Digital Marketing Strategy: How Mike Worley Generated $55,000 in His First 90 Days As a Marketing Agency Owner

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MIKE WORLEY FC x 4in x 6 in x 300dpi

Special Update: Since this interview was originally recorded, Mike Worley went on to generate $55,000 in his first 90 days in business! If you’d like to get direct access to Mike, join the Bright Ideas Mastermind Elite (he’s a member).

Mike Worley is probably the most loyal listener I’ve ever met. He’s listened to every single episode of the BrightIdeas podcast!

Here’s a snippet from an email he sent to me…

First of all just got to thank you for all the value that you have provided through Bright Ideas. For the past 3 yrs I have had 2 hrs of driving a day as I was leading the marketing efforts for a Publishing company in Colorado. I have listened to every single podcast that you have done and can’t thank you enough as it has helped me to take the entrepreneurial leap in starting my own marketing agency in the last month.

With your help and a few other influential podcaster’s I’m launching the agency (Clymb Marketing: http://www.clymbmarketing.com/) with 5 retainer clients July 1st and will potentially double my salary in the first six months. I have also launched a non-profit that is teaching 100 teenagers in Colorado how to start there own sustainable business’ as well http://teenstartupchallenge.com/ ….I’m still boot strapping but would be way behind the curve if it wasn’t for the incredible content that you have created so thank you!!

When I saw how much success he was having I immediately asked him to come onto the show and explain how he’s accomplished what he has.

More About This Episode

The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.

It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.

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Transcript

Trent: Hey there, bright idea hunters. Welcome to the Bright Ideas
podcast. I’m your host, Trent Dyrsmid, and this is the podcast
for marketing agencies and entrepreneurs who want to discover
how to use content marketing and marketing automation to
massively boost their business.On the show with me today is a guy by the name of Mike Worley.
Mike has been listening to Bright Ideas as a matter of fact
since day one. He’s listened to every single episode. I got an
email from him today, and he was explaining to me how he just
put in this notice with his job. He’s started an agency, and
he’s already got five clients on retainer, which absolutely blew
my mind.He had a whole bunch of questions for me, so I said to him,
“Let’s do the Q&A as a podcast episode, because I’m sure there
are some other people out there who would love to quit their
jobs and would love to know exactly what it was that you learned
and how you got through this whole process and how you started
an agency with a brand new baby, no less.” This is really going
to be a fantastic episode.Before we get to that, I want to tell you about a product I
recently launched, which was a huge success, called the MobiLead
Method. You can get to it at the TheMobiLeadMethod.com. This was
a product where I’m teaching people who want to start a
marketing agency on how to find and attract customers.Please join me in welcoming Mike to the show. Hey, Mike. Welcome
to the show.Mike: Thanks, Trent. Honored to be here.Trent: You wrote me a very interesting email that I have to say really
kind of choked me up and I want to thank you for that. For the
folks that didn’t have the privilege of reading that email, I’m
just going to let you, more or less, summarize what you wrote to
me. That’s why this interview is taking place.Mike: Yeah, not a problem. For the last three years, I have been
driving anywhere from two to three hours a day working for a
publishing company as a marketer, and have been doing content
marketing, social media coaching for authors, and big book
projects, and such. During that commute, I have taken it to try
and create my own MBA process. Part of that was listening to
every single Bright Ideas podcast and just soaking in everything
I can.I have listened to a bunch of different podcasts, but, Trent,
your podcasts, and I can say this without reserve, was one of
the ones that allowed key interviews to allow me to implement on
the spot what was going on. I’ve only hit the tip of the iceberg
just getting more into life cycle marketing right now, even. It
allowed me as a marketer to take it to a whole new level. Within
the last month, I have had a baby girl, was able to put my two
weeks in, and have five retainer clients working that are going
to become finalized in the next two weeks.

Trent: Wow. You gave yourself your on-the-road MBA, and then took
action, quit your job, started your own marketing agency, and
you’ve got five retainer clients that are going to be on board
by July 1st. You wrote me and said you’ll potentially double
your salary within the first six months. That’s phenomenal.

Mike: Yeah, it’s huge. It’s allowing my wife to quit her job. Her
dream has always been to be a stay-at-home mom. It’s allowed for
that to happen, and for us to create a lifestyle that we’ve
always dreamed of, and that I’ve heard other marketers be
interviewed on your podcast and everything. It’s not Golden
Gate, but we’re leveraging this in a way that the risk is very
mitigated. It’s been very calculated.

Trent: Yeah. Wow, especially with the new baby. That’s pretty
important. Again, I want to thank you for reaching out and
sending that email, because that made my week. When I hear stuff
like that it’s pretty cool.

Rather than turning this into the Bright Ideas is Awesome Show,
what I would rather do is talk about how you got to that mental
place, first of all. You said it was a very calculated decision
process and you really wanted to mitigate risk. I want to
understand the details of that. Then I also want to understand
how you got these five clients and that whole process.

Let’s first of all talk about, here you are, you’ve got a wife
who’s obviously been pregnant for a while, because that doesn’t
happen in just two weeks. You’re saying, “Hey, honey, I think I
want to quit my job.” How’d that conversation go?

Mike: Well, I am, at my core, an entrepreneur. I started my first
business as selling pogs on the playground when I was in fifth
grade, and getting in the principal’s office because I had a wad
of ones and looked like a drug dealer on the playground. It’s
always been in my blood, so my wife knew what she was getting
into when she married me five years ago.

Really, some of it is a mutual decision that both my wife and I
came to. Some of that was just in what her dream and her calling
in wanting to stay home. I knew for a fact, just crunching the
numbers, that I was not making near enough at this publishing
company to allow that to happen.

I have had the unique blessing of having some of the best
business mentors since I was 14 years old, and I was able to
reach out to them and tell them some general ideas I was having.
Over the next coming months they helped me really cultivate that
into something that could be sustainable. That was kind of the
beginning stages of it all.

Trent: Give me a little bit more detail on that. These mentors,
describe what kind of advice they were giving you here. You’re
this guy, you’ve got a job, did you know, first of all, what
kind of business you wanted to start?

Mike: Yeah. One of the things I’ve always taught but I’ve learned is,
I call it your KIT. It’s your knowledge, your interests, and
your talents. I really went into self-assessment mode. My wife
and I took two weeks in last September and spent it in Hawaii,
and I really took that time to just assess what it is that I’m
knowledgeable in, what I’m truly interested in, and what I’m
talented enough in to actually get paid for it.

I had been working with authors, working on different web-based
projects and such, and had some real affirmation from some very
significant business mentors. One of the guys that has been
mentoring me is a guy named John Dale. John is a really unique
content marketer. He is one of the few that was selected into
Seth Godin’s SAMBA program, and was able to study under Seth
Godin for a while. He has consulted with Martha Stewart and
Coors, and these very large companies. It was even through him
and him giving me some homework to do in assessing what this
business model would be. His affirmation in saying, “You’ve got
what it takes. Let’s walk through some of this together.” He’s
been a huge encouragement in that way.

That’s just one example in assessing that, but also seeing the
need and the problem that I could solve for leaders,
entrepreneurs, small business owners not understanding the power
of online marketing and social media and being able to leverage
some automation in there to build their business.

Trent: This resulted in your company ClymbMarketing.com. When you
started this, did you go ahead and decide… Well the way I
teach my tribe is I say the first thing you need to do is pick a
niche. For example, my fiancee, who will be my wife by the time
this episode is recorded, Liz, she is also starting a marketing
agency, and I haven’t really talked anything about this because
we literally only decided a couple of days ago as a result of my
MobiLead Method launch.

Mike: Very cool.

Trent: We’re going to focus exclusively on dentists. I’m not going to
side track this interview on why, but the bottom line is because
it’s a wealthy niche. They have high customer value, and we can
charge premium prices because it’s worth it to them. Did you do
that with your agency?

Mike: That’s a great question, and something that I am currently
struggling with but trying to get over. For example, the five
clients that I have on retainer starting on July 1st go anywhere
from financial advisor, whose dream has been to self-publish his
book and build an online community around it. He’s a professor
at Daniels University. From him, to one of the largest non-
profits in the U.S., to a real estate tycoon here in Denver who
has a marketing software idea that he wants to bring from idea
into implementation.

I need to find what that niche is, I believe. I’m kind of
struggling through that to find what that is. From the get go,
no, I haven’t have the real estate niche or dentist or something
in that way. I don’t necessarily recommend that. It’s just that
over the last couple of years I’ve been able to be really
intentional about building a network that varies businesses and
services.

What was truly amazing was when I took that leap to say, “I’m
going out on my own,” watching the people that responded.
Because of the way I’ve built that relational network, people
came out of the woodwork that I didn’t even think would want to
be a client.

Trent: That speaks volumes, obviously, about how you’ve conducted
yourself. For anyone listening, when I talk about the importance
of picking a niche, that doesn’t mean you turn away business
that comes knocking on your door, especially if that business is
as a result of your personal relationships. They don’t care
what’s on your website. They’re like, “Hey, Mike’s a smart guy.
I’m going to go deal with Mike.” Whether your website says you
focus on dentists or construction people, they probably wouldn’t
care. Eventually, your list of personal contacts runs dry.

Mike: Exactly. That’s what has allowed me to launch this agency, but
for sustainable reasons I really need to land in an area. I
promise I won’t do dentists.

Trent: Actually, I would encourage that you do dentists.

Mike: I’ll definitely do some research into it.

Trent: Did you buy the MobiLead Method, by the way?

Mike: No, I didn’t actually. I’ve probably read and been everywhere
on your website but did not grab that.

Trent: For the folks who don’t know what that is, it’s a product that
I just launched. If you could do TheMobiLeadMethod.com, you can
get it. It’s a product that I launched to teach people how to
generate leads for selling marketing services to small
businesses. It’s the exact formula that Liz is going to be
following when she’s building her agency. In the beginning of
that, I talk a lot about the importance of picking a niche.
That’s why I’m going down this road with this line of questions.

Mike: That’s definitely something I want to grab.

Trent: I had another reason why I asked you that, and it escaped me in
the middle of that explanation, so apologies to you and the
audience for that. Hopefully it will come to me.

You are now an entrepreneur. You’ve got this jump start, as it
were, on your business, and it sounds like you’ve already
identified that you need…

Oh, there’s the idea. Now I remember why. Going back. You said
you weren’t going to do dentists. We’re actually going to be
having a mastermind, details to come, to teach other people that
they should go after dentists. There are 167,000 dentists in the
United States. Most of them do quite well financially, and are
not very good marketers. This whole dental thing came as a
result of an orthodontist that I had on my show recently, a guy
by the name of Dr. Dustin Burleson.

Mike: That was a great interview, by the way. I was going to wonder
if it came out of that conversation, because that was an
extremely eye-opening interview.

Trent: Yeah, a lot has come out of that, and if you want to get to
that interview if you’re listening to this go to
BrightIdeas.co/56 and it will take you to that interview. Dustin
has been unbelievably successful as an orthodontist because he
embraced marketing automation to the nth degree.

The guy that does all of his marketing for him, I am partnering
up with, and we’re going to be basically having access to all of
the proven collateral and all the campaigns and everything.
That’s why the dentist niche. People think, “Well how can you
sell marketing services to dentists if you’ve never been a
dentist?” You don’t need to have been a dentist. You just need
to align yourself with someone who has that domain expertise.

To you and everyone listening, just because I’m going into
dentists doesn’t mean there’s not enough room for everybody. If
you want to get access to what I’m explaining and you’re on my
mailing list, there will be further announcements to come.

Mike: That’s cool.

Trent: Have you got to the point yet… I see you have your website
up. I don’t see any way that you’re capturing leads on it, so
you should fix that.

Mike: Literally, it’s one of those things that Seth Godin always
talks about. There comes a point where you need to ship and to
make the jump. My web designer that I have designing my website
and such has been about 45 days late on the initial design.
That’s literally a WordPress template that I posted up and did
some design with very rudimentally and was able to put it up.

Trent: I agree with you. Version 1 is better than Version None. It’s
not an ugly site. At least it’s there.

Mike: Yeah, there’s something there. It allows a reference point, but
in the next 30 days I’ll have my new website up.

Trent: You’ve listened to all of my Infusionsoft interviews, because
you’ve listened to every episode, so I can’t help but ask you
when are you getting Infusionsoft?

Mike: That’s one of the reasons why I even emailed you and mentioned
it in there. Earlier today, I was on the phone with Infusionsoft
trying to just talk with them and everything about how robust
the software really is. It will be happening this week. I just
have to get the cash in the bank to make that initial
investment. It’s a long-term strategy that I have to do.

Trent: I know you wanted to ask me a number of questions about that,
because that was the basis of the email, and that’s kind of why
I wanted to turn this conversation into a recorded podcast. I
thought there are a lot of people who would benefit from hearing
the conversation that is about to happen or is already
happening. Any questions you want to ask me? Pretend like we’re
not recording this, and knock yourself out.

Mike: The big argument is Infusionsoft vs. HubSpot, and those are the
two big marketing automation players that I see. I think one of
your best interviews was with a guy named Marcus Sheridan, The
Sales Lion. He’s been influential, for me, in understanding
HubSpot, and using it for certain different projects. Really
understanding the tangible differences between HubSpot and
Infusion, what would make you sway either to the left or the
right?

Trent: I think it’s a profound difference. Think about your website as
this imaginary little wall. On the front side of that wall,
meaning out there in the world, are all the people whose email
address you don’t have yet. On the inside of the wall, are all
the people who have given you their email address.

I think HubSpot does a pretty decent job outside the wall.
They’ve got a lot of nice tools. However, you have to put your
blog on their content management system. I’m not a fan of that,
because that makes moving your content really hard to do. I’m
probably not the most informed HubSpot person in the world, and
maybe they have some really great answer to overcome that
objection, and I’ll leave that to their sales department to do,
but I want my content on my WordPress blog, end stop.

Now, behind the wall, once I collect that email address, that is
where Infusionsoft is, in my opinion, magical. Number one is the
visual campaign builder. I have a bunch of videos with more to
come on my YouTube channel. If you just come to BrightIdeas.co,
there will be a link right up on the navigation bar that will
take you. Infusionsoft success stories is what it is. If you
just watch a few of those videos, you’ll realize how incredibly
simple the visual campaign builder makes it to build campaigns.

I want to talk about this word campaign, because to some people
it might be a bit ambiguous. A campaign can be used not only for
customer acquisition… All a campaign is, is a sequence of
steps. Some of those steps are emails, some of them are phone
calls, some of them might be a fulfillment of a physical
something or other, a letter or a package. Some of them might be
communication like GoToWebinar, for example. It could be any
number of steps. With Infusionsoft, you can automate, in the
campaign builder, all of those steps. It’s like negating the
need for employees, in many cases.

In my particular situation, I have lots of different campaigns
that do lots of different things. Each one of my various
products has a campaign, my overall mailing list has a campaign,
when people are scheduling an interview with me on the show,
there’s a campaign. There’s all this stuff, these sequences of
steps, that have to happen over and over again.

The visual campaign builder, notice I’m saying the word visual,
HubSpot does not have this drag and drop interface that allows
you to literally take these objects which represent an email or
a task or an http post or a fulfillment to send out cards, or an
order form or whatever, They don’t have this visual interface,
so it’s not nearly as intuitive. That is probably the single
biggest reason why I am such an incredible Infusionsoft fan and
why it works so very well for many people.

Then, there are also all these super ninja tricks you can do. I
use a third party software as a service application called
PlusThis that ties into Infusionsoft. There’s no coding
necessary. You don’t need to be an API guy, nothing. It’s just a
web interface.

For example, I talk in previous episodes and in my tutorials
about how important list segmentation is. I get all these people
coming on my lists. I’ve got this YouTube video that gets
watched 2,500 times a day, I get 20, 30 leads a day from that.
Those people, they’re really different from someone who maybe
owns a marketing agency and is coming to me. You just need to
segment your lists. It’s so incredibly important. If you don’t,
you’re sending the same message to everybody and that’s going to
decrease your open rate, and also increase your unsubscribes
because your content is not highly relevant.

Mike: Just curious, how many segments do you have for Bright Ideas?

Trent: Four main ones. Actually, as we record this, I’m literally
about to roll out a major upgrade to my own back end campaign
because I recently learned about PlusThis. I’m going to launch
this new lead magnet called the Conversion Tactics Toolbox. It’s
going to replace the Massive Traffic Toolbox. I’m honestly
better at conversion than I am at traffic. I get a really high
conversion rate off Bright Ideas.

I’ve got this four part video series, so everybody will go
through that four part video series. Then, there’s kind of what
I call my warm-up sequence after that, which is where I share
some more personal information about me, and I highlight a few
of the key interviews that would have more of a broader
interest.

During the opt-in process, when someone first puts in their name
and email and they hit the submit button, it actually takes them
to a separate form, and it says to tell more about you, and it
asks them to pick one of those four segments in a little drop
down list, and it asks them for their last name and mobile
number. If they want to give me that stuff they can, and if they
don’t want to they don’t have to.

Then, what I’m able to do, when they fill out that second form,
depending on which of the four choices in the dropdown box they
choose, I can send them to any one of the four different thank-
you pages. Those thank-you pages are then highly relevant to the
segment that the people have just placed themselves into. I can
make special offers.

One of the things that I’m going to test is big discounts on
some of my products very early on, because some people are
probably going to want to buy them. Other people may not. I want
to test it and find out. The other thing about segmenting is
that from that moment forward, all the other stuff that people
get will only be very specific to the segment they’re in.

My four segments are marketing agency owners, general small
business owners, solo marketing consultants, and then people who
haven’t even started a business yet. Can you see how diverse
their interests are? It would be so incredibly foolish of me to
send everybody the same stuff.

With Infusionsoft, it’s so easy to do this. Because the campaign
builder is visual, when I go back after the fact, maybe a month
later, I get deep analytics within the campaign. I can literally
roll my mouse over these little objects on the campaign builder.
I can roll my mouse over individual emails that are part of a
sequence that are a part of campaign. I can see the open rate
and the click through rate. I can look at my campaign after the
fact all through this visual map, and see which emails are
performing really well, and which ones aren’t.

Hopefully you’re getting an idea of the campaign builder, but
here’s the other thing. Infusionsoft, and to the best of my
knowledge HubSpot doesn’t do this, also runs my affiliate
program, it’s my online shopping cart, and it’s my customer
relationship management system. I don’t have this spider web of
databases and all these different disparate systems that I have
to connect, painfully. Everything is in one place, and I’ll tell
you that makes my life so much easier.

Mike: The little research that I’ve done, HubSpot integrates with
other CRMs, but the CRMs that they even integrate with, I have
not enjoyed working on in the past anyway. I’m sold.

Trent: Are there any more questions that you think you want to ask or
that you think I should ask you that would make this interview
more important? If not, we’ll chop the interview off, and the
people will have gotten value by listening to this point.

Mike: I think just one thing in being a listener for so long and such
has been that you are a content creator. You’re always creating
and such, so one thing I would like to know is how do you keep
things organized? How do you create your content? Using
Infusionsoft to be able to segment your lists and different
things, how much time do you spend a week on that?

Trent: Not nearly as much as you would think. It’s a good question,
though, so I’ll answer it. Up to this point, we have been doing
three posts a week. That’s an interview on Monday and Friday and
some other kind of post in the middle, which more often than
not, lately, has been a training video, usually five minutes
long or less, to show some type of capability of Infusionsoft.
Why do I do that? A lot of people don’t understand what
Infusionsoft can do, and I’m an Infusionsoft affiliate, so it
does actually generate revenue for me.

To do all that, I do the interviews generally on Monday and
Tuesday, and it only takes me about an hour of my time to do an
interview. The prep time before an interview is not very long,
to be honest with you. It’s pretty easy to do. Post-production
is even easier.

Then, Liz, my fiancee/soon-to-be wife, takes over from there.
She makes sure that the transcripts are ordered and that the
post goes up, and we now do caricatures for our guests and she
orders the caricature. She runs the editorial calendar, she
makes sure the posts are published on the days they’re supposed
to be published and that we notify our guests that the post is
published. That used to take more of my time. I would say, for
me, content creation is, at best, a day a week. At best.

Now, with that said, remember I said I wasn’t the greatest
traffic guy in the world? If you go and look at a friend of
mine’s blog, Dan Norris, Inform.ly, his written content totally
kicks my butt. He puts a lot of time. He’ll sometimes work on a
post for several weeks before he publishes it. I am entirely too
lazy to do that, and I would much rather go with the multi-
author approach, which is one of the things that’s on our
roadmap to do, to try and get people writing for Bright Ideas.

If you’re listening to this, and you have a message, and you’re
a good writer and you want to get it out, please come to Bright
Ideas and apply to be a writer. It’s not nearly as bad as you
think.

A question that you didn’t ask but I’m going to answer because
it’s an important one, it why do we all produce content? Well,
in my case, I do it for list growth. At the end of the day, the
real money is in having a list, right? I don’t give stuff away
just because I’m trying to be the most generous guy in the
world. I give stuff away because I want people to freely be able
to test drive an experience with my brand and me, through these
interviews, but I want their email address and I want to know
lots about them so that I can give them an opportunity to buy
the products that I offer that would be relevant and helpful to
them.

One of the things that I did recently was this product launch of
The MobiLead Method. It was amazing, 1,450 new customers in
seven days. We did $40,000 in revenue so far. My list expanded
by just over 2,000 people in seven days.

What’s the takeaway from that? We’re actually going to decrease
the amount of content we do by one. We’re going to do one
interview and probably one written post per week, because the
feedback that we got… Yours was just one of the amazing
testimonials. Some other people wrote me some raving stuff, and
it’s still coming in. I never got that kind of feedback by
giving all my stuff away for free. Go figure. I had to charge
money. This was a big course. It wasn’t like a blog post by any
stretch of the imagination. I worked on it for a long time. The
results, in terms of list growth, traffic, revenue,
opportunities that came as a result of all that exposure,
eclipsed the results that we got from publishing free content by
like a factor of 20.

Mike: Wow.

Trent: Yeah. Phenomenal. There’s a lot more to it. I’m going to
actually write a blog post that goes into detail on what this
launch was, how I made it happen, blah, blah, blah. Oh, you put
me on hold, Mike.

Mike: I got a call in the middle of that. Sorry about that.

Trent: No worries. I was like, “Hey, he put me on hold.” No one’s ever
put me on hold on the show before.

Mike: I’m on my cell phone, so my bad. It’s all good.

Trent: Anyway, I’ve sort of lost my train of thought now. The summary
to answer your question is, it’s not as much time as you think.
I’m still going to be creating content, but the content that I’m
creating is going to be for my customers, as opposed to all for
free, all for the blog.

Mike: Yeah, totally. Well, you’ve built a community where you can do
that now, I think. You have the time and the attention of many,
so the value that you create is exceptional. To hear those kinds
of stats doesn’t really surprise me.

Trent: Thank you. It’s been a treat, I will say, to be the recipient
of this past week. What a wedding present, of course, as well.

Mike: Congratulations.

Trent: Thank you. To all of my customers and not-yet customers who are
listening to this, a very heartfelt thank you to all for making
this such an enjoyable week of my life. I think is probably, not
probably, this is absolutely been the most enjoyable week I have
ever had since going online several years ago. Again, who’d have
thunk that I would have gotten so much positive feedback by
selling stuff instead of giving stuff away? It’s mind boggling
if you think about it.

Mike: Yeah it is. Well, it’s all about value, though. When you make
genuine value for people, they’re going to respond, and you’ve
done that. You’ve proven that. Again, it’s awesome.
Unsurprising.

Trent: I want to add one more thing, too, for you and the people that
are listening. One of my reasons why I was a little bit
reluctant to go down this product launch road to begin with was
I wasn’t sure what type of customer I was going to get. I did a
webinar, and there were about 500 people on it. I could have
never had a 500-person webinar beforehand, but this was pretty
easy because I got 1,400 new customers. I did a poll at the
beginning of the webinar that said, “Do you have a business
already? Yes or No.” Seventy five percent of the people on that
webinar said they already have a business. That’s my target
audience.

I definitely make stuff for people who are just getting started,
but I also want to make more stuff for people who are already in
business because I know a lot of them aren’t getting the results
they want to get yet, and they have some money to spend.

I was very surprised that that large a percentage of this new
audience of customers was already in business running agencies
or solopreneur marketing consultants. It was pretty darn
exciting.

Mike: Well, that’s the thing. If you didn’t use the right tool, you
wouldn’t have been able to even get that information and such.
What do you use for your webinars?

Trent: For my live ones, I use GoToWebinar. For my pre-recorded
webinars, I use Evergreen Business Systems by Mike Filsaime. I
saw a stat on a tweet. I think it was from Jay Baer, who has
also been on my show just recently. It was whether people
preferred live or recorded webinars. Only 16% of business people
actually preferred a live webinar.

I should explain this because this is another revenue strategy
that’s all on autopilot and people really seem to like hearing
ideas like that. I have this other webinar. It’s called Seven
Secrets to Selling to Small Business. You can get to the sign-up
page if you go to BrightIdeas.co/lcm-webinar.

That opt-in page takes you into my funnel and to a fully
automated webinar. The sole goal of that webinar, aside from
capturing another lead for me, is to educate people, because
every webinar has to educate. If you just go on there and sell,
you just piss people off, and they don’t even want you. It’s to
educate people about the concept of life cycle marketing, it’s a
seven-step process, and most people don’t really know much about
it. Woven into that, is obviously a soft pitch for Infusionsoft.

That webinar, in the last month, maybe 40 days, has, just in
Infusionsoft commissions, $3,000. We’re not even an Infusionsoft
certified consultant yet, which we’re going to be. Once we are,
that same volume of business would have been $6,000 on
autopilot.

All I have is a VA that reaches out and sends a couple hundred
emails every day to the contact page of my target market of
agencies that more or less gives them an invitation to that
landing page. I pay her, I think, $7 an hour. It takes her about
three hours to do that, so $21 a day is my lead spend. Twenty
one dollars a day is a whole lot less than the roughly $3,000
that that made.

My point is if you have anything like that and you’re not using
an automated webinar system and you don’t have someone doing
some type of email-based outbound marketing to your specifically
selected target market, maybe you’re leaving some serious money
on the table.

Mike: Yeah. I love that. I think that’s from your interview from the
Rocket and Co. man. What was his name?

Trent: Casey Graham of the Rocket Company.

Mike: Casey Graham, yeah. He mentioned his pre-recorded webinars in
the same type of way, and I never even really thought about a
recorded one before then. That’s something I will have to
implement in the future, for sure.

Trent: Take a little bit of time to set up. What I generally do is
I’ll hold a live one or two so I get the feel for exactly what I
want to do. I record both of those live ones and I pick the
better of the two, and I turn that into the right kind of file,
and I upload it to the right place in that webinar software, and
then I set it all up. It’s not really that hard to do. You don’t
have to write any code or anything like that. It’s all through
the interface.

The big trick in the webinar is, first of all, never ever
advertise a recorded webinar as a live one because that’s not
true. Don’t say good morning or good afternoon because you never
know what time of the day people are going to listen to it. I
always just say, “Welcome to the webinar. Happy to have you
here, blah, blah, blah.” That kind of thing.

You should attend my recorded one or somebody’s recorded one
first, so you can sort of get an idea. You want to make it look
as live as possible, but just don’t say it’s live. Don’t say it
is, and don’t say it isn’t. Really, it’s the same message. As
that survey that I quoted earlier said, 84% of the people don’t
care. They just want to watch it on their own time. What do you
say we wrap up?

Mike: Yeah, for sure. I just want to do one thing. I’m launching in
the next couple of weeks with five clients. I’m going to be
implementing Infusionsoft and such. What I’d like to do is, I
have five and I’m hoping to scale this and grow this into a
seven-figure agency. When I do that, I want to come back and
talk with you.

Trent: Absolutely. You don’t even have to wait until you’re at seven
figures. I’d love to have you back, Mike, when you hit a run
rate. When you have your first $40,000 to $50,000 month, let me
know. Heck, even when you have your first $30,000 month.

So many people who are like you were, they’re driving in their
car, they’re going back and forth, and listening to these
things, like, “Gosh, I’d love to,” or “I really should,” but
fear. Even those of us who have already taken the plunge,
sometimes we have crappy days or crappy weeks, or even crappy
months, and we need pick-me-ups. For me, when I listen to the
success of other entrepreneurs, there is no better pick-me-up in
the world than that. Hearing other people having success, doing
stuff that I know I can do, helps immensely. Don’t wait too
long. That’s all I’m saying.

Mike: That’s good.

Trent: All right, man. Well, thank you for making the time to be on
the show with me. We will talk to you soon.

Mike: Not a problem. Thank you, Trent.

Trent: To get to the show notes for today’s episode, go to
BrightIdeas.co/67. If you’re listening to this on your mobile
phone, just text TRENT to 585858, and I’m going to give you
access to some very special stuff. The Conversion Tactics
Toolbox, which is a four-part video series where I go into
detail about how I make Bright Ideas convert as much of the
traffic as I do. We’re far above average, so I hope that you’ll
find that very interesting.

That’s it for this episode. I’m your host, Trent Dyrsmid. Thank
you very much for tuning in and being a listener. It is truly my
privilege to be able to produce these wonderful podcasts for
you. I look forward to seeing you, or having you see or hear me
rather, in the next episode. Take care.

About Mike Worley

mike-worleyMike Worley lives with his beautiful wife Holly in Denver, Colorado. He is a digital marketer and entrepreneur that has helped authors, artists, and business owners sell more by creating communities around their product, service or brand. As a marketer and entrepreneur his drive has been to become an expert in defining and solving problems in the online marketplace.

When not working online, Mike unplugs by playing in the Rocky Mountains. When the first snow hits Summit County, they are skiing, and as soon as the snow melts, they are putting on their hiking boots. They are thrilled to have had their first little girl Ellyana join their family in May of 2013.

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  • Solid interview. Got me thinking about InfusionSoft.

    • Trent Dyrsmid

      Hey Mike,

      What type of business do you have?

  • Brian Erickson

    Your web designer sounds like a slob, you should hire me – I’d kick his butt.