TC 017 : Brad Spencer – Networking Hacks to Get & Close More Deals

Table of Contents

Table of Contents

Brad Spencer has brokered over 40 webinars in just the past few months totaling over $500,000 in sales.

He takes us through his webinar brokering process, the networking systems he’s set up and how to be a ‘productive’ networker.

YouTube video

Make sure to check out Brad’s Cheat which covers:

  • Specific Deal Flow Target
  • Simplicity and Duplication with webinars
  • Making People Offers They Can’t Refuse- aka “The Godfather Effect”
  • Networking Systems
  • JV Campaign Quick Fixes
  • Spice Up Your Offers To JVs

[green-download-area]FREE Bonus: Brad’s Cheat Sheet[/green-download-area]

We’ve Provided the Transcription Directly Below

[showhide type=”pressrelease” more_text=”Show Transcription (%s More Words)” less_text=”Hide Transcription(%s Less Words)” hidden=”yes”]

Interview with Brad Spencer

Sweeney: Hey guys! Sweeney here with another episode of the TriggerCast. Today we have on Brad Spencer. Brad Spencer has done business development in the past for multiple different companies and set up multiple different deals. As of late, he has brought his focus and his attention to webinar brokering. On the past few months, he has brokered over 40 webinars that done around $500,000 in the general internet marketing in online business space. Thanks a lot for coming on today.

Brad: Absolutely! Thanks for having me. I’m excited! I have a lot of good stuff to share for anybody.

Spencer: Just to get people an idea a few of the different things, we’re going to go over Webinar Brokering. We’re going to talk about networking in general. Any business you might have, how you can work with other people and how to build those relationships. We’re also going to talk about joint ventures, so think like affiliates. How to get affiliates to promote your product, promote your software, how to have affiliate page, how to set up contest that will do well. We will also talk about a few productivity hacks that Brad has as well.

Brad: Rock and roll man!

Sweeney: Alright! So let’s start of. Like I said, you’ve been really focused on webinar brokering. Can you give us a little bit of what you do?

Brad: Absolutely! Most of what I do now is webinar brokering. I also partnered with Josh Zamora on SEO related products. I have the launch side and the webinar side. Most of my businesses are actually webinars because I really enjoy putting those deals, all the back side of launches and things to that nature. I call the 3-5 deals a month thing. I do it for about 3-5 clients which is like optimum number in terms of diverse new income as well as getting enough deals. Scheduling being one it is. Some months there are a lot of deals. Sometimes not as many more like 2 or 3. Depending on who is doing what. Mostly what I do for the webinar space is actually a little bit different than most of the people that like to call me “JV Broker”. One of the tasks that I do is I spend a lot of things putting together. Can I get people together? Putting things together that people don’t know it exist. I’ve got a lot of what they called pocket listing in the real estate space. When people come around they’re like, do you know anyone who do this? I’m that guy that people reach out to and say, I’ve got something. I don’t really know who to connect with. Are you interested in doing that or brokering deals? This morning we broker a closed deal. We put together couple of webinars this morning, some integration deals. There’s a little bit of everything on any given day. The more people I talk to, the more time to come with the bat, the more you can swing in and hitting out the park. It’s like my difference. I look at brokering as just a relationship builder. It’s a foot in the door thing for me for future deals whether it’s launches, buy outs, integration deals. I’ve put one of my clients software into like an API level into someone else’s software. That’s where I start out with brokering. Some look at a little bit longer term. I’m also looking for some really profitable deals. I make everything really clean and organized. It’s a little bit different than most JV brokers, going out talking to million people hoping 5 or 10 of them promote.

Sweeney: You focused more on the relationship building and then if there’s a deal you make things work if you can make them work.

Brad: Right! I make deals happen. I talk anywhere from 5-15 people every single day. I follow up on systems like Facebook and all different stuff. We’ll talk about that later. Basically, where I come in is I don’t have many offers that are under $500 in this space. That’s about mid ticket that people consider mid ticket. I tried to go up with the high end premium. That way I can focus on fewer deals that I actually have. More people at the higher level, so I need fewer deals to make the same amount of money. I also get to work with people who are more organized, show up on time and that sort of thing. That’s where I focus on more on the premium and elite level whereas a lot of people are doing $9.95 and stuff like that.

Sweeney: Now, you have a thing here that you mentioned as far as the webinars and what you try to do with the webinars.

Brad: Right! Simplicity and duplication are everything. I used to do all in a notebook. As I scaled out I had to find some technology that helped me. I like to keep everything really simple when it comes to webinars like check the box. This morning I set up a deal and I programmed everything for the webinar and shut the pieces off to the web. Got the swipes, edited from the email person. All these stuff are checked in the box. That’s what I’m trying to do. Most of my clients are extremely busy. They have staff or outsource workers at the minimum. They want things to be easy. I come in as magnifier. A lot of people that I worked with are very good at JV stuff. That’s actually one of my rules. I don’t work with anyone who can’t get their own deals themselves. It sounds a little bit intuitive but what it actually means is they appreciate my work because they know how much  time it takes and how much this phone call, rescheduling this and all that stuff. They have the entire operation to manage. I only do this one thing.

Sweeney: They have experience with JVs. They know a little bit more what to expect. Their business I would say is set up more in a way that you can come in and do your thing. If you’re starting with someone who’s never done this kind of stuff before, you’re just doing the foundation level stuff which is beneath you.

Brad: Yes, it’s important. I have that stuff systemized out. For one of my clients, I have I think it’s 11 steps from yes I want to do a webinar with this client. This is the stuff that I need to get done in the middle to give him the one piece that he needs to do. Also, one of the reason why I don’t have that piece in my own thing because he has a customized WordPress theme. He has to do things a little bit different because he wants to look a certain way, I guess. Otherwise, in the normal scenario I would have all of that covered. I duplicate and all the way down. I changed things in the shopping cart and all that stuff. The reason why I do that is because if I control it, I can come in and say I take 10% of the gross. After everything is all set and done, it’s about 3 and a half times investment for them. Basically, I have someone out there shopping high quality, high converting offers to affiliates every single day. They give up 10% but they gain and it’s basically free money for them. All of a sudden, $10,000 $15,000 in profit just clapped in my lap and I go and invest in something else. I didn’t have to do anything on it. That’s the deal that I like to run. Everything for me is about simple as possible and duplicate it over and over. I’ll go out everyday and talk to so many people. I’ve got follow up stuffs that help me. It’s really magnified and I can leverage my own time. Everything is down to standardized material like on the JV page for a webinar for example. I make them a page that has replay, bullet point document like all the angles that they can take in the presentation of what’s in the product, swipe files for affiliates so they can get an idea on how to position it. Review copy which I keep private and conversion data. All that stuff are standardized before I ever go up and shout something. I can basically go out there every single time, talk to a whole bunch of people and about half of them replied, 1 or 2 follow ups. Few people, I know the’ve seen it and they come back a month later. I’ve got this project that I’m working. I know you hit me up about that deal. It’s already the chance that we can back end. Because I’m more organized, I could be that bridge between a busy product launch and then the busy vendor that I worked. I could be that guy that’s the intermediary and deal with everybody that wants communication and save everybody a lot of time. That’s why I standardized everything. I basically have my way of pitching people and getting everybody to say yes. It’s a very simple process but it works. It works at the level that I like and the people that I like want duplication and they want simplification. They don’t want it to be harder. If they wanted it to be harder they just do it themselves. The reason to bring me on is because I can magnify the process that they may or may not have in house with maybe an internal affiliate or someone like that. I do some affiliate management work but a lot of what I’m actually doing is outside, actively generating leads for webinars. I’m not just getting people what they need and shuffling paperwork like an in house person might be. I’m actually out there talking to 5-15 people every single day. It usually brings things up. All that stuff working 24/7 for me in the marketplace.

Sweeney: Let’s talk about this Godfathered thing. The godfather technique.

Brad: Yes, I do that. I love it! One of the few people that likes of the Godfather, basically my favorite scene in the Godfather’s when he says he will make an offer that they can’t refuse. I love it. When I saw it for the first time years ago, I was like that’s what I want to be in business. This is what I’m like in college. I remember that moment like there’s a light bulb, that’s where it’s at. Basically, when I go in, I do couple of things in this area. I expect people to say yes to me. One of them; my homework too, I only approach people that I know have an audience for that specific type of offer. Most of them are people I’ve done business with in the past. That’s very strategic for me to go after those low hanging. I also go out and reach new people but those are all secondary. My primary is always warm market. Whenever I get a new deal, whenever I pick up something new, I always go to my core group of people. I say something like I’ve got something new. This is what’s converting. We only have 2 people hit it. I wanted to give it to you first, are you interested? So, I’m hitting on couple of emotions there that are very powerful when you do what I do. One, it’s greed because they wanted first. They know that there’s crossed over. If they give early on, they’re going to have a lot better shot in making a ton of money. Then, I’m implying that I value because of giving it to them first. I have a list of about 5 or 10 people in my core file that I’ll hit. That’s easily 3-5 deals right off the bat whenever I pick up something new in my focus area which is mostly SEO, Facebook, funnels and outsourcing. Those are the 3 products I try to concentrate on. Basically, what ends up happening is that I can come in and this makes me look good from my client. It also makes me look good in front of my affiliates, I can go in and say. “Hey, Bob Jones, I got this really awesome thing. This is what’s converting. Here’s the stats. Here’s the page. Everything I’ve got that  I want to put in place with the standard documentation that I mentioned a minute ago. All these is very cookie cutter to the point of them is being boring. When I go to my client I say, I just pick this thing up about 2 weeks ago and I’ve got these 3 deals on a board. It’s all by design. It’s all positioning. That’s the thing about the godfather. It’s really powerful. You can take it to another example. This is what I used when I’m doing the product launch, my partner Josh was really surprised because I was able to get 4 or 5 affiliates to mail their JV list for our offer. That was the coolest thing in the world at that time. I told him, it’s really quite simple. This person integrates here in our funnel. This person is our back end webinar. This person is someone I worked with daily. This person over here is one of my best friends that I’ve talked to every week. At the end of the day, all these people have invested interest at some level because they make money with me to make me more money. This is like where I designed things. That’s really what it comes down to like if I make money, you make money. If you make money, I make money. There’s never a conflict. At the end of the day, being friends is great. Having a strong relationship is great. If you can integrate their money with your money and basically time together, you’re going to have hundred times more results, getting people to do what you want. If you know that we do a deal together, the more money I make the more money you’re going to make. You can do everything you can to make me as much money as possible.

Sweeney: Exactly! The what’s in for me become very strong.

Brad: It comes extremely strong. Then you throw on the fact that I have a great reputation. I’m honest to people. I show all that good stuff. At the end of the day, it all lines together. Each of those things magnifies something else which makes the relationship become stronger. I become the reliable strong affiliate guy, connect to a person, whatever you want to call it. Then all of a sudden that’s where my money gets a lot easier to make. I always win and that’s why because it is. I know how to make people an offer they can’t refuse. People don’t see it coming either. All of a sudden they wake up and they’re like every time I work with Brad this is what happens. It’s like by design, I want people to promote my stuff and I want to work with the same core group of people. I just make them an offer they can’t refuse. I said earlier, I talked to 5-15 people, that’s the reason. I’m finding what product you’ve got coming up. I keep that in the back of my mind. They have like a little file. I know their JV pages. I know what they’re doing on the calendar. I know what they post about on Facebook. I’ve got everything going on so whenever I want to come in, I’ve got 50 angles of approach depending on what I want to accomplish and interaction with that person. I need to be tough guy. All those little things add up. I can think back to almost all my core group of people where they’ve been like, “Wow no ones ever done that for me before”. They’re on my pocket forever. We work together on a regular one deal kind of thing. That’s where the godfather effect. I basically make people’s offer they can’t refuse. I know how people wanted to do business. I keep those people and find more of them. I just basically make an offer they can’t refuse. It’s that simple.

Sweeney: I see here too on the notes a little bit you said, if you are getting a lot of No’s to your pitches then you’re targeting people or you’re not explaining things in a way that appeals to them.

Brad: Exactly! The other thing about that and I forgot it the notes that I made for you is I also pre supposed the Yes. What that basically means is I expect a yes before I go into any interaction. I think it was in the book, Pitch Anything by Oren Klaff which is one of the best books for just pitching anything. It really is pitching anything because it’s sales, it’s persuasion, it’s interviewing. He talks a lot. The entire is about controlling the frame. One of the things when you control the frame is that I expect the Yes because I’ve done my homework. I know exactly what you’ve got coming on. I don’t get told No very often. Most of the time I get is Not Right Now. I might get 5-10% of people actually saying no. That’s usually when I realized I made a mistake or do any research on something or I was misinformed about their product and it wasn’t actually a fit. I made a mistake. Most of the time, 90% is Yes or Not Right Now or I’ll Get Back to You. That’s the thing. When you get told No, a lot of people are afraid. That’s a big issue in our space when you do what I do. I don’t have any fear projection. I used to ask many people as I do now. I just don’t care anymore. I know 90% of the time they’re going to say Yes or Not Right Now. I just follow up with them 2 weeks now or 3 weeks. I just have to keep them on my radar and then go back from there. I’m pre supposed any Yes. I expect you to say Yes. I’ll give you a great example so you can take away something. When I pitch a deal, I don’t say would you like to promote for one of the variables or whatever words you use. I always say, what is it going to take to get this on the board in the next 60 days. I do my little shut up. I create a little bit of an awkward vacuum for them to fill. Most people can’t stand the vacuum. It gives some time to process. Here’s the thing. Here’s the secret too. I know most guys don’t have their calendar plan like exactly past 30 days. No matter what, if they’re the most disorganized guy and they’re shooting from the hip. They will say I got something 3 weeks from now. If they are most organized they will be like, yes let’s do that. They will host the webinar. They will do the replays for 3 days after that. They’re planning their next 30 days black out. I know that 99% of guys are not planned out past 60 days. I’m asking them a question so that they can’t give the excuse of being busy. I asked them embedded questions that I know most of the time they’re going to have specific answer. If you notice what it’s going to take they can’t say Yes or No. It’s not a Yes or No question. I don’t believe in Yes or No because that’s too simple. So, now tell me what it takes. This is also a good negotiating tactics. What is it going to take to get the deal closed at $165, let’s say you’re in real estate or something like that. What is it going to take to get you partnered with me on the next launch? They will tell you everything that they want. You might now always agree. Oftentimes, the stuff that they actually want is that you would ever been like, “Oh that’s what you want?” I’m still to the state blow away to some of the things that people actually want. They say, can you move your date back 2 weeks from there? I’m a little bit busy right there because they’re on a vacation. Sure man, no problem. Let’s get it at the end month. If it’s that simple, you have to pre suppose a Yes and you have to ask them questions and you have to give them an action that you want. What it’s going to take? You’re going to tell me every single time. 99 times of a 100, I got exactly what I want for that reason. I’ve done my homework. I spend a lot of  time paying attention and researching people and things like that. That’s the Godfather effect. It’s really powerful stuff. Anyone can use it no matter what you do. It’s just human nature.

Sweeney: How did you get to that point where your fear of rejection really isn’t there anymore? You’re not afraid at people saying No to you.

Brad: First, it’s not personal. Second, don’t get me wrong like I still get nervous around certain people. I’m not superman here or I’m not at what I do but there are still people that get me a little bit like I have to be more prepared for this guy than normal especially when I don’t have so much background information on that like cold introduction or referral and I haven’t had a chance to do that. So with that being said, I do get a little bit scared every once in a while especially when I’m not prepared. What it really comes down to is it’s not personal. It’s not about you. It’s about the deal. The deal is wrong. The deal is not right. Most people are afraid because when they get a No, the brain doesn’t like being rejected. It takes personal on the brain unless you’re really trained. This does take a lot of efforts over the years. You have to basically separate yourself from the deal and yourself. They’re not saying no to you. They’re not saying you’re bad or you’re a jerk. All those things on the unconscious mind believes when someone says they don’t like it. I’ll give you an example. Try this out. When you’re talking to someone and someone says something that you think is totally whack, like holy crap that just come out from his mouth. Most people immediately say something to the effects of, I disagree. I think you’re an idiot. This is a little NLP thing. I’m not really big in the NLP myself but this one is very useful. I can say, “Hey Sweeney, I agree that you said XYZ thing that I thought was whack. I would blah, blah, blah.” Instead of saying, “I disagree with you Sweeney”. That’s the stupid that I ever heard where your brain automatically says he disagrees me. If I say I agree, try this out. Just watch people how people react. You know that they’re liking what you’re saying and they’ll lean in and try to hear you more. They like the fact that you agree with them even though you completely disagree with them because of what you added after that. Things like but, or, or something like that, those are not like those things. You want to say and because it’s an inclusion word. People want to be exempted. Another thing is that a lot of people are afraid. Whenever I go to negotiation, I assume  the other guy is more afraid than me. He’s afraid that I would try to whistle in. He’s afraid that I’m going to try to talk bad about him. I come in and say we both need money on the table. Let’s figure this out. What do you need to get this done? I let him dictate the terms that I say, “I agree that those are what you want. How about this? How about if I give you this and that then here’s what I need to get this done so I could pitch this to my client. Does that sound good to you?” I’m leaving him to the direction that he wants to go. That’s where I come in when it comes to fear is I know for a fact that  most of the time, I more research about than he is about me. I’m not afraid because I have the information advantage. I really don’t care. I do get afraid at some people especially if I don’t know them very well or I haven’t  had the chance to meet them. That’s the thing. You can’t be afraid because it’s not about you. It’s about the deal. It’s never ever, ever about you. People negotiate, do business that they like but end of the day it’s about the deal. You come in well researched and organized and got your craft together. You come to the negotiation table. You got to be fine. The other thing too is I believe to what I sell. I’m not selling junk. I’m not getting someone to promote junk. I believe in what I do. The numbers don’t lie. A lot of it are referral based. When someone already told you, you need to run this, how much work do I actually have to do?

Sweeney: It sounds like, #1 it’s not personal. It’s about the deal. If they’re rejecting the deal, they are rejecting you. You don’t need to take it personally. #2, figure out what you need to feel confident. In your case, it’s having the information advantage. What information do you need about the person that you feel comfortable, doing this and going ahead with it. #3 is the confidence. If you believe in your product and you believe in what you’re doing then it should be pretty easy.

Brad: Exactly!

Sweeney: So you have detailed networking systems. Obviously, you’ve talked to a lot of people all the time. I’m interested to hear. How do you do it? Is it lots of emails? Is it phone calls? How do you go about this process?

Brad: I do a lot of stuff so I give you the basics of what I do. I believe in 80% of warm markets. Most of what I do is 80% warm market and I work with new people a little bit every month because they’re not proven. They don’t get to be my primary focus until they prove that they’re worthy of that. It starts out with post a lot of stuff on Facebook. Facebook is an ungodly powerful sorting mechanism for deals and leads and everything. Whatever business you’re in, Facebook is your brand when it comes to posting and knowing how people are to react. Think of it this way. If you want to talk something about your family, your dog, getting married or having a baby, Facebook magnifies all of it. That’s the core ideas. You want to be social. I don’t like specifically talking numbers mostly because they’re client number and that’s uncomfortable describing affairs. I will say generalities over $500,000, over $250,000. I also get a lot of people speak for me because that’s the best social proof. So, anytime on Facebook I post something. I have an assistant and I use few other technologies to automatically send an email on that post to my assistant who compiles a list of all the people who comments or likes my post. I get spreadsheets every week of everyone who engages with me then I go in and look at them and label them green. I do that because I want to put them into reminders and notifications and list of other things that happen on Facebook. So, I basically use the engagement. A lot of times in my case, the marketers that I worked with, people that I know, groups that I post in. I post a lot of very valuable content because if I post on the content or something happy and gets a lot of engagement, they just get a lot of likes. Every time they like my stuff, they’re more likely to see in the future. If you’d like my stuff on Facebook, you got to see it more often. That is I’m building stuff that I know is going to get engagement. If I take a picture of me with the coffee in the beach, it’s going to get 50-70 Likes. That 50-70 Likes, there might be 4 or 5 people that want to add to my follow up system which I used a site called HassleMe. If you type in HassleMe, there’s an iPhone app. It’s not very good but this website is really generic. It’ll take you 5 seconds to learn. It’s like hassleme.co.uk. You just type in Google. I’ll basically program that you say every 7 days, follow up this person about this subject. I’ll get an email around that time frame. I gets plug-in as an assistant. That sort of 5-10 people come in. Everyday my assistant is building my CRM to contact this people about this certain subject. In that way I have an external brain that’s processing in the background. When it comes to networking with people, I talk to more people because I pay attention more than anyone to who engages with me, who posts on my feeds. When they determine that they’re in the high value target, meaning someone I really want to build relationship with, I want to do business with on the regular, grade A top people to work with, I plugged it in to Facebook notifications. You go at the top of Facebook. You can see it and show it to your friends. You click that little tab. It says Get Notifications. Everytime they post something on Facebook, they pop up on the right of my thing. In the morning I go out and I pull up everything that has gone on since I went to bed. I looked at all notifications. I have various groups that I want to pay attention to, people, images and all kinds of stuff that I’m constantly creating and processing. Facebook is never random for me. It’s always a lead generator. Those people get plugged to my notifications. They get plugged in to my HassleMe spreadsheets. I got to grab their phone numbers. I use this new app now that I’m testing. It’s called FullContact. You basically plug in your email right there. Then it goes out and find their Twitter, LinkedIn and those other things. Those are the assets that I’m building for my network now that I can do the same thing once I learn the way to land on Twitter. I don’t really understand LinkedIn as much as I would like. I’m building that out, connecting with people, talking to my friends and experts. It’s basically just building more people and then having a constant follow-up mechanism that’s not formal. They know for Thursday, I’m going to hit them up for something but it might be random.

Sweeney: So with all these, you’re sorting. You’re getting these different on touch. What’s the next step? How do you actually follow up with them? That’s the lead gen. Who’s warm? Who should I reach out to? What’s the next phase?

Brad: Well, really at the end of the day I have all the stuff goes out. It’s just me paying attention. I like to let the technology sort me then I work with the system that I build for myself and test out and stuff like that. I get about 10%-15% of my day where I’m actually in the position and strategize. When it comes to starting the conversation, it really comes down to something that I believe is very simple. A lot of people forbid it’s the golden rule. I like when people ask me questions about stuff. People comment or share my photos. I’m actually very happy. I pay attention to what people got going on. One thing that I do very well is I like to shout out their wins. It’s the C to C ratio. How much do you celebrate and how much do you complain. A lot of people complain when they don’t understand why no one wants to work with them or do business with them. The more you complain, fewer people want to do business with you. I also celebrate people and then people will reach out to me because they’re like Brad’s paying attention. I care. I don’t have to think about paying attention. All I need to follow-up with so and so about that. I get a notification and says pay attention to me. I all start conversations like that. At the end of the day, I’m looking one of my core value is that I’m looking to build relationships for decades. If you and me are friends and we did something when we were 25 and I’m 40 now, you will still remember that I was that guy that build you out and help you out. Now that we’re talking half a million dollars or million dollars, you’re going to remember that. That’s what I want. People to have a brain with me. I’m the guy that pays attention. I’m not the guy that just hits you up because they want you to promote something. I’m the guy that’s talking to you about different stuffs. Anything that you would talk to your friends about, I do it but I do it in an organized and consistent passion with the people who I do business on the regular. It’s not that many to be honest with you. I have maybe 150 people that I regularly follow up with. It’s not much but each one of those people are constant referral to me. Everything that they do, I’m their influence and I do relationships. I’m asking for introductions. I’m constantly cycling through those people. That’s my bread and butter.  That’s the work so to speak. To me isn’t work. A lot of people that might sound like it’s hard but once it’s organized it’s really not. It’s just sitting down and doing it, I guess.

Sweeney: How do you transitioned from the buddy, buddy, friends, friends to the let’s talk business? How do you smooth that transition?

Brad: What do you got cooking over the next couple of weeks? That’s the basic question I got literally say. What do you got cooking? What’s on the board on the next couple of weeks? What do you got cooking? Any good deals? I ask them about the deals. One of my best sources for deals comes like webinars or 72 hour specials or software or whatever I want to get my hands on. If I’m talking to one of my top guys and I bias with them and find out and chit-chat and all that stuff for couple of minutes, I’m like what do you got cooking on the board? I basically ask a question. Are you cool with my 10% of my gross fees so I can go out and bring webinars for you? Who can say no to someone I want to bring you on the business? No one. No one even tell me no. That’s what it comes down to. I ask them about other stuff then I’ll say if something happens or somebody flakes on you, I got something that I can fill on the spot and get you 24 hour notice and make sure that we’re not already booked for something else. That’s it.  Whether I got something right now or not doesn’t matter like they still value. Every conversation I have is valuable. The way I ask questions, the way I talk to people, I’m not really, really focused. I’m always looking for those lateral moves to bring things in. How can I hook up my buddies? I spend a lot of my day thinking ways to hook my friends up. I’m that guy who brings money. That’s what I want people to say. Brad’s the guy that brings money. Even if I’m not getting that caught in the action, I advice like my business partner is on another deal, I don’t have any equity. Why do I that? Because I do make money with other stuffs. If they make more money, they’re in the better mood. That means they’re going to work with me. That’s my core belief. I believe that if I’m the guy that brings money, I’m the guy that brings deals. They ask me what’s your USP? I got a guy for that. That’s my thing.

Sweeney: I like that.

Brad: Yes, I got a guy for that. It’s that simple. That’s how I start the conversations.

Sweeney: Let’s divert here. Now, a lot of what you talked about is personal relationships and building that. I want to shift gears because I know you also are on the JV/ affiliate side. Generally, if you’re doing webinar brokering type deal, that’s a lot more one on one between just to people. Now, you’re dealing JV/ affiliate based stuff. This is where you have affiliate email list. It’s more like commanding an army versus just having private relationship.

Brad: It’s actually both. That’s the secret. It looks like just commanding the army. That’s over the top view. If you look at the launches of half a million to a million dollars, it’s all driven by 15 people. It’s extremely like 95-5. It’s an extreme principle situation. So switching gears to that. There’s a lot of stuff that people do that they make mistakes. At the end of the day, there’s a lot of things that you have to have. These sound obvious but I’m just going to state them for the record because this happens almost every page. You can know exactly what you need to do by looking at 25 JV pages and duplicating. You don’t really need to make it complex. These are the things that I see based on the pages daily. #1, you need to have a simple few sentence description of what the affiliate is going to promote. Call it USP or marketing jumbo word that you want to call it but it’s just a couple of sentences. Next is a devil video. If you got a software and you don’t have a demo video like get out of town. Funnel structure. What is the funnel look like and what’s in it? It’s ok, you don’t always know that. You still in a structure. You need to have visual image that’s why I like those little flow that have all the complicated drawing. I love those things. They basically tell people what they need to know. It goes straight to your unconsious mind versus the logic when you’re reading something. Another one that I don’t see a lot of people are doing, who has promoted you in the past? Affiliates testimonials on their great experience working with you. If you want to be at the top of your game when it comes to getting JV and affiliates and you want to be the premium and elite guy, who do you know? When you’re easy to work with, you show up on time, make sure your stuff converts, you put the effort in like when I’m doing a launch. A lot of top guys, I’ll do their campaign for them. I’ll get their angles because I already know their products anyway. I’ll angles when to promote. Let’s say in our module 4, we talked about something that builds on. What you did in the 2nd half of course that you did 3 months ago. Nobody pays attention like that like I do which to me is competitive. Brad’s great. He always converts.

Sweeney: Sorry to cut you off. Do you have any windows that you can close?

Brad: How’s it doing?

Sweeney: It lagged twice which is normally like my red flag sign.

Brad: Cool. I just kill the video. I’ll kill some more if that’s ok. Sorry about that.

Sweeney: No worries.

Brad: OK! So passed conversion data. This is something that I see a lot of people make mistakes. If you’re doing version 1, 2 or 3 of something or it’s a webinar and you’re doing a JV page. I build my JV page for all my webinar deals. It’s all there so they can have a one stop shop. Again, keep it simple. You got to have past conversion data. Even if it’s a past conversion data, it just shows people to know what the hell you’re doing. Another one, these are big ones; Swipe Files, Banners, Angles. You never know who is looking at your page. You never know who is looking at your JV page and what they might need. They might be able to find some way to some software that they got coming out. You don’t provide a list of angles. It’s a marginal affiliate that you gain by having extra resources. Get this one. This is a big one. Make sure you put the date and time at the top of your JV page so people know when the thing goes live. They see it all the time. People make that mistake. Benefit driven headline. People know just like sales copy, I like my JV pages to look like the sales page. I basically selling them and promoting what I got. Update list. Where can I get updates. Easy access to get their JV affiliate link. These are things that happens all the time. You have to dig for it. Then if you have a preview of the sales copy. People needs to see that. They know what you’re promoting. They can find out how to position the product and how the structure is going to be. All these stuff, when you have this on your JV page, it shows that you’re organized.  The top guys want organization, simplicity, duplication because they’re very busy. They don’t want to spend 5 hours doing a promotion. If you can do it for them, you’ll get those and attract those people. I have a list of people that promoted all my stuff. That’s where I start my JV campaign and product launch. That’s the manager “army” side of it but at the end of the day I take that army of past affiliates and bring it back to one on one. As well as all the JV list over targeting, Facebook Ads and all those other mass market stuff to bring me new people. I like to visualize it like blowing up a balloon. You start out with a little bit air. You get a little bit more air and all of a sudden you got this big freaking balloon, this big sphere of influence. That’s what all the top guys, big launchers and all those guys that have gigantic things. The sphere of influence is go freaking big that it’s almost impossible to get out of their way. You can’t compete with those guys. It’s putting in the damn work. Talking to people, building those relationships, having good offers, having the branding. At the end of the day it just comes down to hassle. No matter business you’re in when it comes to business relationships, that’s easy to guarantee that people are going to work with you because you make them money and that’s actually pretty cool whatever that means for your business. That’s really it when it comes to JV side. It’s like don’t make the mistakes and you’re 99% of the way there and then it just comes down to closing one on one. What is it going to take to make that on the board? All the time, everyday, feel the heat.

Sweeney: I know we’re going to close here on time. Let’s try to keep it tight here because I want to hear you tell us a bit about the best way to do JV contest and how to spice up your offer more attractive?

Brad: OK! So, JV contest. I’m a big believer and this is a bit different from me than most guys. I like giving higher commissions than not giving higher commissions. If you focus your JV side of your campaign, this is assuming you have  a good product and you’re taking care of your customers and keep the promises. With JV side alone, my entire focus is on making JV as much money for me as possible. Whatever that means whether it’s high commission or whatever, everything on your JV page to get some of the one that supports you not push them away. It’s better than not have something than have something one. One of the big ones that a lot of people make when they’re new and it makes them look like a new is they put ridiculous minimum, unit volume on a low price. I wrote down like $500 price, 250 unit minimum. You obviously don’t know what you’re doing. The big one with JV contest, don’t promise something if you don’t already have it. This happens so many times where people do prices. They feel like they need to do something like that. You don’t have the money, you didn’t make money, your launch failed so you don’t have the money already. That’s not cool. Make sure people get paid early on. The sooner more organize you can be on paying people the better. Make prices that people can have a chance of winning. I feel like I’m being the dead horse and simplicity man. It’s crazy. Why should someone mail again your JV? Once the launch is going live it’s converting. Why should they keep promoting? How do they come up with more angles? Give in more stuff to talk about. One thing that I really and I actually do this soon on a bigger deal. My good friend gave me this one. Do something for your top affiliates that builds their business. Everybody likes to give prices like TV, iMac and watches and all kinds of crap. That’s all well and good but everybody knows you take the cash. Nobody takes the prices. It’s just for branding. If you do a mastermind or something for your affiliates where you can make them money, interview somebody else on the leader board so you build business. Not only do they make money on your launch but they now have a relationship to somebody new. This is powerful. This is really, really powerful. You build the people’s business. That’s your job with the JV contest. It’s to get the buzz but it’s also to be sorting mechanisms. For me actually, JV contest on a launch I call it “shake in the bushes” because I see how much traffic they can send to a launch. You send me 900 people who means I can put maybe $400 webinar to 150-200 to show up live on the call. That’s worth X amount of dollars. That’s why I do launches actually because I make a bit of money with them but it’s more shake to bushes. They will back in for opportunities for my webinars and integration deals. So that’s the other side of it too. If your launches builds your business, your JV contest should serve that overwhelming purpose if that makes sense. So, spice things up. I’ve got couple of things. Make sure you’ve got plenty of notice last minute stuff. Never work with the tough guy.

Sweeney: Just to clarify. This how to spice up your offers to JV, build a better funnel.

Brad: Right! Sorry! So, plenty of notice. That’s a big one. Like I said, figure out ways to get people more money. That’s your job as the vendor on the JV side. I always like to spice things up. I’m doing campaigns for them. I write emails for that affiliate. I give them angles. I show them how to promote something. In the IM space, if you could do instant payments it’s worth it. Launches, that’s not really an issue but every once in a while you’ll see someone shopping carts reducing the risk. Raise your prices. You double your price to rarely drop the conversion rate by 50%. It usually is more profitable to raise your prices. You might have a slight drop but even sometimes it’s not the case. Be organized and follow-up. I also like to integrate other people’s stuff in my funnels making people’s offer they can’t refuse. I’ll use other people’s software. I have a friend that offer and on their funnel I’ll use someone else’s software and give them the leads from that part of the funnel. If we sell 2,000 copies on the front end. Let’s say we sell 800 copies of the OTO 1 on that launch, that’s actually somebody else’s software. I just put 800 new buyers to your system. How invested in my project are you going to be? You’re going to be extremely invested. It also means I have one last thing I have to create. I also back-end promos. If you want someone to promote, the easiest thing that you can do, I like to talk about a guy like Chris Winners; a really good friend of mine. Joe Troyer’s another one that does this. If I want someone at super premium or elite level to promote my thing, the easiest thing to do to get the introduction is to say I would like to integrate your offer on this in the back-end. Is there something we could do to get you on board and get you excited. I learned too that you get to a 15 minute phone call to people like that. Those are just 2 examples where I actually done that by doing those things on the back-end on my launch and send it to their JVs as well.

Sweeney: Now to close this up. You talked about the Kill News Feed Chrome Extension. I also use that as well so I highly recommend this to anyone. You’re using any person because we all use Facebook. Anyways, with the Kill News Feed Chrome Extension, I’ve had one for everyone when anyone use my computer, they say what’s that? They love it. I have something that blocks relevant friends. Lastly here too, you talked about picking up the phone. I’d like for you to close out with how you recommend it?

Brad: One of the things I’m a bit believer is that I have something to take more than back and forth, you need pick up the phone. Something that would take and say in the Skype message or Facebook message. It might take 20 minutes to get done. It can get done to 5 minute call. I will always pick up the phone. Whenever something doesn’t go out of my way because it does happens. Lauch gets pushed. What I always do is I always tell everybody, when you’re upset, don’t ruminate about it. Smile and dial. I get the phone out and start dialing people. I call this person not to pitch for something. Like what you got cooking over the next couple of weeks. I will smile and dial until I get something in my case. Don’t be afraid on the telephone. The top guys want to get on the phone. They want to get it done and everything. Something that can take 20 minutes to get messenger. Get on the phone and take 5-10 minutes. You’re saving everybody’s time and price. #2, you got to make people know that saves them time. You want them to know I want to get you on the phone. We can get this done a lot faster. We’ll take it really quick. You got 5 minutes to jam? Let’s get it done that way. Here’s my cell phone. The phone is the most powerful tool. It’s old school as it gets but it works. It’s the best way to get business done. The more I smile and dial, the more money I make. That’s 100% correlation.

Sweeney: I think it also builds connection too. The big part of the lot of the stuff, the reason why I like doing videos and build the better rapport with the guests. I have better interviews always with videos compared to not videos. It just makes sense. You can see someone’s face, how they’re reacting. If they’re about to speak or if they’re not. In the same sense with relationship building, pick up the phone you’re hearing someone’s voice. You’re hearing someone’s tone. I definitely agree. I guess the last part to that would don’t be afraid to go to events and see these people’s face, shakes hands, drink beer.

Brad: Absolutely! It’s so powerful. That’s $7 beer. I spend so much money buying drinks but I will tell you the easiest to keep the conversation going to get somebody next round. No matter where you’re at  your business, what do you think is the most powerful question you can ask somebody in the conversation? They’ll just open up. Fill your head with data and information. You’ll get everything you want. You can do that in person or on the phone. You can’t do on a Facebook or Skype or email. It’s so much power.

Sweeney: Definitely! So with that being said, Brad thanks a lot for coming on today. I appreciate you dropping some knowledge. Brad put together a little document for us. Beautiful piece of information here. He’s covering everything he talks. He talks about the systems. He talks about a bit in more in-depth and concise. It’s very well structured. I really appreciate putting these together. Of course, we have download link somewhere on the blog post if anyone wants to check that out. Thanks a lot Brad for putting that together.

Brad: Rock and roll man! I’d like to help you guys out. You guys run a really good show. I love them. I’m glad to be on it. There’s a lot of really cool people on the show. I appreciate reaching out on me.

Sweeney: Thanks a lot, Brad! Take care man!

Brad: Cheers!

[/showhide]

  • ABOUT THIS AUTHOR

ABOUT THIS AUTHOR

admin

Scroll to Top