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

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).

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: 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 ….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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Connect with Trent Dyrsmid:


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 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

  1. 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 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


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, 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 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

  1. 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


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,

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


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,, 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


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


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.


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


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


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

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

  1. 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


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 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.