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Robby: You're listening to the brand
ed podcast with Robby Fowler, episode

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93, the foolproof trick to start every
webinar and guarantee  engagement.

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Hi, I'm Robby Fowler, a business
strategist, helping consulting and

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coaching personal brands grow a more
profitable business at a life-giving pace.

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I shared this trick with my email
list this morning in my four wins

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email, but I wanted to talk a little
more about it here on the podcast.

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So the story that I shared was an
SOS call that someone booked with me.

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This was a creative consultant and they
had a webinar that they wanted to do and

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then lead in from the webinar to an offer.

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So a pretty standard marketing
move for many of us in this space.

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A webinar with the hopes
of launching an offer.

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So we hopped on the SOS call.

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And I just asked her to
walk me through the webinar.

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And she started walking me through the
webinar and initially everything is great.

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The slide deck looked great.

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Her information was very valuable as it
related to the topic of the webinar and

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her energy and her enthusiasm was great.

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But one thing was missing.

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And it was really how we
started the whole webinar.

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So, What I want to share today is a
trick and here's what it's going to

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replace at the beginning of your webinar.

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Or at the beginning of almost any meeting.

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This trick I'm going to share with you is
going to replace some of these familiar

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ways that you've maybe started these
meetings yourself, or if you've been on

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a webinar or an online training, you've.

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You've received this, this is
how I'm meeting has started.

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That you've been on.

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Tell me, if any of these sound familiar.

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How's everybody doing?

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So the call begins, the webinar begins.

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How's everybody doing?

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Or perhaps it's a training.

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It's not a webinar.

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It's a zoom meeting where you can respond.

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And the leader will ask any
questions before we dive

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It's often followed by silence,
or maybe you've heard this one.

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Who's excited about X, Y, Z, whatever
the topic is of today's webinar.

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Or perhaps the reverse of that is
the host says I can't wait to show

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you 1, 2, 3, ABC about today's topic.

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Those aren't terrible, but today's
trick is going to replace that.

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Instead of starting your meeting that way.

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Here's how I want you to think about the
way you start your next webinar workshop,

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course training, or even a sales call.

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Start to think about it.

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Like the opening line of a Ted talk.

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If you listen to any
specialist that helps.

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People give Ted talks or
helps people put together.

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Big presentations, slide
presentations, any sort of speech.

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One common tactic.

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That you'll hear is to script
your opening You don't want your

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opening line to be a throw away?

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So.

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Great presenters will
script their first line.

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That's how I want you to think
about the way that you start your

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next webinar workshop, course
training or even sales call.

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So let's get to the trick.

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How do you start your next webinar
workshop or course, and guarantee

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things, start off with a bang.

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And you're just going to start
it by asking this question.

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What's the real challenge for you.

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And then insert the topic of
your webinar training workshop

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course, or even the sales call.

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That's the question you're going to ask.

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That's how you're going
to start your meeting.

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What's the real challenge for you when it
comes to insert the topic that everyone

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there is on the meeting to talk about.

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So in the example I
shared at the beginning.

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Of this episode.

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I'm on an SOS call with a client
she's running through her webinar.

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All the normal things are, they're
a great slide deck, great value,

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great energy and enthusiasm.

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So I stopped her.

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A few minutes into her
webinar presentation.

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And I said, Can I ask you one
question and she said, sure.

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I said.

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Do you know what the real challenge
for me is when it comes to the

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topic her webinar was about.

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And she was very interested, she leaned
forward and she said, no, what is it?

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And I said exactly, you don't yet
know what my real challenge is.

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Now I credit this question.

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What's the real challenge for you.

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If you want to find out more it's
from Michael Bungay stainer in his

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The coaching habit, highly recommended
that I've just co-opted that.

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And that's how I start almost
every training or webinar

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or workshop or meeting.

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Is what's the real challenge for you
when it comes to insert the topic?

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So why is this better?

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Let's talk about that for a second.

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It's a very subtle, very simple change.

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And it's a very.

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Impactful way to start
any sort of meeting.

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Why is this better?

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Why is this approach better?

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Number one, you get immediate
buy in from your audience.

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You start with them instead
of starting with you.

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On this SOS call, what my client was
doing was  starting with her presentation.

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Which he was very excited about over
a topic, which he was  very excited

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about, but it blew right past me.

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The recipient or the audience.

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So when you start with that question,
you're going to get immediate

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buy-in from your audience, because
now they're sharing their pain.

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They're challenged their struggle
from their perspective as it

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relates to why  they are there at
your webinar training workshop.

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Or whatever.

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And the reason why this is better is not
only immediate buy-in from your audience.

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Number two critical information for you.

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So when you hear some of these responses,
you can have them type it into the chat.

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If it's a webinar or a zoom meeting.

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You can go around the
room and ask if it's a.

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Face-to-face meeting.

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If this is a prerecorded course or
workshop, you can ask that question

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before via an email or some sort of
onboarding process as they get into

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the course, you can ask that inside
of a community, a slack channel.

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But  you can always ask that
question at the top, at the start.

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It gives you the information you
need so that there can be empathy.

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That comes from

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So before you dive in, now, you can
really empathetically engage the

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same content with your audience.

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The second piece of critical information.

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This gives you is it's an
agenda busting reminder for you.

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So it gets empathy from you because
now you've heard their challenge,

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their present real life challenge right

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So empathy from you.

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It's an agenda busting reminder for you.

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And then lastly, It allows you to
give tailor-made help for them.

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Empathy from you.

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Agenda busting reminder for you.

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And tailor made help for them.

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Your audience.

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And the story I shared at the top of this
episode, once I shared my real challenge.

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On that SOS call.

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My client went right back
to the top of the webinar.

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She started with the same slide deck
with the same set of information, all

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the same value, the same enthusiasm,
but the spotlight shifted from her

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wanting to get through her presentation.

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To me.

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And she was able to quickly at
different points in the webinar

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address, my specific challenge.

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To say something like, and here's
how this would help you do 1, 2, 3.

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Here's how this would stop you from.

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Wasting time or whatever my
challenge was, she was able to

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quickly take her slide deck and
direct a few things directly at me.

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That's been my experience
also when I've done this.

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Is that gives you the
information right upfront.

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Typically you don't have
to change your slide deck.

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On the rare occasion, you might find
out that you had an agenda headed one

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way, but your client, your customer,
your audience, your course purchasers.

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They have a challenge and you need to
call an audible to really serve them and

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help them and go a different direction.

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Start with that question.

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It is a foolproof trick to guarantee.

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You're going to get
engagement from your audience.

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You're going to get buy-in and you're
going to be able to deliver value because

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they're going to give you the most
valuable information you could have,

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which is what is their real problem,
so that I can provide a real solution.

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Try that out at the beginning of your next
webinar workshop training meeting, or even

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sales call and let me know how it goes.

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Until next time go and
build a life giving brand