Yeah. So before we wrap up, I want to, I know, I just popped into my head. There's someone that's out there that owns a brick and mortar business, or they own a traditional style business and they're listening to this and they're going, that's cool, but I'm not a motivational speaker. I sell widgets, whatever it is that they do. How, if you're trying to tell that person of maybe people

that you've worked with, maybe clients you've had, maybe people have worked with you. How can that person go on a stage and still make money? How does that impact their business? Yeah. So 80% of the people we work with aren't motivational speakers, maybe even 90%. What I believe is I think about Molly Grubb, who's a financial advisor, brick and mortar business. You'd never think that stages would be huge for someone like that. Exactly. Yeah. And now all of a sudden, instead of trying to get people to come to some dinner that might or might not work with the right people in the room, which, by the way, is very powerful ways having your own events. But you don't know.

You don't always can't rely on the quality of who will be there for sure. I said to Molly, why not go out and speak to doctors, lawyers, business owners, attorneys, because they come together every single month in your community. And Molly, why not go speak to them and get in front of them? And the light bulb went off. And last time I chatted with Molly, she was booking one to two stages a week in her local market. She said the campaign that we created was like taking candy from a baby, how easy it was to win stages. But now she's in front of her ideal clients all the time in her local market that can become clients of her financial advisor practice leading with value leading with content right but

ultimately people seeing her genius and all of a sudden saying i want to work with her so it doesn't matter like a small business owner the majority of small business owners are brick and mortar aren't using stages correctly and like like I saw, I think of the guy who was like, Oh my God, there is this phenomenal, like, um, like a mother's group.

There was like a mother's group in his local community that like, they all got behind, like mothers that all like kind of had a rhythm and created a community in a Facebook community in a local city. And all of a sudden he goes and speaks on that Facebook page. There's no way he could have ever reached that many, um, mothers around something that he did that Facebook page, there's no way he could have ever reached that many mothers around something that he did that was perfectly suited for parents and moms. It's like a Facebook group

that's dedicated to a community. And now he's kind of the go-to person in that community for just finding that Facebook group of mothers. And nobody probably knows that Facebook group even exists because they're just there for community, but now they're providing some content to their community. So it's like brick and mortar, small business, entrepreneur, nonprofit, professional speaker. It does not matter spoken none, a little bit or a lot. Our system absolutely works for you. It's awesome. So if someone wants to learn more, how do they get some more information? I know you have an event that's coming up, an online event that's coming up.

Yeah, we have a workshop and I know that you're really excited about that. We do a workshop. It's, you know, in the past, we've charged a couple of thousand dollars for this workshop. And now we've made a decision to do it one time a year for free.

And so we do it one time a year for free. And so we've got a workshop coming up literally around the time of us shooting this. And in over the course of seven to 10 days, we're going to help them build their talk. We're going to help them win their first stage. And we're going to help them build their out their first product or their next product. Those three things is what the workshop is dedicated to doing. Getting them to overcome that fear or get clear

on that message and build that talk when their first digital or physical stage their first dream stage and make sure that they have a product suite ready to go so that when they're on that stage things come from it so that's it's called the why stages workshop i think you have a special domain that they can go to learnthestage.com i think is the place they can go for that one right learnthestage.com so if you go to learntostage.com you can register for the workshop for free we only do this one time a year like it's it's over the period of these seven to ten days um you know kicking off um here shortly on on october 24th and so we do it once a year so if you're listening to this past that timeframe, you know, if, when it, when it opens in a year's time period, we can make you and notify you. But

if you're in that period right now, make sure you go to learn the stage.com and register for that workshop. It's awesome. Good stuff, man. Well, I appreciate you for being here. This is great. You actually flew into town somewhat just to be on this podcast because you know i was about to leave which is awesome yeah and then we had a great dinner last night too dude great dinner and like listen it's like this is the last thing that i'd want your people to know that at 10x this year um i'm sitting in the audience and i just made my offer and i'm seeing these booths like people going to these booths to buy one of our programs. And I close with a story.

And I talked about how 10 years ago, I got a call from my dad in West Texas. And my dad, or no, it's closer to 15 years ago. My dad said, I'm pregnant. He was 49. My stepmom was 48. He's having a kiddo before my wife. And my wife and I have always struggled to have kids. And so we've adopted.

But we hadn't adopted at that point. And so I'm kind of a little jealous that my 49 year old dad's about to have a kid. And so we go back to West Texas to meet my little brother JT for the first time. And I remember, um, seeing something different that weekend. I remember my dad holding JT different, looking at him different, loving on him different. And we met him that weekend. My wife and I knew something was happening. And then when he took us to the car to say goodbye to us, because we were driving back to Colorado, he pulled me to the driver's side. He looked me in my eyes and he said, I want you to know you'll always be my little boy, but I feel like JT is my second chance to do things right. He asked me in that letter that he wrote me when he apologized to me, he asked me for a second chance with me. It's funny how he got a second chance in real life form with another brother.

And now today, my dad is the greatest father and the greatest grandfather to my kids. He's asked for forgiveness. And he's now walking that out in their lives, my kids' lives. And it's beautiful. And that would have never happened had he not heard somebody's message on a stage. And the first time he ever heard me speak, and they put him on the Jumbotron, was at 10X Stages. Very first time he ever heard me tell our story. And it moved him really, really deeply because it's a powerful story of reconciliation and forgiveness that

was created as a result of a stage. And so that's why I want your listeners on stages, Rob. And what's crazy is if you think about that, man, is one stage not only changed your life, changed your dad's life, changed your little brother's life who's now born, but it also changed 47,000 plus 25,000 stages and all of the people on those stages as well. Because one dude named Daryl said something that changed somebody's life. So it's like people think that they wouldn't make a huge impact. Daryl might think that he's not making a huge impact by speaking in front of a bunch of kids, right? For the youth group that you had, but literally hundreds of thousands, if not millions

of lives have been changed from one talk. One talk, one stage. Crazy. And that's the power that all of your listeners have. So I'm excited, man, for them to go and be a part of this workshop. I'm excited too. Cool, man. Good to have you. Thanks, man. Appreciate it. Well, everybody, that is today's episode. If you love this episode, please share it with someone that you know and someone that you love as well. And if you want to learn more about what Pete does, like I said, if you want to get his four part free video series of how to actually find the stages to get on, how to reach out to the people who run the stages, and how to get money off these stages and grow your business, all you have to do is go to learnthestage.com. You can get that four-part video series. And then I know if you want to

mark your calendar that Sunday, November 3rd, he's going to be doing a one-time only webinar, which is a live cast where he's going to be doing a one-time only webinar, which is a live cast where he's going to be doing question answers. And he's also going to be teaching you his system, his proprietary system as well to help you get on more stages and to help you grow your business, whether you want to be a speaker or if you have a brick and mortar business and you're trying to grow your business as a brick and mortar business as well. Stages, as you can hear, is one of the best ways to do it. So if you're interested, go to learnthestage.com, join in there, get the free information from the free videos, and then join in on the free webinar. I guarantee you it'll be mind-blowing. Every time

I've done a session of anything with this guy, he blows my mind. And he just knows so many secrets of how to get on stages and how to reach out to the meeting planners and how to actually present yourself above everybody else who could possibly be reaching out as well. So go to learnthestage.com and I'm going to leave you the same way I leave you every single episode, make it your mission, make someone else's day better. I appreciate you and I hope that you have an amazing day.