How AI Follow-Up Is Closing More Clients (SMS + Voice AI) with David Asarnow

[00:00:00] Welcome to from Click to Client, where we transform a confusing message into a clear, compelling story that sells. I'm your host, Kris Jones, StoryBrand marketing expert. I'm here to help you attract more dream clients with the power of story.

Speaker 2: David Asarnow, thank you for being here today. David is the founder of a company called Business Nitrogen, and he has helped his clients generate over 750 million in revenue. I feel like that number might even be low. David, you. Correct me if I'm wrong. I am so happy to, to have you here today.

And David has kind of a magical ability to help his clients get unstuck and reach the revenue goals that they're moving towards. So David, welcome.

Speaker: Thank you so much for having me here.

Speaker 2: Tell us a little bit about what you do.

Speaker: Oh, let me count the ways. you, what, what do I do? I help clients, really figure out where they wanna go, [00:01:00] where the bottlenecks are, and then create the connections or the strategies.

I build companies and I help people sell things. How else do you do that? You connect the dots. You've got sales, you've got marketing, you've got operations. And since I've built multiple eight figure businesses for myself and other people, it gives me the vision of being in a company as well as outside doing it myself.

All the things you need to do and the things that hold so many entrepreneurs back. So I just literally get in and it becomes fun. I co-create their business with them and help them see their vision become a reality. And that's really what I do. And that's what's fun.

Speaker 2: Give me an example of what that looks like.

If you like, worked with a coach or a consultant, what did they come to you complaining about or struggling with? And then show, walk us through what you did for them and where they ended up.

Speaker: Okay. Well, I can give you a couple examples in the past and I have a story from yesterday. Great. Great.

Speaker 2: Yeah, so,

Speaker: I'll, I had a client of mine who, uh, was doing multiple seven figures.

Well, he was, he was, and then [00:02:00] his, he lost his platform that he was selling in at seminars and events, and it was, he had one outlet and he is like, how do I duplicate this? And I said, well, what's your goal?

Speaker 2: Wait, rewind. How did he lose the platform?

Speaker: Well, it was a, it was one seminar speaker, one seminar that did seminars around the world.

Got it. And so that he lost the stage there.

Speaker 2: Got it. Okay. Okay.

Speaker: Okay.

Speaker 2: Got it. Mm-hmm.

Speaker: So the question then is how do you recreate that? Right. And I said, well, we can recreate it online. He says, well, I've never done online. And I said, okay, great. Still, we can do it online. And I said, what's your goal? He said, I'd like to get to a million dollars in the next 12 months.

I said if you've done more than that, I believe that we can get you there. You're going to need to learn a different way of communicating. I'm gonna have, you're gonna have to be coachable on, because how you do it live is a little bit different than how you do live events, especially if you don't have that same engagement.

You have to actually amp up your energy because people feel it differently when you're in a room compared to when you're in a computer screen. [00:03:00] And so I. And then we created a vessel for him. We created the funnel, the marketing, the positioning, and we created the change in how he's gonna be offering his products to get people into his world.

And so, not everything one does has this kind of success. We were able to accomplish it in in 90 days. Wow. And, you know, and then he grew a multimillion dollar business over the next couple years, so he was able to get it all back and then found some new stages and was able to amplify it from there.

I have a client I've been working with now, and they don't have a lead problem. They're getting a lot of leads and they're doing it for live events, and they do live event training, and then their offer is a three day event. And from there they have, you know, a high ticket upsell offer and.

There was a bunch of little things that can be fixed from how do you make the position for the offer, but if you look upstream, where can you make the greatest impact? And so when as a consultant, we always have to look there, there's a lot of little things that can be [00:04:00] fixed, but where can we make the greatest impact in the shortest period of time to add value?

And so they were talking about, well, I need better lead quality. I said, great. I do believe that you need better lead quality. However, if you have an event that you have 30 something people register for, seven people commit and you only have three people show up, I think you have a different problem that we need to address first before you spend more money on fixing the back end.

You've really gotta fix the front end, right, and put the right kind of systems. And if you look at, well, what's broken or what could be fixed? It. It's like, okay, people register. They get the confirmation. I said today you can actually, either human or you can use artificial intelligence once someone opts in to have a conversation with them and let them know.

Soon as you opt in, we're gonna send a text message. We want you to respond to it. And tell us why you're registering for this. And now all of a sudden you're getting into why. You start understanding what their pain, their challenge, their problem is on why they're attending the event. And then through artificial intelligence, [00:05:00] it can actually have a, a pretty decent conversation with someone.

Say, this is awesome. We're gonna share with your presenter that's gonna be training you, uh, at your upcoming event. And now everything that goes to that potential client. Could be could be personalized. And because people don't care, you know, what you offer unless it's going to solve their needs. And today we live in such a distracted society and.

I mean, that's just one little tweak. Now, I gave 'em an entire step-by-step checklist and plan of what needs to be done. However, I said before we do anything, we need to get more people showing up because if you can change your show rate from 20% to 35 to 50%, you can double your revenue with money you've already spent without making doing anything else,

Speaker 2: right?

Speaker: So that's an example from just yesterday.

Speaker 2: So how are you gonna get more people to show up?

Speaker: well, exactly that. Instead of, instead of just sending a text message reminder, my plan was, well, first on the landing page you're gonna have a video. When they register, you're going to have a second video that [00:06:00] encourages them that they made a really good decision and here's why you made a decision.

Uh, I'll give you something else that we're gonna add in there. then. It's going to AI will message them in or text message them instantly and just say, we're so excited to see you at the event. Can you please tell us what, what inspired you to register? And it's open-ended. We're now getting all this detail about them.

We're able to have conversations. The good news is all of this then goes into their CRM, which for them it's HubSpot and they're now. Able to have everyone downstream who speaks with this potential client, understands what their motivators are, what's driving that person, where they are at their life, and why they're looking to get that problem solved.

So that, to me, that's a real simple low. Cost to no cost solution. In the scheme of things, when you're spending millions of dollars in marketing, you're not talking, you're talking a couple hundred dollars a month in, in something that could be a quick fix that gets more personalization and engagement.

Now, uh, one of the other things that they didn't have [00:07:00] is a way to follow up on, they have hundreds of thousands of people over the years that have registered for an event and never showed up. And so, they're going to now, next stage is going to be a survey segmentation file to find the, we're gonna use a personality, what x personality type are you?

Mm-hmm. And find out, because people like that. Once they take that, it will be agnostic to the company. And then once they're in, it will have a video that explains their personality for that service that this company offers. And then it will make a, a re-pitch inviting them to take that next step. So all of this is over the past few days, how to address that problem.

Speaker 2: I think you touch on a, like a overarching theme that often the nuts and bolts of what you're doing are working or almost working. And it that really having somebody come in with a, a fresh perspective

Speaker: Yeah.

Speaker 2: To make sure that everything is [00:08:00] tuned up properly and that a couple of little tweaks can make a huge difference in the bottom line.

Speaker: It's where can you create the most leverage in the shortest period of time? And you know, as a consultant or a coach, when you work with clients, you want to figure out how you can get a win quickly.

Speaker 2: Right.

Speaker: Making generating revenue or saving money. And if you can figure out how to help them generate revenue or save money and create a win for them, they don't look at you as an expense.

They look at you as an investment in their business.

Speaker 2: I mean, that's the way it should be, right? Like how are you gonna get a return and then continue to grow your revenue after that? Absolutely. So you, you mentioned AI as one of the things that you leveraged and you're leveraging with this client.

Are there other. Ways that you've integrated AI into your client work for your business or your client's business? Anything that hasn't worked with ai or are you really figuring it out and what are [00:09:00] the ways that it's working for you outside of the The chat?

Speaker: Outside of chat GPT, we're using voice. Ai.

We have complete, people say that they want leads, but they don't want leads. They want appointments. And so if you look at from, uh, a customer, you know, if you hired a outsourced setter team, they're not going to be able to have a level 10 conversation, most likely about your products, your good, your services, and you can actually train I to have that ai, to have that kind of conversation and even have it with empathy.

And so we've complete. We've created my company Business Nitrogen for clients, a complete appointment booking system where the lead comes in, has a conversation, acknowledges that it's ai, and just says, Hey, if you'd like to speak with a person, I'll transfer you at any time, but in the meantime, would you please give me an opportunity to serve you?

Just little things. Yeah. If you're, if you're authentic, if you don't try to pull the wool, the people heat [00:10:00] when, oh, this is ai. But if you disclose upfront

Speaker 2: Yeah.

Speaker: People are willing to give it a chance. And it's getting better by the, I I used to say it's getting better by the month, but I think it's getting better by the day.

Speaker 2: Yeah.

Speaker: And so we're doing that now as far as, as how other clients, because I do AI speaking and AI consulting and as well I mean for some clients we're. Where's the biggest bottleneck? Onboarding clients. They have to scan current client paperwork or invoices and to find out everything about them and how they can serve them better.

And we've created a system where, you know, before it would take about 45 minutes to two hours to just do the intake for a new potential client. And do the evaluation, and now they just scan in and AI does it automatically and it becomes infinite scalable. And the reason that it's challenging is they've got, I'll just say.

They have to have the variable of 30 to 50 different types of, forms that are being scanned in. And the AI has to [00:11:00] recognize where it goes from, where to place it, and how to calculate it based upon that. And so, our team is able to, our AI development team and business nitrogen, business nitrogen, ai, so two companies, and we were able to do that for this client.

That is all about how do they save money because. We created a Target 10. I did something I, I used to work for Tony Robinson, Chet Holmes, and Chet Holmes calls it the Dream 100, and I joke with Chet, I said, well, I had it before you. I called the Target 25 because I was able to build a $45 million business for a.

A 50-year-old company with only 25 prospects. They just happen to be big prospects, so I call it Target 25. We went down this avenue with them on the strategy, and then all of it's funny what happens when you have intention and you have focus, and all of a sudden you tune everything else out.

Literally these. Multimillion dollar clients started appearing just because the intention change. They, the lens, they started seeing them and now it was before it was like, okay, here's what, well, within months it started happening and how do we onboard all these [00:12:00] people without hiring more people? I said, well, we could do it with ai.

And we just did a, a, a test to prove out that it worked. 'cause I didn't believe it could work and it worked. So it's, those are two very different examples with artificial intelligence on what you can do. By the way, everyone here just needs to get really good at communicating with AI because the reason I love it because you have 140 plus IQ that becomes your collaboration partner.

And that means iron sharpens iron. So many people say that people's, pre prefrontal cortex is dying because of ai. It's because they're not using it to challenge themselves to get them thinking in a 360 degree way. Mm-hmm. When you start having a challenge, you and you, it's asking you questions that you actually have to think.

You've now got. An amazing coach. Now, I've also used AI because I've created some models and where I used to do a Strat, a quarterly strategy with the client, and we're sitting there doing all the strategy and planning I can. I will do it now because I put my models into, Into custom GPTs or [00:13:00] projects.

I will actually do it alone along with the client recording it and literally interviewing the client using ai. And they don't, they don't care. They don't care that we're using AI and say, I'm, they're not asking can me, they pay me less, but we're able to accomplish more in a shorter period of time, and which is, once again, creating leverage, saving time, which means you're saving money

Speaker 2: Totally.

Yeah. What are some of the ways that you interact with AI for your own business that allows you to have breakthroughs?

Speaker: Well, breakthroughs I will get lost in. I've had a lot of breakthroughs using the models that I've created to work with clients and just working it through myself. And so before I do anything with anyone else, I have to be the The Guinea pig.

Speaker 2: Yep.

Speaker: And it's so funny, I was speaking in an entrepreneur conference that had about 500 people there and I was at the [00:14:00] conference day one and I heard some things that were going on and I said, I need to.

I would, I did a a, I had a 90 minute and then a two hour workshop with them. And before the 90 minute I said, I'm gonna give an exercise to these guys and we're gonna do a live drive through. And I had a, I came with an idea and so I just wanted to put it to the test that night. And I ended up going down a rabbit hole for two and a half hours myself that I had breakthroughs.

And by the way, I was able to tell the story the next day. We're gonna do something right now that I think is so cool that. I got lost two and a half hours into it. Now, you're not gonna spend two and a half hours today in the workshop. We're just going to play with it. However, afterwards, I encourage you to go back to what we're going to be working on.

And so to me it was like different ways to look at things. It's, to me, it's fun. It's amazing how it gets. It really can have us harness, harness the power of everything that we have here that we don't even realize and don't think about on a day-to-day basis.

Speaker 2: Alright, so I wanna talk a little bit about the journey from an interested [00:15:00] lead or a potential client comes to your website.

Uh, encounters the you online. tell me about what happens, like where do coaches and consultants go wrong with the buyer's journey? Right. The, you mentioned that people want booked calls, and that is true, like the call is the fastest way to more profits, but you've gotta get on the call with them. So let's say somebody is on a website, they.

Book a call. Where are the holes or where are the bottlenecks or what are people doing wrong that they could easily tune up?

Speaker: Well, I wouldn't say anyone's I don't, until you see something, you don't know what we're doing wrong. The question we have to really ask is what, what are some, if we're selling, coaching, or consulting, which means typically it's it's high ticket and which means we have to show value.

And so one of the things that I recommend is not making it easy on the front end for someone to book an appointment with you. You [00:16:00] make them, you ask questions, in an open. Manner to have them give you details and information. You provide value and content to them on your website so they have an idea of who you are, what you're about, and how you're going to serve them or add value to them.

And then once they do, you make them jump through a lot of hoops. You ask very detailed questions. You let them know, listen. I don't know if it makes sense for us to work together, you be honest. Mm-hmm. You know, I only can take on a certain number of clients that I'm gonna work with. So, I'm asking you these questions because I need to know who you are and make sure that I can serve you.

'cause I'm not gonna take you on unless I think I can serve you. And I've actually had people who emailed us and said, I spent over half an hour answering your questions. I'm done with it. We're not. You know, you were asking too many questions and I was joking with my team. I said, that's exactly why we ask these kind of questions, right?

Because that wouldn't be a good client. Because I always, I joke with people, it's like Mr. Miyagi says, I say, you do no questions, which means if I tell you to paint the fence, you paint the fence, [00:17:00] I'm telling you to wax on, wax off, you wax on, wax off. And. Those are the kind of clients that we want because they're going to be coachable.

They're going to be res, be open to receiving the information that we give them, and that's how they're going to get results and see the value in you as a coach or consultant. So ask detailed questions and make sure that you can end then. What I would do, and this has nothing to do with ai, then provide content and information before the meeting that to acknowledge them, and you made this, now I want you to watch this video.

Step one, watch this video. Step two, do this. Once again you're training them to see if they're going to be a good po potential fit for you as a coach or consultant. And so for each individual company or person. I would do that now. I get most of my leads. we do pay for traffic and we drive people to our website and it's not a lot of leads that we're getting or looking for.

'cause I don't, can't only handle a certain number anyway. [00:18:00] But we get people and usually they'll speak to someone on my team first before they'll get to speak with me just to make sure that we are a good fit for each other.

Speaker 2: And where are you running your ads?

Speaker: We're running 'em on, on Google. Okay.

Yeah.

Speaker 2: Yep.

Speaker: go. Google tends to be a little bit more targeted of a lead than a meta.

and the problem on meta, oh, we do a lot on meta for clients. But if you're a coach or consultant, the best thing to do on meta is to have an offer or a low ticket offer, an ebook or something where they can start getting indoctrinated with you in your information.

And then you can have the ascension and the meeting with you is the, you know, the coaching call is the, the highest ticket upsell. So they've paid for that time. And, and when people pay, they pay attention. the other side of things where we don't charge. On our website is because people usually call 'cause they've seen me speak somewhere.

And so I've already built value in speaking engagement and, and frankly, that's one of the best things a coach or consultant can do. Speak for [00:19:00] free.

Speak. I mean, I'll give you an example of that. They were, look, this, this conference was looking for an AI speaker and they were looking for a big name and they didn't know who I was.

And even that, I spoke and I said, I'm gonna make it really easy for you to say yes to me. They looked at me and I said, I know you think you want these other people. I'll send you a speaker reel. I used to be a tough speaker for Tony Robinson, Chet Holmes. I wouldn't put myself or you in a place to not serve your audience, and I will do it for free.

Just pay for my flight at my hotel. They just looked at me and they, because they, I know they I, one of my friends who gets paid 50,000 as a speaker said I would never have done that. But here's the thing, the back end of that, I've made over $75,000 so far from that one keynote.

Speaker 2: Mm-hmm.

Speaker: Right?

Yeah. Because I was, I put trust in myself that I'm gonna serve the audience. So here's the funny thing. At that conference, I was the top rated speaker at the event, and I was the only one that didn't charge.

Speaker 2: Wow.

Speaker: So that is one other thing that a coach or consultant can do. Speak wherever you can. Add [00:20:00] value wherever you can, and the right people are going to raise their hand and reach out to you.

And as long as you do everything you can to serve them, they'll raise their hand to serve. To serve. And by the way, I, at the event I asked, can I give some free giveaway? And they said yes. I said, I got an idea. People who like this, what if I did a webinar afterwards where they can come, they can bring their teams.

I'll do a Zoom. A zoom, interactive zoom. I'll go deeper on one of the things that I teach at the event. They're like, you'd be willing to do that. I said, heck yes.

Speaker 2: Oh yeah.

Speaker: And then I was at the end of my talk, I was able to put a QR code. Any of you want more of this? Just register for my free webinar. I'm gonna do it on a week.

And I said I'm gonna do it before I go to Nepal. 'cause I went to Nepal with my son. I said, I'll do doing it the Friday before I leave for Nepal. And I did. And it's because of that, that people are like, when you coming back, I wanna meet with you. So I already had my calendar booked when I got back from my trip with a month later.

Speaker 2: That's brilliant. Really brilliant. Okay, so you, You people come to your website, you qua, you have a team member meet with them first, and then you get on a call with them. [00:21:00] And on that call, essentially, do they make the decision if they're gonna work with you or not? Or do you ever get off the call and they're like, I wanna think about it.

What happens?

Speaker: I don't like to do the, I'll think about it. So really I never do a one call close because I'm actually giving them homework usually on that first call. So I'm literally saying, okay, I don't know if we should work together yet. I wanna, I'm gonna give you some homework. I wanna see, you know, we're gonna get back.

Because if we're gonna work, I play hard to get, I guess, I mean, there's a theme here, right? Right. But would, and but it's true because my time is valuable and I wanna make sure if I'm gonna spend time with someone, I wanna spend time with someone.

Speaker 2: Right?

Speaker: And so I wanna know how they think and how they operate, and that they're going to do the work that they need to do.

And I don't, I can't remember. If anyone who didn't say, do the homework and come back, and then from, and I say, by the way, if we're going to work together, this is what it will look like.

I [00:22:00] say now, after a while, I have a Partners in Profit program where I can reduce your fee on a monthly basis.

And I get a percentage of your revenue growth, but I won't even look at that until we've worked together six months to make sure that we like working together, because that's making a longer term commitment and I'm not ready to do that yet.

Speaker 2: You are hard to get. I love this. I love this. It's so refreshing.

What, tell me about the homework that you give on the first call

Speaker: it, well, it really depends upon the conversation, so, okay. I, it, I really, it's, like I said, it's totally fluid. Oh. I'm asking a lot of questions. I don't know where the conversation is going to go, but it's really. I wanna know about their business.

And it's not just about money growth. Why are you doing this? What's your end game? Where, why are you looking to scale this company? Where do you want to take it? Tell me about the team members. What do you see as the par challenges of bottlenecks? And based upon that, I will give them homework to do. In fact, a lot of times I will give.

I will, I have a bunch of different custom GPTs I've created that. I'll just give it to them. And I said, I want you to put this exact question in [00:23:00] the GPT. It's going to interview you because I'm al almost training them how to work with me right then and there.

Right. And. Yeah. And then we'll come back and I'll, I'll have them send it to me and we're gonna review it, and then we're gonna have another conversation.

And by that time, if they've done the homework, we're pro and they already know the pricing, we're probably gonna work together.

Speaker 2: Yeah. Yeah. It's a courtship. It's real quick.

Speaker: Yeah. Yeah. I, yeah, I mean, it is, and I know what it's like. I do know what it's like. Because you've, I know you've watched some of my videos and you saw my TED talk.

I know what it's like to be right at the end and 30 days from losing everything. And sometimes it's hard to push people away. And we want that customer and s. And sell. However, I can tell you based upon now what I've seen, and you've probably seen this too, if we bring people on because we need the money, it's probably not gonna be a good fit.

We're going to regret it afterwards, and it's going to cost us more time and money because it's, we brought on the wrong person.

Speaker 2: Yes. And the cost is [00:24:00] so much greater than we think it's gonna be, including right here. Right? It is. It's here. And they're like in here. Yes. And as entrepreneurs, like we don't step away from the business like we, I think I can speak for myself, like I care so deeply about my clients that I'm having ideas and thoughts about them.

Uh, throughout the day. and so yeah, it's, it's when it's not a good fit, the cost is way beyond the money, way beyond it.

Speaker: It's, it's very high. So someone the best lead generation that we, as coaches and consultants, and I say this knowing that I have a business growth strategy company, but I do work with a handful of clients.

I, I would say every time I speak, I pick up a client. And or a new opportunity or referral to someone else. So if you don't have. A platform to speak at, run an event for entrepreneurs or whoever your market is that you serve and run a free event. Rent out a a hotel conference room and advertise it locally.

Put you know, 500 to a thousand dollars in Facebook ads [00:25:00] targeting your audience. Get people in the room for free. I can pretty much almost guarantee that if you do that for free, your right client will raise their hand.

Speaker 2: Do you think there's any benefit to charging even a small amount for that to like you there Is that the value of it is perceived differently.

Speaker: It, it is perceived differently. And if you're desperate and you need people to show up

To serve 'em for free.

Speaker 2: Yeah.

Speaker: I mean, that's what I've done in the past and I, it's interesting 'cause I have different people who charge a lot less per month than I do that will charge for a strategy call with someone.

And I said, well, I'm not having the first call with them, so someone else is on the team is talking to them.

Speaker 2: Right.

Speaker: And I have to, I always look at myself, would I pay for a strategy call for someone that I don't know? And. Maybe if it was a big name person, I wanted to, but for the most part, if someone's willing to give me their time I'm appreciative and grateful for it.

Speaker 2: Yeah.

Speaker: So I assume that other people are as well.

And [00:26:00] even though there may not, by the end of the call, they are

Speaker 2: totally, yeah. Yeah, that's true. So you've worked with Tony Robbins for many years. what have, what did you learn from, from him? Like looking back on that phase of your life, what were like some of the key learnings, positive or negative that you walked away with there?

Speaker: I can tell you that, well, my experience with Tony was kind of interesting. My first job out of co. Well, no, my second job outta college, I got an opportunity for a job interview. I was living in Clearwater at the time and they wanted me to meet in Tallahassee five hours away. And it was in, eight 30 or 9:00 AM interview.

And so I got up at three in the morning and listened to, this is in 92. I listened to Personal Power five cassettes from Nightingale Conant back then. On the whole ride up there, I was pounding my chest screaming, you know, Uhhuh and I, I said, there's no way these, this company's not hiring me. And I got the job.

Speaker 2: Wow.

Speaker: And [00:27:00] I moved to Atlanta because of that. A friend of mine that I met in Atlanta, just a long story or I'll shorten the story. Good friend. We're still friends this day, 35 years later. So, uh, we're playing tennis one day at our apartment complex, and he's like, Hey, I'm moving to California next week.

I'm gonna work for this guy, Tony Robbins. And he invited me to Tony Robbins event. It was probably a thousand people. It was in years ago. It was back then in the nineties. And I remember sitting in that room saying, one day I wanna be on that stage doing that. The problem was I was scared to stand up in front of the room.

I got a C in public speaking in college.

And. Who would've known, just 15 years or so later that I would, get that opportunity and, and get to speak on, for him in chat. I wasn't on the motivation rah rah side. I was on their, the business growth side of things.

Yeah. They had business Breakthroughs International, of which Business Mastery came out of that. Mm-hmm. So we used to teach that, those principles. I can tell you that the number one thing that I learned [00:28:00] is. Don't try to do someone else's talk. Be yourself.

And so when I integrated the teachings of Tony and Chet and I was able to then add in my own personality and take the principles, but utilize stories of how I applied the information versus telling their case studies,

Speaker 2: right?

Speaker: I created a different connection with clients and the number one thing that I got. Is time I was speaking, they were two and a half to three hour workshops and I was doing five to seven of them a week. Okay, that is what honed my I where I was able to hone my skills. Because you're doing workshops for entrepreneurs and you never know what they're gonna throw at you, and you have to solve their problems based upon the strategy that you're teaching right then and there, and have them come up with breakthroughs.

So the gift that I got was realizing that, A, I was good at it, but b, I actually really enjoy it today to this day. I love just. Solving people's problems. I love the workshop. Get in front of the room, teach, educate, solve problems, move on to the next [00:29:00] concept. So I got to find out a, what I love do where, what I love doing and what I get to do, and have them join together.

And I'm speaking a lot these days because of it. In fact, that came out of our trip to Nepal. My son's like, dad, why don't you just speak more? You love it. You love doing that. And I said, Josh you're right. And so I've made a concerted effort now to do that.

Speaker 2: How do you make, how do you create a talk that's really engaging and really compelling?

You talked about this last event that you are the top rated speaker, the only one that, that did it for free. how did, how do you make your talks so great? I think that's the million dollar question.

Speaker: A be yourself.

Speaker 2: Yeah.

Speaker: Ask questions. So the way that you make, instead of doing so, listen, there, there's some amazing keynote speakers and it's like putting on a performance. It is art, it is artistry and the ability to get up there and do that the same way every single ti, every single time. I wanna be careful because I have done it.

I did it for my TED Talk, although I look at my TED Talk now and I'm like, I could have done this. I [00:30:00] could have done that.

Speaker 2: Mm-hmm.

Speaker: Although it was the first time that I ever. Memorize something and delivered it as if it was the first time I was giving it. The way I did that though, was the first time, uh, my family was in the audience.

They had never seen my talk before, so when I was delivering it, I knew when I was telling those stories and my daughter's there, and I'm talking about how I had to borrow her babysitting money when she was 12 years old just to pay mortgage. Oh

Speaker 2: my gosh.

Speaker: Wow. And I'm telling the story and I'm looking at her and I see her, and then she says, dad, I'll, I'll give it to you, but will you pay me back?

Speaker 2: Oh.

Speaker: So I knew that I would be able to step and feel the motion if I delivered it for the first time, and they were hearing it for the first time.

Speaker 2: Right.

Speaker: My parents didn't even know any of this, that I was going through this, because I kept it internally and didn't share. So it, I've never given that talk again.

Speaker 2: So,

Speaker: and so how do you give an art a, a talk? There's certain patterns and flows that are out there, that you can model and how to create that story and how do you [00:31:00] open it and engage them. How do you deliver a piece of knowledge and open a loop? Go do another thing. Open the loop.

You give your knowledge, and at the end you have a way that you can tie it all together so that way, because they, you open a loop they're, yeah, they'll still stay engaged because you haven't closed it. Right? And then at the end, you tie it all together and it, you package it into a bow. I learned it from studying other people, reading books and, uh, watching movies, programs.

Speaker 2: And watching movies. Movies, movies. Doing all movies. Yeah. Yeah,

Speaker: yeah. movies are great at that. I remember I was giving a talk one day in it was probably about 150 people there, and a friend of mine messaged me and he's really good at this. He doesn't deliver the talks, but he is really good at coaching other people on it.

Speaker 2: Yeah.

Speaker: And he's like, well, what are you delivering your talk on? And I said, dude, I need I'm like, I'm gonna be up all night doing this. He said, let's, let's get on a Zoom. And he started asking me questions and he said, he said, walk me through your talk. He said, why don't you do this? And he helped me restructure it.

And he, he's the one who [00:32:00] taught me about the opening the loops. And he's like, if you did it this way, and at the end of it, people next day, people said, that was the best talk I've ever seen you give. And I've spoken to that audience before. I'm not necessarily, I can help someone on the delivery.

I'm not the person that would ever help someone write their talk. I, but I know the components and pieces in how to do it. I know how to do it for myself. I'm just, it's not what I do for other people.

Speaker 2: Right.

Speaker: But hire someone. Find someone who's good. Find, there's people online that have YouTube channels that talk about how to open a talk, how to get people sitting at the edge of their seat.

The big thing is. I ask a lot of questions. I hook their mind. Every time you ask a question, you hook their mind. You get them to give you feedback. Does this make sense? Are you learning something? Is this valuable to you? When they're doing that, they're also saying, yeah, this is a valuable talk. So at the end of it, they're, they're not gonna say, yes, they're out.

That it was great. And then afterwards say it wasn't. And you can watch the people in the room and see how they're reacting. And, I remember taking a training from, uh, t Harv Ecker in the beginning of my speaking, and he called it, or, uh, [00:33:00] Blake Singer was his trainer at the time, and it, he called it asis in.

Sometimes you just have to call it as is in the room and you see it just to make sure that you're going in the right direction and serving your audience.

Speaker 2: Mm. Tell me more about that. What do you mean as a zine? What does that mean?

Speaker: If you, if you see that people are disconnected or they're not getting what you're saying, you acknowledge that.

Speaker 2: Mm, got it.

Speaker: Say, I think I'm losing you here. I'm, I'm seeing that there's a disconnect. let me ask you a question. Does this make sense? And if it doesn't, please tell me how, where I'm missing things. Just talk about as a human with them,

Speaker 2: I'd

Speaker: love that this is a workshop speaker. It's not, you know, an orchestrated, you know, keynote.

Speaker 2: Alright, David, it's been such a delight to have you here today. Let's leave our listeners with one thing they can do to move toward reaching their financial goals.

Speaker: One thing that they can do to reach their financial goals?

Speaker 2: Yes. If the CO in coaching and consulting. Just

Speaker: in coaching, consulting,

Speaker 2: yep.

Speaker: Serve more people. [00:34:00] That's it.

Speaker 2: Yeah.

Speaker: Serve more people. Get out there. Give value, give content. Whether you're your medium is in person speaking as I like to do, or you're putting value in content online. Do more of it. Do more of it. I have a FA friend of mine who was a client and now a friend, and six months into it, he had 300 followers, and now he's the number one influencer.

Five years later. In his niche, and it's because he said, what am I doing wrong? I said, you're not connecting to your audience. Be vulnerable. Tell the tell your story and connect it to their pain, challenge and problem, and show them how you can be that person to solve it for them. And the right people, as I said, will raise their hand and start following you.

Speaker 2: Amen. Amen. Drop the mic. So where can people find you?

Speaker: On Instagram Real David as Sarno, and, uh, business nitrogen, david as sarno.com, business nitrogen.com or.ai and david as sarno.com.

Speaker 2: Alright, thank you so much for your time. It was great.

Speaker: Thanks for having me.

Is your website turning away Potential clients? I can help you turn that around. Book a [00:35:00] moneymaking messaging call with me today and we'll transform your story into your most powerful sales tool. That's all for this episode of From Click to Client. Don't forget to subscribe and follow. I'm Chris Jones and I'll see you next.