Pete Vargas is the leading authority on Using Stages to Build your Business. With over 25,000 stages booked, many call him the Stage Whisperer.
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EOFire Speaker – (Sorry! This link was active when this episode was first published in 2018 and is no longer an active offer.)
3 Value Bombs
1) When you focus in on creating and getting dialed in on one talk, and you are very comfortable with that one talk, it’s amazing what can happen. You’ll gain confidence, and you’ll get a little better each time you present that talk.
2) High barriers equal low competition.
3) A lot of people think that a dream stage is all about the number of people in the audience. That’s not the case. The dream stage is one where there’s a high percentage of people in the audience who are your ideal clients to work with past that stage.
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Today’s Audio MASTERCLASS: Using Speaking to Build your Business in 3 Steps with Pete Vargas
[00:49] – Pete shares something about himself that most people don’t know.
- He was ranked #1 in tennis in the state of Colorado about 5 years ago!
[02:18] – A quick review of what we’ll be chatting about today.
- Using speaking as a customer acquisition channel that not just influences people but also makes sure your business thrives.
- How to make sure you’re great on stage. How to make sure that when you get on that stage, you’re unbelievable!
- How to get on the 40 different kinds of existing stages.
- How to scale stages to make sure that you not only have the greatest impact, but also that people go deeper and work with you afterwards.
[06:45] – Why does Pete love stages so much?
- It’s not about being an inspirational speaker; it’s about anybody that does an incredible job on stage.
- Pete loves stages because it’s personal for him, and it has been a repetitive theme for how he works with people and how those people work with other people.
[09:34] – How are stages one of the fastest ways to grow your business?
- There are stages in all of your listeners’ backyards. Every association, every niche, every industry that exists – there are stages happening a drive away from your home, and they happen every single month.
- It’s not about the setup and all of other things that have to happen. You can go on one stage, and it doesn’t have to be some national or international stage. It can be a stage in your own backyard.
[13:58] – How does one overcome the fear of speaking?
- You only need one talk. And you need repetition and someone to help coach you in that talk.
- When you get one talk dialed in and are very comfortable with that one talk, it’s amazing what can happen. You’ll get confident, and all of a sudden, you’ll get a little better each time you present that talk.
- Find three people. Look to the right, middle, and left; then find one person and lock in with them. Don’t look at anybody else for the rest of the time you’re on stage.
- Have a routine before you get on stage.
- High barriers equal low competition.
[20:21] – How to speak with confidence, but not be a sales-y type of person.
- The irony is that the people you connect with – those you make eye contact with – are the people that are going to give you the most energy.
- Because of the fact that people avoid speaking, if you’re the one who will do it, you’re going to be the one that will set yourself up for a lot of success.
- Craft a talk that speaks to the person in the audience with a left brain and that also speaks to the person in the audience with a right brain.
- The Story Braid framework: the framework that allows you to be yourself
- What are you going to do in the first 5 – 10 minutes to connect with the heart of your audience? Because when you open up their hearts, their minds are ready to listen to you. They will absorb all of the content and value that you’re going to share. Your audience has to see that you are both ordinary and extraordinary.
- Teach them what it takes to get those extraordinary results. Data, case studies, and facts, coupled with a story.
- The third piece is the hands. It’s the call to action. It’s what you’re getting them to do. Help them get a quick win during the presentation; give them a gift that gets them from A to B – something they can consume in 10-15 minutes.
- Close with the heart. It’s either closing the loop on your opening story or a completely separate story that reinforces everything you’ve taught.
[31:59] – How many stages actually exist? Are there enough for everybody?
- There are over 80 different stages. 40 online stages and 40 offline stages.
- The beauty of stages is that, depending on your season, you can pick and choose what you want.
- A lot of people think that a dream stage is all about the number of people in the audience. That’s not the case. The dream stage is one where there’s a high percentage of people in the audience who are your ideal clients to work with beyond the stage.
- It’s not about having thousands of people. It’s about making sure that 70-80% of people that are in that audience could potentially work with you past that stage.
[39:07] – Pete’s workshop will share 3 steps – the specific system to use while you’re speaking.
- The list of exact stages that could potentially be your dream stage
- Dive deeper into overcoming your fear of being on stages, and help you craft your talk. Have your one talk outlined completely.
- How to scale a stage.
- Get access to Pete’s completely free workshop on the 3 steps you can take to build your business with speaking! Visit EOFire Speaker – (Sorry! This link was active when this episode was first published in 2018 and is no longer an active offer.)
Boom, shake the room, Fire Nation. JLD here and welcome to Entrepreneurs On Fire brought to you by the HubSpot Podcast Network with great shows like I Digress. Today, we're pulling a timeless EOFire classic episode from the archives, and we will be sharing how you can use speaking to build your business and three steps to drop these value bombs. I bought Pete Vargas and the EOFire studios. Pete is the leading authority on using stages to build your business with over 25,000 stages, booked many call him the stage whisperer and today Fire Nation, we'll talk about getting one talk dialed in how high barriers equal low competition and the dream stage for you.
Fire Nation, how to acquire, how to find it, how to lock it down and so much more. When we get back from thanking our sponsors, the amount of fake ingredients we consume every single day should be a concern. And that people at uprising food are here to help. Right now, uprising is offering Fire Nation $10 off the starter bundle. That includes two superfood cubes and a four-pack of freedom chips. Just visit UprisingFood.com/EOF to order yours today. The My First Million podcast features famous guests, discusses how companies made their first million and brainstorms new business ideas based on the hottest trends and opportunities in the marketplace. One recent app was all about how venture capitalists make money. Listen to My First Million, wherever you get your podcasts.
0 (1m 31s):
So P say what's up to Fire Nation and share something interesting about yourself that most people don't know.
1 (1m 38s):
Yeah, what's up Fire Nation, Pete Vargas here, and something that most people don't know about me. I was going back and forth and a lot of people don't know that Pete Vargas, the third system, a lot of people call me PV three. But the big thing that the majority of folks don't know is that I was actually ranked number one in the state of Colorado in tennis. About five years ago, when I was like 34 35,
0 (2m 6s):
I actually see you in those really short white tennis shorts. I really can, like, I'm not even joking. And it's an image I actually scarily can't get out of my mind right now, but PV three, I mean, I feel like that does rival JLD as as sweet initials. I think you should run with that.
1 (2m 23s):
Our complimented. Yeah, for sure. I'm trying. I need to take the world over if P V3. Yes. So that is it, man.
0 (2m 30s):
Love it. Well, Fire Nation, I am really excited. I've I've met Pete in person multiple times. He's been on the show before, whenever we're at the best events around the world where we both seem to be there hanging out, having a blast. And today's audio masterclass is going to be super killer because it's about you using speaking Fire Nation to build your business in Pete Vargas is going to break it down in three steps. So using speaking to build your business in three steps and Pete Vargas is the person the authority to talk about this today. So Pete, give us a quick teaser about a couple things we're going to chat about. We're going to dive into the meat
1 (3m 4s):
And potatoes. Yeah. JLD so as you, as you obviously know, but maybe Fire Nation doesn't know is that my life was deeply impacted by a speaker 15 years ago. And I, this guy came to my town long story short. It was what, what prompted my dad to ask for forgiveness for the father that he'd been growing up to me, he saw this speaker and in one hour, what it prompted my dad to do was literally write me a letter and say, I'm sorry for the father I've been. And he asked me for a second chance to do things right? And so we had tried everything. We had tried everything to make things right with my dad growing up. And then all of a sudden, in one hour it happened.
1 (3m 45s):
And so I called that speaker and I just said, why aren't you getting your, your message out into the world? And he said, I don't know how to do that. And I said, Darrell, you have to use speaking. You have to get out there and speak. And so for 13 years, this is important for Fire Nation. To understand 13 years, we perfected this system of really using, speaking as a customer acquisition channel, not just to influence people, but also to make sure that, you know, it drives your business. And so there's three things that really we helped him do. And we've helped thousands of other people do is like, how do you make sure you're great on stage?
1 (4m 25s):
Like, how do you make sure that when you get on that stage, you're unbelievable. You're great. You knock it out of the park and that year. I mean, literally you're one of the top rated speakers. How do you make sure? But here's the, here's the thing I want to say about that. And we can come back to this story here in a minute, not just top rated speaker being great on stages and just the top rated speaker, but it's making sure that people go deeper with you. And I'll tell you how John Rulon left millions of dollars on the table, even though he was the top rated speaker, he wasn't doing some things, right? The other piece, here's the here's the other piece we'll talk about is like, how do you get on stages? Like how, how many stages exist? Because there's a lot of people listening right now on Fire Nation that they don't want to go travel all the time.
1 (5m 6s):
And I completely understand that I have three kids and I don't want to travel all the time, but there's 40 different stages that exist online, 40 different stages that exist offline stages. And I'm going to show you how to create a portfolio that actually matches up with your lifestyle and how do you find and how do you win those stages? And then the last thing we'll talk about is how do you actually scale those stages to make sure that you have the greatest impact, but also that people go deeper and work with you. And I don't think there's any greater story to share the nap than what you experienced this year on a stage, which was unbelievable. So those are the, how do you in one hour create more business in one hour than what, you know, sometimes launches take nine, 12 months of, you know, a teen's time or the sales cycle takes, you know, a 12 to 18 months to bring people into your business or your organization.
1 (6m 1s):
How do you go do that in one hour and actually scale these stages? So we'll talk about that
0 (6m 6s):
And violation. I experienced that firsthand just a couple months ago where that exact thing came to truth, where I generated more revenue from one hour onstage. And some of my biggest launches that I've done that have taken months to prepare so much investment financially time-wise bandwidth wise, such exciting things to be chatting about. And you might remember John Ruhlin who peaches mentioned. He is the gift giver. He is the founder of gift ology, and he was a great past guest of EOFire. And I think I followed up with you guys, Fire Nation afterwards, but John actually sent me a sauna, an actual sauna after our interview went live because he was so blown away by you reaching out to him, just to thank him for the show and to see what he was all about.
0 (6m 49s):
He literally sent me in a two-person wooden, dry sauna. That is just incredible that my father still is using to this day up in Maine. So just super cool stuff and just kind of a side note, but these are the kinds of people that Pete are helping spread their message to the world. Because even when John was able to be on my stage for a brief minute, he wasn't able to maximize the impact that he could have had because of a few key things that he didn't do that we're gonna be talking about today with Pete. So Pete, let's just dive in because you are officially called the stage whisperer and you've been on 25,000 stages. Why the heck do you love stages so much?
1 (7m 30s):
The true reality is, and I haven't been on 25,000 stages, our clients, that was the amount of stages that we booked directly out of our offices from 2003 to 2000,
0 (7m 43s):
I was trying to do the math. I'm like, how does that work?
1 (7m 47s):
Nope. It's somebody called, you know, some of these, like, how can you do that? There's 365 days where you doing it like four times a day? No, we actually put over, I don't know, probably over a hundred different speakers on 25,000 stages across the world. And dude, the reason, I mean, literally the reason I love stages so much, the reason I geek out over stages is I shared that story. But the man who shared that story was Darrell Scott. His daughter was the first girl killed at Columbine. And when he came into my town and that morning, when he said, Hey, you need to go let five people in your life, know how much you love them, because you don't know if they're going to be here with you tomorrow. And then he went on to say, some of them, you're not in good standings with.
1 (8m 28s):
I went immediately and begged my dad to come back to the night event because my dad was extremely abusive and verbally and physically growing up. And we have an amazing relationship today, but I begged him to come back. And that night my dad came back. He didn't say a word to me that night. And I was like, dude, if that doesn't get him, I don't know what it is. I felt like giving up on my entrepreneurial journey. And I got that letter in the mail. And when I got that letter, it was this sub conscious like stages. Are it? And a lot of people listening, the thing they're going to say is yeah, but his daughter was killed and that's, he was a motivational speaker and an inspirational speaker. What I want Fire Nation to understand is that the first time you know him, JLD the first time I heard Ryan dice on a stage one hour live setting.
1 (9m 17s):
Since that day I've bought almost everything that Ryan Deiss has. First time I heard Garrett Gunderson on a stage, I looked at my wife and I said, babe, we're whatever he has to offer them. First time I heard access on a stage. They help parents understand how to communicate with their kids in pop culture and teen and multimedia. Not only did I buy every one of their parenting products, I started donating to their charity. So I get goosebumps because it's not about an inspirational speaker. It's about anybody that does an incredible job on a stage. I, those are exact instances of people that I wanted to go deeper with because I connected with them in one hour on a stage.
1 (9m 57s):
And so do, that's why I care about stages. It's personal to me, but it's been a repetitive theme of how I work with people. And quite frankly, how a lot of people work with people after they experienced them on some type of online or offline stage dude. So that's why I care about stages so much, man.
0 (10m 14s):
So you believe the stages are, if not one of the fastest, the fastest way to grow your business. So what makes you think that let's get some real, tangible, specific examples
1 (10m 25s):
For me, you know, like when I came out of the gates two and a half years ago to start advance your reach, I had the opportunity. Like I'm not, I don't want to pick on anything, but I tried a lot of bright, shiny objects. I tried like, you know, I tried product launches and I tried funnels. And I think
0 (10m 42s):
Just real quick, I don't want to get sidetracked, but what was like, looking back one of the funnier things that you try, that you're just like, oh my God, what was I thinking?
1 (10m 49s):
I want to be careful, but yeah, I'll be because we're boys, I'll share it with you. I went and did. And, and, and I did it in, there's an ingredient to your business dude, and there's all these ingredients and there's a time and a place for the ingredient to go in. And I just, I want to say that I did the ingredients wrong, but I went out and I spent, you know, five figures on creating videos and you know, all of this stuff to do like a big launch. My list was zero. I had no, I had no community, no following spent tens of thousands of dollars, my team. And I went out and we launched and we got one,
0 (11m 23s):
Okay. One sale. So, I mean, that was something you look back, you're like, oh wow. If I could take that back, I would. So getting back on track though, stages, they're an awesome way to grow your business. Why, why is that for a fact and some specific examples.
1 (11m 36s):
Yeah. So I'll give you a couple examples. So me, I said, why am why I just did this for 13 years for other people I saw how quickly it, what it does for them? Why did I not go do that? And so we went out and got on like a couple of stages, three stages, like at the end, the infancy of our business. And JLD a couple of those stages, return, five figures. And one of those stages returned six figures with a few weeks in a few months. And so that's, you know, an example of me. But then I think about like the, the, you know, I think about Molly grub, who is a financial advisor and there's millions of stages in all of your listeners, backyards, every association, every niche, every industry that exists, those stages are happening a drive away from your home in your backyard.
1 (12m 25s):
And they happen every single month. And so I think about her, she goes out and speaks in front of 50 entrepreneurs in her backyard. And now she's got, you know, 4, 5, 6, 7 new clients in her service-based business company by going on one stage in her backyard for one hour. And it didn't take her, but you know, a couple of phone calls to be able to land that stage. So there's not all of this tech and all of this setup and all of these things that have to happen. You can go get on one stage and it doesn't have to be some national or international stage. It can be a stage in your backyard and you're launching your business. That's what I love about it. You're launching your business.
1 (13m 6s):
You're gaining 1, 2, 3, 4, maybe five new clients right away. And it doesn't take a lot of time. JLD wow.
0 (13m 14s):
I mean, Fire Nation. I can just tell you that there are opportunities around you right now. You don't need to fly halfway across the country or the globe to find these opportunities like they are, they're there in front of you. It's just a matter of stepping up to the plate, which I think kind of leads to the next thing. I really want to chat about Pete, because for me, I know that I had to overcome a fear of speaking. I mean, this is back in 2012. I can so clearly remember the day I had launched my podcast. It was a couple months in, I was scared enough to talk to people like this one-on-one audio wise, but the thought of getting on stage in front of a lot of people freaked me out. And then cliff Ravenscraft, who was running the podcasting track of new media expo said, John, somebody just dropped out of their podcast.
0 (13m 56s):
Talk, will you come to new media expo? And will you fill in and speak? There'll be at least a couple hundred people in the room. There'll be a solo talk. And I was freaked out, but I said, yes. And I'm not going to pretend like I was great or even good on that talk, but guess what? I did get up and do it. And every single one, since then, I've gotten a little bit better, sometimes even a lot better when I've had training for people like yourself. And it's just been more and more of an enjoyable experience because, you know, we've all heard that saying Pete, that at a funeral, most people in that room would rather be in the coffin than giving the eulogy. Because fear of speaking is like the number one fear that most people have. So talk to us about that.
0 (14m 36s):
How do we overcome this fear?
1 (14m 38s):
Yeah, dude. That's, that's a good question. And if, I mean, we can jam here a little bit, cause I'd love to talk about overcoming the fear, but then what does it mean to be great on stage? So we have a common friend and her name is Jill Stanton and we, you know, we both love her and loved kind of love Josh, but really love Jo Josh. I'm joking. I love Josh, but Jill, I was with Jill and it's the same thing last year. I was with Jill a year ago. And I just want to reiterate what you just said or reinforced what you said more is that I'm sitting with her at a, at a mastermind. And I heard her talking to someone so powerfully. She was talking to someone one-on-one so powerfully. Like I remember sitting there and it gave me goosebumps and I turned to her and I said, I know you don't know me, but you should be on stages.
1 (15m 27s):
And she's like, oh whoa. And she just started fanning herself. Like really? I'm not, this is a true story. And she's like the idea of being on stages freaks me out. It scares me to death. And I said, why? She said, I just it's, I can talk behind video. I can talk on a podcast, but to get on stage. And I said, Jill, it's no different than what you did right there in that conversation. It is no different than that. The only your ideas that you're going out there and you're speaking to a crowd of hundreds or maybe even thousands, but it's no different. And she's like really? And so a couple of things JLD that are really critical to overcoming that fear of speaking is you're going to appreciate the first part of this is like, you need one, talk, one talk.
1 (16m 18s):
You don't need. There's a lot of people out there like create four or five seven talk, no, you need one talk and you need repetition and someone to help coach you in that talk. When you can get one talk, dialed in and get very comfortable with one talk. It's amazing. What begins to happen? You get calm, you get, you get confident in it. And you all of a sudden you get a little better every single time. You're not going to be perfect the first time, but you will continue to get better every single time, like you said. But the other thing that I believe is critical is that you want a lock in with one person. I said, Jill, when you get on a stage, you look to the right.
1 (17m 0s):
You find one person, you look in the middle, you find one person, you look to the left, you find one person and you don't look at anybody else. The rest of the time that you're on stage. And with that one talk, we helped you design and craft and create you. Look, those people in the eye, just like you look, the person in the eye that you were sitting with here at this mastermind, it is no different what you just said to them about your genius than what you're going to say on stage and do it. I'm happy to say, like in that instance, not only has she begun to get on stages, JLD, she's going to be on some of the biggest stages that exist in marketing B.
1 (17m 41s):
I mean, and we're sitting with her literally a year ago and she's like fanning herself and scared to death, the same way that you are. And so it's like really getting laser focused on one talk and making eye contact with one person. And then I'll give the audience a little bonus of what I do before. Cause I still get nervous on stage. I'm about to be on JJ, Virgin stage coming up. And I have a routine before I get on stage. I meditate and I pray. And then the thing that I do is I have my go-to song that gets me in the zone of serving that audience. And so that's really what I do like the 20 minutes before I get on stage.
1 (18m 22s):
But do that's the key to that is really that one signature talk. And you know, I mean, what I would tell you is even talking with Marie Forleo a little bit over a year ago. She's like man, to think about like all the creative energy that has to go into the talks all of the time. And I said, Marie, you don't have to have a bunch of talks. You have to have one talk. And it was like, that just gave her like this piece, but it's the same piece that it gave Jill too. So that's what I would encourage people to do. And I want you to know you're still going to be a little bit nervous, but there's a difference between nervous and being afraid. There's a big difference between those two channels.
0 (18m 59s):
So here's a recap Fire Nation. Number one, one, talk, give yourself permission to just focus and crush one talk that's ads. And then when you're up on that stage and I love this advice is something I'm definitely to do next time. I'm on stage, find three people, someone to the left, someone in the center and someone in there on the right and look at no one else. I can be honest with you. I just gave a speech in front of hundreds and hundreds of people at podcast movement. And you step up on stage and you see all those faces and all those eyes. You're kind of like, whoa, that's a lot. And your brain is trying to take it all in now focus on one person to the left, one person to center one person on the right. Those are your people, that's it. And then I love how you talked about routine and this is pizza routine, Fire Nation meditate, prayer.
0 (19m 44s):
And then he has a song. That's his go-to that's 20 minutes before his, his talk. That is just his focus. And one kind of quote, I want to share with you right now, Fire Nation, high barriers, equal low competition. Guess what we get that you're nervous to talk from stage. We get that I'm nervous. And Pete still nervous from talking from stage, but that's a high barrier to overcome speaking from stage. That means that there's going to be frankly, a low competition. Cause look at Jill. Jill is a massive extrovert. I mean, she is as much of an extrovert as I am. I mean the two of us enter a room. We are off butterflying around. We are taking energy from that room and we are just loving it. And we love that we are extroverts.
0 (20m 25s):
And yet here's Jill. Who's a massive extrovert and she's afraid of stages. Well, guess what? The 70 to 80% of people that identify themselves as introverts, that makes it even tougher for them. So we're talking to everybody across the level from extroverts to the highest degree to introverts, to the lowest degree. I mean, you just got to realize if you go through this process, if you find one talk, find your, get your routine and just recognize that you just need to nail that one, focus talk, you're going to do great things. But this is one thing I know Pete, for a fact, a lot of people have trouble with and that's speaking with confidence, but at the same time, not coming across as that slimy salesy kind of type person.
0 (21m 5s):
So what's the trick there.
1 (21m 7s):
Dude, what you just said is so much, so much wisdom in that. And I would rewind those, that those few seconds, that's just so much wisdom. And you know, the, the irony JLD is what you're going to find out is the people that you connect with in the audience, you make that eye contact with. They're probably going to be the people that are bringing you energy. They're going to have a smile. They're going to be sitting on the edge of their seat and what I've seen happen time in and time out. They're the people that almost every single time work with you too, because it's crazy. It's absolutely crazy. So you're going to connect with people who you're going to be able to feed off of their energy. And they'll probably just so happen to work with you. Yeah, this is, this is where people miss it. I mean, people miss it whenever they're trying to design that talk. So that's how you overcome the fear of like really speaking and you're right, because of the fact that people avoid it.
1 (21m 53s):
If you're the one that will do it, you're going to be the one that's setting yourself up for a lot of success. So now you have to craft the talk and you really want to craft a talk that does a few things. You want to speak to the person in the audience, both the left brain and the right brain person, you know, person. And I know, you know, one of the biggest things that we get in feedback is I don't want to feel slimy. I don't want to feel salesy. I've seen you on stage, I think three times now, and not one time did I feel like you were slimy or salesy, like not one time. And so there's a way that you do that and we call it the story braid framework. This is not a formula.
1 (22m 33s):
We're not trying to force you into a formula. We're trying to give you a framework that allows you to be yourself within that framework. So don't think you have to be Pete and don't think you have to be JLD don't think you have to be Jill Stanton, be yourself. But this, this story braid framework goes like this. It says, what are you going to do in the first five to 10 minutes to connect with the heart of the person? Like what are you going to do to connect with their heart? Because when you open up their hearts, their minds are ready to listen to you. Like they will absorb all of the content that you're going to lay out and all of the value that you're going to lay out.
1 (23m 14s):
So those first five to 10 minutes, it's really, really critical that you have some type of human connection. If you're funny, be funny. If you dance, dance, if you have a family and you want to talk about your family, that's what I do. Talk about your family. Talk about your mission and what you're trying to accomplish and make sure that they find themselves in your mission. But what is so important to happen in those first five to 10 minutes is for them to see that you are both ordinary and extraordinary. And in that order too many people make the mistake of coming out and talking about the extraordinary.
1 (23m 54s):
And I'm just telling you we're in a day and time where people shut down with that, but they do want to see that because if you're not extraordinary, why are they going to listen to you? So in addition to connecting with their hearts, however, that is for you. And in addition to like bringing them into this bigger mission that you have, I want to make sure that in that first five to 10 minutes, that you help them see that, yes, I'm an ordinary, I've walked in, I've been in your seat, I've walked in your shoes. I understand how you feel and I've overcome. And now these are some of the results I've gotten because of the process that I'm about to teach you.
1 (24m 35s):
And now all of a sudden you're transitioning into the content with them, recognizing the gap in their life. And that is what you're about to teach them. So that's the first piece. JLD I don't know if you want to jam on that a little bit before we get into the second piece of the framework. Now let's dive on in number two. Yeah. So number two is the head dude. You've now opened up their hearts. They are now ready to listen and you want to teach them, you want to teach them your process to getting you to extraordinary, whether that's in podcasting or parenting or your finances or stages with me, like teach them what it takes to get those extraordinary results.
1 (25m 17s):
Like that's what you do and what we love to do. Let's we love for those to be, you know, three, four or five points that you're teaching. Like that's the range. We want you to stay in. People who come out and say like the 43 things too. Like it's just, you know, we really want to keep it honed in and tight because you have a limited amount of time. And so teach those points and make sure that with every point that you're either driving it home with a story or you're driving it home with some data or a case study, because data case study facts help coupled with story, help tackle everybody in the audience.
1 (25m 59s):
That's both right-brained and creative and left brain. And you know, more analytical like that helps tackle everybody in the crowd. So that second piece to the framework, the second piece to the framework is the head you're teaching them there. Their hearts are opened. Now their minds are listening and absorbing you the third piece to the framework. And this is the piece and here's the piece. And I do want to tell John Rulon story here in a minute, but the third piece, and by the way, what a lot of people make a mistake is they teach something. That's not aligned with the way that people can work deeper with them.
1 (26m 39s):
It's not aligned. It's like completely like not aligned, like not congruent with the way that they can work with them after the fact. So you really want to teach something that's congruent with the, you know, the products or the services that you potentially could work with. The people in the audience. That's one small mistake that, that John was making. The third piece to the framework is the hands. It is the hands. It is the call to action. It's what you're getting them to do. And so here's what you want to do. And I want people to understand this. There's two things that are happening. Either. You can make an offer or you can't make an offer when you can make an offer.
1 (27m 22s):
And we'll talk about JLD here in a minute. When you can make an offer, there's two calls to action. You really want to do is you want to help them see that like get a quick win, like help them get a quick win during the presentation, some type of quick wind during the presentation and letting them see like, wow, he just taught me something. That's going to be easy for me to go implement. Or she just taught me something that I could go do in five minutes. That is going to get me a quick win. But the only other focus JLD have the call to action. When you're making an offer is actually making the offer. And when you do an incredible job of teaching and building in case studies and doing those things during the teaching part, when it comes time to make the offer, you see the results that you saw on stage JLD.
1 (28m 7s):
And so that's when you can make an offer, that's the call to action. Now here's what most of Fire Nation is going to experience. The majority of them can't make an offer. Like when John Lee Dumas gets asked to be at one of the biggest marketing conferences at like traffic and conversion every year, he can't make an offer. So what do you do? You do two things, two things. When you can't make an offer, you still give them a quick win. You still give them a quick win, but here's the other thing you give them. You give them a free gift that gets them from a to B a to B, like really does get them from a, to B in their business and a free gift that they can consume in 10 to 15 minutes.
1 (28m 55s):
Because when they consume it, they're going to see JLD is brilliance and genius. You give away a free gift. When you're talking about the content, it's a piece of a content. That's like your hottest content that you can't go as deep because of the limited time. And they're like at the edge of their seats. And a lot of the times, you know, this content is great because they're taking pictures of your screen or your slide or whatever. That is the place to figure out what your free gift is. And you give it away right during the middle of your content. And you remind them at the end of your presentation as well.
1 (29m 37s):
So that's the third piece of the framework, which is the hands, the call to action. That's, what's setting you up to scale the stage. And then the last piece JLD we don't ever want to end with like anything called to action or anything like offer. We want to close with the heart. We started with the heart, let's close with the heart. So it's either closing the loop on maybe an opening story that you tell, or it's a completely siloed brand, just a completely separate story that reinforces everything that you taught those 60 minutes. JLD that is the framework that makes a great presentation.
1 (30m 19s):
And you only need one. You only need one, bro. That's it one.
0 (30m 24s):
I mean, every time I talked to you, Pete, I literally pull my keynote up and I'm like feverishly making changes to my current presentation because it's just like so true in Fire Nation. I want to go through this story braid framework for you real quick. Number one, what are you going to do in the first five to 10 minutes to connect with the hearts of the audience? You must connect with their hearts and remember be both ordinary and extraordinary. If you're just one or the other. No good. Just ordinary. They might be like, okay, I connect with this person, but why should I listen to this person? Just extraordinary? Okay. This person's obviously awesome, but I don't connect with them that I'm not under same level, ordinary and extraordinary. What does extraordinary breakdown into that's extra ordinary?
0 (31m 5s):
And number two, make your point with stories with data, with case studies, because Fire Nation, you want to be hitting both the right and the left brainers are going to be chock full in your audience. I mean, who knows what the percentage is going to be 40, 60, 70, 30. It doesn't matter. Make your point with stories with data, with case studies. So those red left and right brainers all connect with you. And then three, that's your hands, your call to action. You want to get them that quick win? That's a free gift. It's going to get them from point a to point B Fire Nation and something that I definitely took a note on Pete 10 to 15 minutes. Like we got to get them there. We got to get them there and they get to have them consume it because they're going to be bombarded with a lot of great information if they're at a conference.
0 (31m 46s):
So get them that win quick. And then number four, the final one, close the loop with the heart, close the loop with the hearts. You open with a heart close with the heart. This is actually an area that I failed at many times when I've given talks from sages. I've, I've really connected with their hearts at the beginning. I have a great, great real story that does that, but I'm not closing with that. I'm not closing the loop there. That's a huge mistake. So as you can tell, Pete's been dropping value bombs more coming. When we get back from thanking our sponsor, the new year is here. And my guest is that you have big goals set for you in your sales team. Over the coming months from new projects to bringing in more leads a new year can often feel like a totally new start, but let's not forget the most important part, arming your team with the best tools so they can focus on giving your customers the best experience possible.
0 (32m 35s):
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0 (33m 18s):
I took my health and wellness to the next level. The day I finally recognized how broken our food system is the amount of fake ingredients we consume every single day should be a major concern for us. All in the people at uprising. Food are here to help, whether you're living a paleo clean keto, low carb, high fiber dairy free, or grain-free lifestyle uprising has something for you. All uprising products are baked with real superfood ingredients like almonds, MCT oil, apple cider vinegar, egg, white psyllium, husk, and olive oil. Okay, so you might be wondering what about that taste? I can vouch it. Uprising has nailed the taste factor on both their sour dough cubes and the crunch factor on my favorites, their new savory awry freedom chips. And right now uprising is offering Fire Nation $10 off the starter bundle.
0 (34m 2s):
That includes two superfood cubes and a four pack of freedom chips to try just visit UprisingFood.com/EOF and the discount will be automatically applied at checkout. That's UprisingFood.com/EOF to get $10 off your first purchase of the starter bundle. So we're back in. Wow, we're going to finish really strong with some key points here. And we've talked about a lot already, but I'm just kind of curious on my own because I'm like, wow, well, we're talking to a huge audience, Fire Nation. I mean, over a million listens per month is what this podcast gets. How many stages actually exists? Is there enough for everybody?
1 (34m 41s):
There are over 80 different stages that exist 40 different online types of stages. And there's 40 different offline types of stages. Obviously we don't have the opportunity to go through all of those today, but here's the beauty of it. There are millions and millions of stages at the local level that exists for people to go just into their backyard, which they can drive to and drive home. I do it quite often because of having a family I'll just drive to stage and drive back home. There's, you know, hundreds of thousands, if not millions at the state level here. And, and, and, and, and this exists in all the countries, I'm speaking kind of us, but this is very much in all of the nations, cause I know how big Fire Nation is and Fire Nations.
1 (35m 23s):
So, you know, yeah. Then the national and international level conferences that exist and events that exist. There are so many stages. And here's the thing, depending on the season of life that you're in, you might say, and this is, you know, we there's guy that we both know his name's Stu McLaren, and we get the opportunity to serve him. Stu was avoiding stages in his business because he didn't want to travel. And then all of a sudden he had this aha from what I'm teaching right now that says, man, I just have to be on six of my dream stages. And if I'm on six of my dream stages, how much will that move the needle in my business, if I'm just on six dream stages.
1 (36m 4s):
And so he made a decision to say, I'm only going to be on four to six offline stages because he has a family. And he said, but I'm cool with being on dozens, if not hundreds of online stages, because I can be on them in my own home, just like me and you are today, I'm in my home doing this, doing this stage. And quite frankly, it's probably the biggest stage that I'm on this month, a million downloads a month. So think about that Fire Nation. There is this huge opportunity, both offline and both online that exists. And then there's others of you like Chandler bolt out there who is a client of ours, who we get to serve. Who's a friend of both jail DS and me, and Chandler's 25 years old.
1 (36m 47s):
He has no wife. He has no kids. He's like six stages. Yeah. Right. I'm going to be on 25 or 50 stages a year because that's the season of life he's in jail. I know. I know. So that's the, that's the beauty of stages is that depending on your season, you can pick and choose what you want. But there's one key thing that I want to drive home to Fire Nation. And that's the dream stage. A lot of people here, I'm kind of coined that phrase, the dream stage. But let me tell you the definition of the dream stage, because a lot of people think a dream stage is about the number of people in the audience.
1 (37m 30s):
And that's not the case. The dream stage is about the percentage of people in the audience who are ideal clients to work with. You pass the stage. So it's not about having thousands of people. It's about making sure that 70 to 80% of the people that are in that audience could potentially work with you past that stage. And so I'm pretty humbled. I'm going to an event like what today. And when I get there, I'm going to be in a room of a hundred people. Now I'm pretty experienced and pretty in demand speaker like Pete, why would you go do that? Because 95% of the people in that room are prime candidates to be able to work with me past that stage.
1 (38m 19s):
And so Fire Nation, I really want you to understand the opportunity that exists with stages, stages in your backyard stages online, or even for those of you that want to take your message to the nation or, you know, big beyond big stages. It's big, but make sure you're not just being on the wrong stages, make sure that you're actually getting on dream stages.
0 (38m 39s):
So again, there's just a lot of things within this that I want to kind of go back over Fire Nation. Number one, there's 40 online in 40 offline stages. Now these are types of stages. So it's just the numbers literally endless because there are millions and millions at your local level, which is where a lot of you should and can be starting. There's hundreds of thousands, not millions at the state level, then there's the national and international level. And then there's this dream stage that piece talking about. And I can tell you, I experienced a dream stage and I think this is maybe a good time to talk about it. Pete, the dream stage that I just had very recently in Fort Lauderdale, Lisa Sasevich asked me to come speak at her event, which is the event was called speak to sell. And that's what it was all about.
0 (39m 20s):
And guess what? She wanted me to come and talk on podcasting, which I did. And she wanted me to make an offer from stage, which I did, which was a $2,000 podcast launch formula, where for over six weeks I met with everybody live, they got access to podcasts, was paradise or a podcast noodle. I made this whole suite package and I delivered the right offer from stage. And we did $108,000 in sales from that stage. And that was from me being on stage for 75 minutes, 75 minutes. That was a dream stage for me. And I can tell you that was my first time ever trying that. And I got on the phone with a ups who naturals. I was like, dude, sign me up.
0 (40m 1s):
How do I do this?
1 (40m 4s):
Yeah. So you can imagine like even five or 10 stages of that caliber or even even bigger.
0 (40m 10s):
I meant to say, Pete, I've got to say there was 173 people in the room for that. So Fire Nation, this wasn't a massive talk in front of a mass amount of people. There was 173 people in the room.
1 (40m 21s):
The, so what happens now, if you have 1700 people in the room of the same caliber or the same clientele, you now have, you know, the numbers, right. A million
0 (40m 31s):
1 (40m 32s):
Million dollar stage. And that's what we just saw happen in January for the first time in our businesses. That exact thing. And you and I have a common friend, you know, Russell Brunson, who I was just with an Africa, like amazing, amazing guy and just building schools out there for kids. And he had a three and a half million dollar stage, maybe a three to three and a half million dollar stage. And so I would say like, JLD even in his situation like, oh my God, 170 people that he didn't have to get into the room. He didn't have to do the marketing. He didn't have to do the sales. He didn't have to do launches. He didn't have to do anything yet to show up. Now, you know, he had to fly there, but he had to show up yet to speak for 70 minutes.
1 (41m 13s):
And it was a six figure stage. Now, 10 X, the size of that crowd and, and exactly what we said. That's the opportunity that really does exist with stages when you actually can get on those dream stages.
0 (41m 28s):
So P we have a workshop we're going to kind of be focusing on for the rest of our chat here today. This is your on the three steps this specific system to use while you're speaking. So let's kind of tell foundation a little bit about what this workshop is. And of course, we're going to tell you Fire Nation, how you been, how you can get involved in this workshop and then we'll, you know, just keep dropping.
1 (41m 51s):
So Fire Nation, we're, we're releasing a workshop. This workshop is going deeper into these three areas that we just talked about today. So the first piece of the workshop actually talks about stages exist everywhere. Like they're everywhere, they're local, they're national they're, you know, at the state level, they're all over the world. And so we really get clear and defining all of those stages that exist. So we not only do we get clear on those, you know, 80 different stages, we also give, we're giving you an entire list of stages that exist online and offline, like the exact stages that could potentially be your dream stages, the websites when their events are, who runs those events.
1 (42m 34s):
Like we have a master list of a lot of stages that exist that you can actually, after hearing this training, you'll be able to take that download and be like, wow, that's my dream stage right there. A lot of, some of them won't be your dream stages. A lot of them will be, but the first part of the workshop is really going deeper into defining and getting clear on all of these stages that exist. And so phenomenal training, completely free. It's a free workshop. That's the first piece of the training. The second piece of the training is we're going to tackle exactly what, you know, John Lee Dumas and, and what Jill Stanton Stanton overcame is. How do you really, we're going to dive deeper into overcoming that fear of being on stages, but we're also going to help you craft your talk.
1 (43m 21s):
Like I know we got to go into it today and we gave you some incredible content today, by the time you're done with this second part of the workshop, you will have your one talk outlined completely because we have a one page story braid outline that by the time you're done with this training, you will have your talk outlined, which to me is the greatest marketing tool you have in your business. And then the third, the third piece of the training, and this is the fun piece. Like it brings it all together. How do you scale a stage like JLD did with his six figure stage? How do you scale a stage like we did?
1 (44m 1s):
And we've seen lots of our clients do with seven figure stages or for some of you it's like Pete, I just need four figures. I just need thousands of dollars. Or I just need, you know, tens of thousands of dollars to really get my business off and running. We are going to go into how you actually scale a stage like JLD did in this third video of the workshop. And so this workshop is really powerful. You're going to get to experience this entire system. And by the time you're done with it, you're going to be able to do stages. Unlike most people out in the world do stages and, and John Lee, the biggest thing I can tell you is, you know, there are people who have chosen not to incorporate speaking into their business like Chandler bolt, because he didn't know what it could do.
1 (44m 48s):
And this was the first year that he did it and he's adding seven figures to his business. And he talked about how much he had left on the table, the first three, four or five years in his business from not doing it. And then you have people like John Ruhlin, Frank Shamrock, five-time UFC champion, a guy who was with us just yesterday, Bradley Dr. Maria Church, who was with us yesterday. And they say the same common thing. I've left six and seven figures on the table. I've done speaking. I just haven't done it correctly. And the amount of money that we've left on the table from not doing it correctly. So by the time they're done with this workshop, whether they've done it or they haven't done it, that won't be the answer for them moving forward.
1 (45m 32s):
They're going to be able to do it correctly and really make an impact in their business after this workshop. JLD
0 (45m 38s):
And now P this workshop it's $5,000, right? Was that the number?
1 (45m 43s):
Yes, it's actually, I was going to charge 10. You told me to do 10. We dropped it to five. And then, yeah. And then at the end of the day, no, it's a completely virtual online workshop that JLD, your community is going to be to be able to have access to for a couple of weeks and really be able to dive into this workshop and make the most of it. And you know, it, there, we are not charging for the workshop.
0 (46m 5s):
So you completely went against my $10,000 recommendation.
1 (46m 9s):
0 (46m 12s):
Fire Nation. Let me break this down for you. This workshop, it's going to take you through these three steps, the how to be great on stage, how to craft your talk. Your one talk is going to be outlined. You gonna be able to go through an outline that one talk, and then holy crap, you're going to figure out how to scale from stage, how to actually scale that stage. The ones that you're on that you're speaking from this is mind blowing. It literally should be $10,000. If it was $5,000, it was still, it would be an absolute steal, but he's going to give this to you for free, because he saw what people that can share their message the right way. Can do you heard the story of how it impacted he and his father's relationship?
0 (46m 52s):
And I mean, I mean, that's literally priceless. If you could put a dollar amount on that, it doesn't exist because that is a priceless thing that happens. And why are you keeping your message, your mission, your voice inside. When you know that you can go through a workshop like this, that by the way is going to cost you nothing more than your time. And guess what I get your time is valuable, but this is something that you're worth the investment in. So you're going to head over to EO, fire.com/speaker that's EO, fire.com/speaker. And you are going to get completely free access to this workshop. Fire. This is a strong JLD stamp of take this call to action right now on your forehead, because this could literally change your life.
0 (47m 39s):
And even if you decide to never speak from stage, which I hope you don't make that decision, but you will still learn so much. This is going to help you in everything that you do in life. Whether that be one-on-one speaking, just talking to people, writing content for blogs, or doing a podcast or doing a three-minute video or Instagram story. Take this workshop. It's free. Take action on this. Pete, give us a final takeaway. Just one thing you want to make sure Fire Nation gets. They're all going to say goodbye.
1 (48m 6s):
Yeah, I wouldn't be doing it if I, I wouldn't be, you know, living up to what I talk about if I didn't end with the heart JLD so yeah, I mean, I'm going to, I'm going to do that. So what I want to tell you first is what JLD just said is so critical. Whether you're speaking on a stage or you're speaking one-on-one, or you're over sitting over coffee, or you're on a podcast or you're on video, this workshop will serve you. And so long story short, I went home, I think about 12 years ago, I got a phone call from my dad. He was 49 at the time. My step, my step-mom was 48. He called me and he said, you'll never believe this, but we're pregnant. And so I was like, my wife and I were giggling. She, she talks about it was the biggest giggling like she's ever seen me have in 16 years of marriage, because I'm thinking to myself, my dad's about that, a kid, another kid, and I haven't had my first kid.
1 (48m 52s):
So we went home to meet my little brother for the first time that weekend we were living in Colorado. We drove to meet him. I kept seeing something different than just, just something was different with the way that my dad was interacting with my little brother JT. And so we were getting ready to leave that weekend. And we were going to the car. My dad opened the car door for my wife, let her in. He took me around to the other side. He looked me in the eyes and he said, I want you to know you'll always be my little boy, but I feel like JT is my second chance to get to do things right. And I want you to know that in that moment in time, I thought to myself, this would have not happen. Had it not been for that stage, that he heard that man speed gone.
1 (49m 34s):
And not only is my dad a powerful, incredible dad to JT. He is the most amazing grandfather to my sister's kids and my kids. And that's because of the power of a stage. And so I just want to encourage Fire Nation, take advantage of this workshop and make sure that you really are doing stages or doing them correctly in your business, because you are going to be able to impact a lot of people and the money that the revenues will follow. I mean, it's a predictable system of 15 years. The revenues will
0 (50m 6s):
Fire Nation. You're the average of the five people you spend the most time with. And you've been hanging out with PV and JLD today. So keep up the heat and please head over to EOFire.com/speaker. Take this content, take this workshop. It is only the investment of your time and it could change your life. And Pete, I want to thank you brother, for sharing your truth with Fire Nation today. And for that, we salute you and we'll catch you on the flip side. Thank you. Hey, Fire Nation. Hope you enjoyed our chat with Pete today. And I really hope that you do consider head over to EOFire.com/speaker, because that workshop is money I've been through it.
0 (50m 48s):
I'm going to be going through it again a second time because I'm crafting my next one. Talk that I want to just start to have as my one talk. I'm really excited about the, the topic and the content within. So EOFire.com/speaker. I'll catch you there, or I'll catch you on the flip side. The amount of fake ingredients we consume every single day should be a concern. And that people at Uprising Food are here to help. Right now, uprising is offering Fire Nation $10 off the starter bundle. That includes two superfood cubes and a four-pack of freedom chips. Just visit UprisingFood.com/EOF to order yours today.
0 (51m 30s):
The My First Million podcast features famous guests, discusses how companies made their first million and brainstorms new business ideas based on the hottest trends and opportunities in the marketplace. One recent app was all about how venture capitalists make money. Listen to My First Million, wherever you get your podcasts.
1) The Common Path to Uncommon Success: JLD’s 1st traditionally published book! Over 3000 interviews with the world’s most successful Entrepreneurs compiled into a 17-step roadmap to financial freedom and fulfillment!
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