Webinars 9 - Q&A

What is Geraldine's Private Podcast?

Geraldine's Private Podcast

All right.

Let's talk about the q and a step eight.

I already extensively went over the q
and a in, um, the previous modules, but

I want to talk about just a couple of
things specifically about the q and a.

So, number one, this is
where most of the selling.

But it's also where the how
can creep in and happen.

Okay?

So here's what I mean by that.

You are going to close so many
people during your Q and a.

All right?

I want you to think about that.

Or if you only have five people on your
webinar, you might close one person.

on your q and a.

Okay.

I remember distinctly when I started doing
webinars, like the first really terrible,

awful one I did , my $2 million group
client, Amy Lata, was on there and she

signed up to work with me right after, I
don't remember how much I was charging,

but it was a couple thousand dollars.

It might have even been like $8,000
just off of like my, probably the most

amateur, worst webinar I ever did.

I, each and every time I've done a
webinar, I've always stayed on and

answered questions and, and really
what questions are, what questions

are, are an opportunity to push
someone over that edge that's having

doubt with your confidence, with your
reiterations, with your authority.

Right to give them to hit on
something that they need to

say yes and be like, I'm in.

All right, so this is your
opportunity to sell, sell, sell.

However, people are asking you
questions and they're not gonna ask

questions about buying from you.

They're gonna ask you questions
about the problem they have.

So where it can get really tricky is if
you try to start coaching them in the

thread, or you answer their question and
you like give them the answer, right?

Like, if they're like, well, but
you know, how, how exactly do

you teach people to lose weight?

Like, how is it, how
am I gonna lose weight?

And then if you start saying,
well, first we're gonna spend.

The first 60 days doing no sugar, no
flour, and what that's gonna help you

do is regulate your hunger hormones,
grelin and leptin, and you're gonna kind

of balance yourself back out with N N D.

You're gonna go through a detox
of sugar addiction and you're

gonna be able to learn then.

Exactly.

How, um, full you are and when
you're really hungry versus

when you're just eating because
your hormones are off, right?

You don't wanna get too much
into it, into it, unless that's

what you trained on, right?

Unless you're going back and
repeating, like, you can't go back

and, and answer, um, things that
you taught in the training as well.

So you can talk about that or
you can, you know, but you really

want to make sure that you're not.

Just answering people's questions, right?

That you're not going in and coaching
them or giving them the how, but you're

always, and I actually wrote this out
for four different things that you're

gonna be doing, is you're always gonna
be answering either in a way that

leads you right back to your offer.

Right.

So like if they say, okay,
so I have a question.

I've been doing this
for a really long time.

Here's my niche.

What I'm finding is I'm not closing this.

I'm also having a hard time
with this blah, blah, blah.

Right?

You're not gonna like try to
solve that problem for them.

You're just gonna be like, listen, don't
worry when you join two K, we're gonna

you, there is a module that will walk you
step by step through the science of how

you know when you're ready for a niche,
if your niche is gonna work for you.

Some people choose niche.

And then they're not the
right niche for that person.

I give you a step-by-step process to
go through to decide if this niche is

right for you and what steps you might
need to do or how to find the right

niche for you and or you may de decide
you wanna sell general life coaching.

We give you all of all
of that information.

When you join two K, you're gonna
learn all about your niche, your how

to sell, your paid offer, and how to
put your paid offer together pricing.

Programs the length of, of co
your coaching contract, how

long you coach your clients.

I have a process that I walk
you through all of that.

Okay.

So when you sign up for two K for
two K, you're just gonna wanna make

sure you go to Frequently Coach Topic
and it's the first several videos.

And then you're also gonna find that
information, um, and how to work

through this with, um, the Making
Offers, modules, that step two of

the two K process where we talk about
the free offer and the paid offer.

You're gonna go through all of that.

We've got.

, right?

You see how I did that?

So I didn't try to go in there and
like solve her problem and tell her

what was wrong and why it was wrong.

I went in and I told her, Hey, there's
information, there's a process.

You're gonna go through it, it's
gonna do this, it's gonna give

you this result or this result.

And you know, here's where
it is within the program.

Okay?

So all of your answers are either gonna
lead to an offer or overcome an objection.

So for example, if someone comments
in the comment section and.

Yeah, but what do you like
teach us that's tangible?

Cause I've done a lot of mindset programs
and um, you know, that's not, like,

that's not really what I'm interested in.

I might say a lot of coaches are always
coming to me and they're telling me

like they really wanna make sure they're
gonna learn something tangible inside

the program because they have done
programs that haven't worked before.

And here's what I wanna offer.

All of the tangible things I teach
inside the program are backed by seven

years of selling mops in Walmart.

Everything I know about the psychology
of sell and the exact step by step,

tangible process that you have to
go through with a client in order

for them to feel comfortable to buy.

So you're gonna learn that.

You're also gonna learn the intangible
piece of selling that differentiated me

who could go up and sell 50 sets in one
show and then someone else could go up

and do the next show and sell three sets.

And there's an intangible
piece of that, that of, of.

Teaching someone how to command,
um, command the stage and

be dynamic in their selling.

You actually want to learn both,
but you wanna learn it with the,

with the, you know what I always
say is, whatever I teach you as

a process has also been thought.

Through thoroughly with the mindset that
supports it at the highest level, right?

So it's a little bit of both
and you have to have both.

But you want it to be really founded
in understanding human psychology,

why people buy, why people don't
buy what they have to have to buy.

And I understand, you know, concerns
about buying yet another program.

I get a lot of questions about that too.

What I will say is it's one of the reasons
I love having a risk-free guarantee.

I don't have that risk free guarantee
because people have this thought,

but I do love it because I do
think the buck stops here, right?

With me, I'm the, I'm the last one.

Is it Last line of defense?

It's like it stops here, right?

Because you either make your two K
or I give you your two K back there.

This isn't any other program.

There's no scenario where you'll
be like, I did that program

and it didn't work and I'm out.

More money.

You would just request a refund and
we'll happily give it to you no matter

how long you've been in the program.

All right.

So that's overcoming the objection, right?

You're always bringing
it back to your offer.

Again, you can watch me do this.

I'm not gonna do too many of these.

You can go back and watch me do
this in the five vital steps.

Um, webinar.

It's just a really great webinar.

Cause I, it was the last one I did that I
really nailed my commercial and my steps

and I really started getting that rhythm.

And we made $250,000 off that webinar.

So something about it worked.

Um, okay.

Number two is no coaching.

No how, all right.

You can't tell someone.

You can point out that they
have a limiting thought.

. This is actually step four, so I don't
recommend this for anyone else, but.

It.

Someone says something really snarky
to me and I said something like, um,

well, I definitely wouldn't join with
that poo poo energy, cuz there's no way

you're gonna get anything out of it if
that's the energy that you're coming to.

Right?

Like, you've gotta really check what
you're thinking and how you're deciding

to feel about the things that you buy.

And you get to be in charge of that.

Like you don't have.

To feel that way and I, um, I don't
even remember exactly what I said,

but it was like I called it out.

Right?

So you can coach a little bit in the
sense of pointing someone's limiting

belief out, um, and pointing out the
mindset that they're making that decision.

Right.

I could have also said for the person
that asked, um, you know, I've done

so many programs, Before you teach
something, um, tangible, I could

have also said, listen, just notice
that your thought is your biggest

fear is, I'm gonna repeat this again.

I'm gonna have the same exact situation.

And here's what will happen.

When you make all of your decisions from
things that have happened in the past, you

recreate the past in the future, right?

New program, new coach, new day.

And this program is backed
with a risk-free guarantee.

I feel confident enough
about my sales process.

We've helped enough of our students make
their money back and make a lot of money.

Our return rate is very small
because it's so effective.

So we feel confident and, and we really,
truly want our students to be happy.

If you're not happy, we don't want you
in the community cuz our community's

freaking amazing because everybody
really wants to be there and is.

100% to the community.

So, you know, leave that in the past.

That mindset will not be effective if
you wanna make money moving forward.

Right.

So something like that.

All right.

And then the third rule
is you keep selling.

So every two to three questions that
you answer, and it really just depends.

I say three.

It depends on if you
answered them quickly.

If you go into kind of a tangent
like I tend to do on questions,

you might need to do a recap after
every, every question you answer.

But what you wanna do is, I would
say, Every three minutes or so.

I know that doesn't seem like
very long, but on a webinar it is

every three minutes or so, right?

You need to recap.

Right?

So again, for those of, you know, and
you can tie it into like, so again, like

if you're just like so-and-so and you're
having, um, a little bit of niche drama

and that's getting in the way of making
really high quality offers, you wanna join

two K for two K right now It's a one time.

Right.

You can't actually make two
payments, like multiple payments.

You just have to do it
the exact same time.

We can do it through our PayPal server.

You just need to email, and then
I point them to the support email.

If you email them, they
can do multiple payments.

If you do, a lot of people need to
do like multiple credit cards or,

or you know, multiple payments.

We can definitely do that.

Just has to be at the same time.

But one payment, $2,000, it's risk free.

So you either make two K or
you, we, we give you your two

K back and you get lifetime.

And there's no timeframe on that.

Risk-free guarantee, right?

You just get it.

Lifetime access, you get as long,
like you can literally take as long

as you want to make your money back.

Some students join two K when
they're in certification or.

A couple months before they're
even ready to start their business

because they want to get started on
some of this stuff ahead of time.

I did that.

Think it's super beneficial to start
learning how to market and sell even

if you don't have an offer yet created,
you're never too soon in your business

journey to start learning this stuff.

Right.

So, um, you're gonna get the
five step process on demand.

You get to join our Facebook
community right away.

You get daily coaching every
single day through ASCA coach,

you get weekly group coaching.

Every week we have the internal podcast.

And today when you go to this, you
wanna go to this link right here, right?

And then I show them the link and I
tell 'em about the limited time bonus.

So you wanna do that every
couple of questions, right?

And then number four is don't
answer dumb shit, right?

You're gonna have people on your webinar.

Depending on how many people are
on your webinar, this might happen.

As you get bigger and you get a bigger
audience, you're gonna have trolls,

you're gonna have hecklers, you're gonna
have people that come on your podcast.

They're sour pusses.

They are, they have poo poo
energy, and they're gonna come

be, you know, maybe they didn't.

They wanted even more
from you than you gave.

And if they have a comment that
is rude or set up to make you

look dumb or um, you know, if it's
not super positive, bypass it.

Cre You can literally create questions
and make them up and be like, Oh,

I want this person to ask this.

I'd rather you do that than answer
some dumb shit of heckling and you

know, I don't think there's any dumb
questions, but I think that the heckling

and the poo poo energy and trying
to like call you out or catch you

in something like, or tell you about
this horrible experience they had.

If it's not like positive,
that's what I consider dumb shit.

Like I literally think it's dumb shit
to go on someone's webinar and be,

and have poo poo energy and be rude.

Like I.

What are you doing with
your time and your day?

So just bypass it.

Just go right past it and, and if
you don't have enough question, I

could have put that as a rule two,
rule number five, if you don't have

enough questions, um, and you're not
getting them consistently coming in.

Cuz it's been a long time since
that sounds very like , that

sounds very elitist or something.

It's been a very long time since I
haven't had a lot of people on my webinar.

Uh, but it's true.

I'm used to selling to massive
audiences now and when I say massive,

I mean like a thousand people.

But, um, I don't have to
make questions up anymore.

They just come.

But you can make up questions and I
have done that before too, is wrote out.

If no one asks me questions, these
are the ones that I'm gonna pretend

people ask me and I'm going to answer.

Right.

So make sure you have that ready, cuz
the worst thing you can do is just be

like, all right, let's do questions.

And then you're like, okay, I'm
just waiting for a question.

All right.

Just waiting for somebody to type.

Let's just see what's going on here.

Yeah.

Just still waiting.

Yeah.

Just go ahead and type a question.

You have one, right?

Don't do.

Don't do that.

Just start answering questions.

Make sure you have a couple
in the back of your mind.

All right.

Now let's talk about
overcoming objections.