Jon Schumacher: 13:33
And I’ve been doing this for over a decade, man. And I’m telling you like, I’ve seen this across multiple webinars and it makes sense logically, but the difference is profound. Like literally, I’ve seen it like 30%, 50% increases in the number of people that will register for your web class, your training, your call booking webinar. Just by doing that one thing you know, which means a lot. Because if you can’t get people in the front of the thing, you’re not going to get people out the back of the thing, right? So if you’re, I mean, if you’re hosting webinars right now that that’s a, if you’re not doing that, you’re welcome because you should be doing that.
Dr. Jeremy Weisz: 14:13
So now someone gets on, right? So there’s multiple emails in different channels, could be email, LinkedIn partnerships. If someone wants to do ads now that people are on the webinar, obviously there’s multiple emails, follow up emails to get them on and probably reminding them to come on now they’re on the webinar, talk about during the webinar a little bit.
Jon Schumacher: 14:36
Yeah. So I like to do a 45 minute presentation. That’s roughly what I have people do. People always ask me, should it be an hour or 90 minutes? I feel like 45 minutes is the sweet spot for these call booking style webinars. Okay. You don’t need an elaborate pitch at the end. You’re not even directly selling something, right? So we want to respect people’s time. Again, most of my clients, they have, you know, their clients are busy people, right? So they want to get to the point and do it in a concise way. But you still don’t want to hurry through the process either.
So for a live presentation, let’s say you’re doing once a month, maybe on a Zoom doing the things we talked about. You’re having people from your network, your email list, coming to your webinar once a month is usually what I recommend most people do. We get them live. And if it would serve your viewers here, Jeremy, I’m happy to walk through kind of like the main elements of that presentation is that, would that be helpful?
So the first part of the presentation, I’d say the first 25 minutes of a 45 minute talk, I like to call framing the opportunity. Okay. One of the biggest mistakes people make in these type of webinars is one, they’ll just either start talking about their bio right away or just like where they went to school and kind of like, you know, they’re checking a box, if you will, because that’s what they’ve been taught to do on these type of webinars, or they sort of just kind of obviously just hit pain points after pain points and kind of this, this strange way.
I like to start every presentation with what I call the three D’s, the three D’s. And people love these sort of frameworks, right? The three D’s stand for desires, difficulties, and discovery. Okay, so I don’t start with the difficulties. Actually start by talking about the desires of the people. Hey, if you’re here today, you likely are looking to do X, Y, and Z, etc., etc., you know, talking about who this is perfect for and what they are ultimately after, then I pivot back to the difficulties. But you know, if you’re here today, maybe you’ve tried this, you’ve tried that, you’ve tried this with unsuccessful results, leaving you feeling this way or with this other result. So we kind of ping pong between desires and difficulties. And then I go into seeding a discovery. So what I’ve discovered is, for example, like for a financial advisor, what I’ve discovered is a simple five part retirement framework that doesn’t just address your investments, but it gives you a holistic view of what a successful retirement looks like. And I’ll be talking more about that here in today’s presentation. Right? So we’re sort of opening that loop.
I always like people to position what they’re sharing as a bit of a discovery. And that’s kind of how I see it. Like a new opportunity, a path forward, a new success path. And so anytime I work with a client, consultant, advisor, coach, I’m always like, okay, how can we take their specific method? And all of them, all of you have a specific method. You just need to frame it right and position it on a webinar as a new, as a success path, a new opportunity. I call that a discovery. Okay, so we want to start by framing the situation. You know, talking about their, their, their desires, their difficulties, their discovery.
And then I have people share what I call a short discovery story, which is like a three minute or so, you know, framework of how they discovered what they’re sharing. So usually I use it before, during and after framework for that. So what were they doing before they made the discovery? Describe the moment of discovery. Like, okay, this is really what’s helping people. And then what did you do after? Did you use it with hundreds of clients with success? Did you write a book on that thing? Like that’s where you can kind of see the, why should I listen to this person sort of part of the webinar? Okay, so like that first part is all about framing the opportunity with the right context.
Context is super important. Most people just jump into like hitting people with a bunch of how to stuff on a webinar. and we want everything we do to be valuable. But if you don’t properly set the stage, if you don’t talk about, you know, what’s at stake and why they should listen to you in a way that flows well, that feels good. You’re not doing yourself any favors when it comes to getting people to book a call with you at the end, so I’ll pause there. I have more if you want to go through the rest.
Dr. Jeremy Weisz: 19:04
Keep going.
Jon Schumacher: 19:05
Does that make sense?
Dr. Jeremy Weisz: 19:06
This is great. Yeah, totally. I mean, I could see how, you know, I guess you’ve worked with enough financial advisors. You could probably do a webinar because that was pretty good off the cuff that that discovery that you riffed on.
Jon Schumacher: 19:20
Yeah. You know, we could do this for advisors, consultants, you know, all kinds of people. But we want to position what you do and how you do it as a unique mechanism or a discovery piece. And so we talk about the three D’s. Tell the discovery story. And then I like to do what I call introducing the path to success, which is basically like the big idea of your unique process.
All good presentations, as you likely know, Jeremy, are built upon like one good big idea that you can kind of point to, right? For the advisor I mentioned, it was his five part holistic retirement plan for an emergence and acquisitions consultant. It could be that, you know, you have this framework for uncovering and fixing, let’s say, you know, constraints in the business. The concentration risks is a big one for M&A. Like people that are helping companies get ready to sell. Most companies have these concentration risks, like owner or customer concentration risks or things like that, that would make a buyer of your company less likely to pay a higher multiple on EBITDA, right? So like you, you have that framework. So you want to introduce that success path.
You can think of it as like drawing a line across the screen. There’s multiple paths people can walk or have tried before. So you can think of like multiple arrow lines going across the screen. What is your path to success that they haven’t tried before? We need to anchor that around that big idea.
Introduce it right after we have seeded that discovery earlier.
And then I like to share what I call contrast content. Jeremy, you’ve heard about this. It’s like the old way, new way, the easy way, hard way. You know, what’s the traditional way of financial advising and why it doesn’t serve you and what it doesn’t do for you versus the new, better way, which is your path to success. You’re creating this dichotomy in people’s minds early, having them choose ultimately your path, right? And that’s sort of the first five minutes.
Dr. Jeremy Weisz: 21:24
I’ve never heard it framed like contrast content, I like that.
Jon Schumacher: 21:29
Yeah, exactly. And so I find that works really well. Like if we talk about their desires, difficulties, seed the discovery, tell the discovery story, introduce the success path, which is your method and not in an overwhelming way, but just as an idea. Contrast it with the old way. New way. Because people have tried walking these paths before in many cases. Right. Retirement, selling their business. Helping, if you’re a performance coach, you know, I have a guy I work with who helps people reset their nervous systems. He’s like more of a life coach for high performing men in particular. It’s like, you know, his success path is like you’ve maybe you’ve tried talking to therapists, maybe you’ve tried reading books or going to seminars, but the thing you haven’t done is do a set of exercises that help you gain control over your nervous system and how your nervous system responds to stress, right? And so he has this whole program. That’s his success path.
So, and then we contrast the other ways versus the success path. That’s about 25 minutes of a 45 minute talk. And by the end of that, people have full context, right, of who you are, what you offer, what you, why what you have is different and unique and something that they need, you know. So does that make sense?
Dr. Jeremy Weisz: 22:46
Yeah. Love it. So what’s next?
Jon Schumacher: 22:49
Next is what I call teaching away objections. Okay. So people are going to get what you just said if you do it well, but they’re going to be like, that sounds great, but insert reason, right? It could be, you know, about themselves, about the opportunity, about the market. Is this for me? Right? Like all of these things like this sounds interesting, this sounds amazing, this sounds like something I need, but is this for me and my situation and all of those kinds of things, right? So I usually like to pick 4 or 5 key objections that people would have to believing that they could do what you’re proposing, that they could walk that success path that you just laid out for them. Okay. Could be about, again, money time? Is this specific to me? All of those things.
And so what I do with the client is we map out those objections, you know, and then we do what I call teach them away. And we usually use a framework I call Keys to Success. So if we show them the success path, now we want to show the keys to success. And so basically we would call out the myth like most people think x, but really, right? So most people think that they need to do this in order to, you know, get their business ready to sell or get their finances in order for a, or most people think all they need is their investment planned out to have a successful retirement. But really what they’re missing again is this. And then I share some examples and case studies and things around that concept. Okay. So we’re basically calling out like, here’s the key to success. Here’s what most people think. Here’s what, what really is the case. Here’s a few examples or stories around that. Then we go to the next one, the next one, the next one. This one’s about, yeah, 10 to 15 minutes. Okay.
And so by the end of that they now have a full picture of the path that you’re proposing and why it’s unique, why it’s better. And we can do this in a way that both informs people, gets them leaning in your direction, but also inspires them and excites them without going into ridiculous details and all that kind of stuff that tends to kill a presentation. And then once we teach away those objections, I re-anchor it back to the kind of the success path or the big idea again, of the presentation. It all comes down to this thing right here.
And then we offer a call to action to book a call. Now most people will just say, hey, if you like what you hear, book a call. We’ll discuss your retirement planning or your business or your, your family life or whatever you’re, you’re proposing. And that’s okay. I mean, the industry average for high ticket offers, you know, attendee to call booking 5 to 8%, maybe 10% sort of standard. I’ve been seeing 14 to 35% for clients recently, not only using the framework that I just laid out here, but also a specific way of positioning the call. Okay.
So, you know, for example, if you’re a mergers and acquisitions consultant, let’s say. Instead of just saying, you know, book a strategy session, we’ll talk about your business. You could say, you know, if you like what you hear, you know, we’re not done today. Your next step would be to take us up on an action plan that we’ve put together for you. And the first part of that action plan is to book a complimentary, let’s call it exit readiness strategy session or something like that, you know, with me directly. And then we describe what that call is. And then we add 1 or 2, what I call value adds. You could call them bonuses if you want, but value adds that go around that call. So, you know, let’s say it’s the exit readiness strategy call. During that call, we’re going to look at your situation, help you uncover your blocks, etcetera, etcetera, and show you how we can help you. Now also, when you attend that call, we’re going to give you our complimentary calculator, our business, our sellability calculator or something like that. Right. Like where you can enter, answer a few questions and get an estimate of what your company would sell for in its current form. Okay. And now we’re also going to give you a copy of our book when you attend to or something like that.
So I’m kind of loosely talking about that. We’d obviously clean that language up a little bit, but basically we, we name the call, we position the call as a logical value add next step. Then we incentivize the call by giving a couple of value adds. Calculator would be great. This is from a real client example. Calculator, you know, because people are curious, well what would my business look like right now? What would it sell for, you know, like those kind of things. And then a book or something like that is another great thing to leave for people who are booking a call or some kind of information that they can read so that you, they have that in their back pocket, even if they don’t become a client right away. That works really well.
I’ve tried talking more about my offer and service directly on the webinar and or less. I find that this call to action is getting the highest take rate, and you can still pre-qualify people a little bit on the webinar or even after they book a call. You could have them fill in a questionnaire, you know, and make sure they’re a fit as well. So I’ll stop talking about that. But that’s overall the framework for this type of presentation that we’re building right now.
Dr. Jeremy Weisz: 28:06
Yeah. I mean, that part, Jon, about it’s very specific, right? It’s not like, hey, book a call. It’s like, first of all, it’s framed around a benefit, right? The exit readiness strategy, whatever the benefit is. And then also, you know, again, going back to what value adds and bonuses. And it could be what’s the next step they’re thinking or in the process in this case, in the M&A thing is like, they may be thinking what their company is worth, like what’s the next step in the process they would need. So, you know, it could be whatever industry. What’s that next step look like and what’s the bonuses or something to support that next step, I guess.
Jon Schumacher: 28:45
Yeah. Bonuses, add ons. Some people are allergic to the word bonus because they’re burned on internet marketing. Right. But so I’ll use the word value adds and stuff, but you can make those strategic as well. And that really increases the take rate on the call. And if you’re getting too many tire kickers from that, you can always tighten the filter a little bit, right? Like you can always tighten it. But the goal should be, I always like to generate the demand first, right? And then you can tighten up the filter, you know, you know what I mean? If you’re getting too many tire kickers.
Dr. Jeremy Weisz: 29:14
You don’t want to be like, I’m only looking for people who make over X number of dollars, like open to everyone and you can kind of filter it from there.
Jon Schumacher: 29:22
Yeah. I mean, in a way, yeah, I would keep it more open than too tight, at least for the first go around. And then you can always tighten that up, right? Yeah.
Dr. Jeremy Weisz: 29:31
So now, post call or post webinar.
Jon Schumacher: 29:37
Yep.
Dr. Jeremy Weisz: 29:38
What are your recommendations?
Jon Schumacher: 29:39
Yeah. So I’m finding Jeremy that a three day replay sequence works really well for like higher ticket. If you’re, you know, again, the type of people we’re talking about today here, people that, you know, let’s say 30 to 40% of the people come live to your presentation depends a little bit on your trust or traffic source. That means 50, 60% of the people may not even attend the webinar. And some of your busiest prospects will sign up for a webinar, but they won’t always attend either, right? Some of them will, but not all of them will, right? So we want an easy way for them to consume your message, right?
And so I’ve tried a lot of different things here with urgencies and whatever I find to respect the intelligence of these high ticket folks, these higher level folks, which a lot of people listening to this, if you’re an advisor or your consultant, you’re, not looking for the 19 year old kid who’s starting a business, right? You’re looking for, you know, people that have more money than time, right? So we want to be smart, make it easy, low friction for them. And so I find three days is an adequate window. And we have the replay as well as the call to action button just to book the call, give them, you know, I usually send out, I would say 5 or 6 emails in that window. So it’s, you know, not a massive amount, but it’s assertive enough, right to just to those people who’ve registered, encouraging them to watch the replay around a deadline. So a deadline is important in the follow up. But I find that just leveraging the replay does, does well.
Dr. Jeremy Weisz: 31:16
I mean, for me, as a consumer of this stuff, I will register for stuff. I will not attend it because I like to listen to it in 2 or 3 times speed. I’m interested in checking it, but I want to watch the replay on my own time and at my own speed. Right? So I personally prefer that.
Jon Schumacher: 31:34
Yeah. And some people say, well don’t offer replays. Well, I think that works well in like internet marketing in some ways, but I’ve never been a fan of it for this type of presentation. Because to your point, you’re a smart guy. You’re a successful guy. If you’re interested in something, you will block time to watch it at whatever speed you want. Like you said, and if it’s interesting enough to you, you may book a call or you may take that step, right? Like you don’t need a bunch of rigmarole, right, to make your decision. You’re a smart guy. And so it respects their intelligence a bit there too.
So I find that style of follow up, I’ve used it with like real estate, you know, wealth management, you know, those things are effective at pushing people to watch it. You know, we got to give him some kind of incentive to watch it. But also ultimately just leveraging the replay versus like price increases or other things that I haven’t found those to be as effective.
Dr. Jeremy Weisz: 32:29
Do you typically, you know, thanks for sharing that. Do you typically advise people on once they’re on the call? So now the person books a call and they, whoever it is, is actually on the call with the individual.
Jon Schumacher: 32:47
Yeah.
Dr. Jeremy Weisz: 32:48
Do you have any recommendations or mistakes that people make on that part of the call? And you may talk about.
Jon Schumacher: 32:54
Personal.
Dr. Jeremy Weisz: 32:55
Experience because you’ve done a lot of these personally.
Jon Schumacher: 32:57
So I have and I do a lot of 1 to 1 Zoom selling for consulting and stuff too. So I do, I have a framework for that. I have an AI agent for that. I mean, I have all of those things trained and put in so I can give that to people. Is that my specialty? I mean, I don’t advertise that on the front end, but if somebody’s telling me that out of ten qualified leads, they’re only closing 1 or 2 or something, then I’m going to be like, okay, like, you know, for the sake of helping them just make more money and generate more clients. I mean, do you have a written process around that? Do you have a questions based framework that guides the conversation? You know, I have a very specific method I call the doctor’s framework. Actually, Jeremy, I know you’re in healthcare or you have a health care background.
Dr. Jeremy Weisz: 33:39
So are you? Yeah.
Jon Schumacher: 33:40
And so do I. But so I, I think of myself as the doctor and they’re the patient, especially if it’s an inbound lead that’s come through a presentation. They’ve obviously wanted to speak to me about my situation or about their situation rather. And so I have a questions based framework that I use for all of my calls. I’ve been using it for years. I’ve closed 5 to $50,000 plus deals with it. Do I get every deal? No. Do I want every deal? No. But I want to professionally, when you’re dealing with people on the higher end, they respect somebody who’s professional, who’s organized and who can lead the conversation in a non-aggressive way, maintaining buyer safety and all the important things that we want to do.
But ultimately lead them to, you know, would it be helpful for you to see how I work with my clients, show them that, show them the process, show them the pricing, and then let them make a decision. I find for the big high ticket people, especially if they’re new to you, I don’t try to close them on one call. Many times they’re just not going to go for that. I mean, we’re talking like 25, $35,000 plus deals, you know. My goal is to just build trust, connection, show them everything. Some people say yes right away. And that’s like sweet. All right, let’s go. Right. But not everybody does. So my goal is to build trust and turn them from a lukewarm lead into a hot lead and then into a sale. That’s kind of how I am treating it for again, the higher end of the market.
Dr. Jeremy Weisz: 35:06
You know, I love how you framed that with the doctor’s framework because the doctor that goes in, they ask you a bunch of questions to see what the problem is, first of all. And then second, can they even help you based on what you’re saying? And that’s kind of how I go in my mentality is with someone is like, my mentality is like, can I help them on the call? Right? Let’s say we never worked, and it’s something I don’t even. It’s not really a service I offer. Can I help them and see what their biggest pain points are, or directing them to where they need to go based on where their pain points are? So I do love the doctors framework for sure. Just coming from like a, it almost comes from like a serving helping mentality. Really.
Jon Schumacher: 35:47
Yeah. You ask good questions, you diagnose and you prescribe, right? For the appropriate thing for them. Right. That’s, that’s sort of what a good doctor will do. Right. Hopefully with good bedside manner. You know, some do, some don’t. Right. We know the medical field. But anyway. Yeah.
Dr. Jeremy Weisz: 36:02
So you mentioned AI, an AI agent. Do you want to talk a little bit about AI? Because I know you’ve sure dug deep in that over the years and, you know, kind of the things that, that you utilize or that you recommend or not recommend.
Jon Schumacher: 36:18
Yeah. I mean, I’m happy to go where you want on this.
Dr. Jeremy Weisz: 36:21
You mentioned tell me, talk about that. What do you mean by AI agent? You said you have an AI agent, and I think some of your clients can use that, I believe too.
Jon Schumacher: 36:33
Yeah. I mean, I have a variety of AI agents that I’ve built. So basically I’ve taken, you know, the frameworks that I’ve talked about, like my webinar framework or the doctor’s framework or, you know, and I’ve programmed them into agents that can, you know, ask people a few questions and write out those assets, create those assets for people. I have a tool called Webby for webinars, EmailEngine for writing emails, sequences. I have a tool called ScriptBot for writing 1 to 1 enrollment conversation, questions based frameworks, doctors frameworks.
So I look at AI agents as not even as standalone, but just as another tool in the multimedia stack that we can give our clients. I still think videos have value. I still think templates have value. You know, in the old days it was just videos and templates, right? Jeremy. And sort of that’s where, you know, as far as like client curriculum or materials that you can help them in between sessions use, or maybe they just buy it. Like I’ve sold a lot of people just license or buy the thing, right? And then use it. They’re not even a 1 to 1 client, but I just look at agents as the next, the new kid on the block. When it comes to helping people get things created, drafts created, quicker emails.I think it’s great for writing, for ideation. It’s getting better at images, not great at images still. I still pull my hair out trying to create a YouTube thumbnail with some of these tools. I just give it to my VA because I just, even though I could do it, I don’t want to do it, you know, kind of thing.
So yeah, so that’s kind of how I see agents. To my knowledge, I was one of the first, if not the first to create a webinar writing tool back in 2022. And that just went bananas. People used to just go nuts over very basic functionality. The market has shifted a lot, and I think we were talking about before the call. I almost feel like I’ve over indexed myself into being an AI expert when really my talents are in conversion, right? And in helping consultants, coaches, advisors, people who want to get clients get more clients online, right? So basically, I help advisors and consultants and coaches get clients. That’s what I do, right? And I sort of over indexed into almost being a software person and all of that. And I feel like given the competition in the market from, you know, Claude is making it a historic run right now. Anthropic is a company, OpenAI still, you know, charging hard. Their five five model is pretty good. Codex is pretty good. You know, Gemini and Google are sort of hanging around Grok.
I mean, there’s a lot of things going on and almost everybody is using these tools at some level now. And so I think for all everybody out here who’s a consultant or an advisor or a coach, just be careful commoditizing yourself as a as an AI person and make sure to keep your expertise at the front of it, your frameworks at the front of it, your results, your human abilities and intuition at the front of what you sell. I’m a big fan of going up market right now. I think there’s a lot of money in the top of the market. I think there’s money in the bottom of the market. The middle of the market is sort of facing challenges, as we talked about before we hit record here. So you know there’s a lot going on.
Dr. Jeremy Weisz: 40:08
Jon talk about, you know how you I know you help people in a variety of ways, right? I mean, from done-for-you to courses, do you want to talk a little about how you work with people in various capacities?
Jon Schumacher: 40:21
My primary focus right now is on the high end of the market, you know. You know I’ve I’m doing done-for-you. done-with-you services. So we actually come in if you want a call booking style webinar like we talked about today, you know, I’ll come in, you know, actually I have a series of combination of my AI tools and me will come in, write your presentations, design your presentations, write your pre webinar, post webinar emails, advise you on the strategy. You know, either give your team those assets for you to implement or I have a small team as well that can come in, design, edit, set up technical systems and all that. So I’m double tripling down on that piece as we speak. On the lower end of the market I still am selling mainly cohorts. So like six week classes, usually those are a couple thousand dollars that people can purchase from me throughout the year from my list or my JV partner networks and stuff like that. And then some people do just go to my sites or my systems and buy the software, buy the tools, kind of on their own.
So those are kind of my main offerings, but my primary focus is going upstream. I’m looking for, you know, people who are, you know, again, are clients or consultants, advisers, coaches, their client lifetime values are over $10,000. They have a bit of an email list or a social network that they feel like they’re under monetizing. Maybe they’re on the referral roller coaster, or they’re doing random acts of marketing, and they want a consistent system to use email and webinars, a simple presentation on a consistent basis to fill their calendar. That really is what I’m doubling down on. And yes, I do offer done- with-you or classes around that at periodic times throughout the year. But, you know, that’s kind of how I’m working with people right now.
Dr. Jeremy Weisz: 42:10
Jon, I have one last question before I get into it. I know we have a few minutes left. People can go to JonSchumacher.com to learn more. It’ll be linked in the notes as well. And he’s got some great pages.
He’s got some great free resources to a ton on his website, so check it out.
Jon, I find your journey fascinating. How did you even get into this? Okay, maybe just give people through a fast forward of, you know, it seems I know your background a little bit early on. It seems almost random. So does mine, by the way. Yeah. To what you’re doing now. So how did you even land into this business?
Jon Schumacher: 42:53
Yeah. No. You’re right. It does sound random to me, too. So, you know, I have a background in healthcare. I was a physical therapist. You know, you’re a chiropractor. I don’t know, you don’t practice anymore either. I don’t believe. Right. So I don’t either. It’s been a long time. I think it’s been 12 years now full time. And I was kind of doing it on the side before that, but I haven’t practiced in 12 years. So I got jumped into PT, you know, was all in. I was taking all the seminars, doing all this stuff, and a couple of years in, I sort of burned out. And then I read this book called Rich Dad, Poor Dad that just melted my mind. I was like, oh my God, what am I doing? I’m working for other people. I don’t want to start a small business. Like it’s just I looked at like what? I open clinics and all that. And I was like, no way. It seemed too risky.
So I actually started exploring. This was in my 20s, like in my later 20s. I was a little late to the entrepreneurial game, I guess, but I guess it really doesn’t matter. But I started taking seminars on like trading stocks and like, you know, and I went to this T Harv Eker, you know, remember T Harv back in the day, he had these conferences right, where they would pitch all these courses. And I was one of those nuts that ran to the back of the room. They pitched, they pitched a program on how to make money on the internet. This was like, I don’t even know what year it was. It was before I went full time, maybe 2009, I don’t know, something like that ish and I ran to the back of the room. They said everybody had made money that had taken this course. I’m like, all right, okay. It turns out they have you put up a little digital product and put it for a dollar and sell it to your family so they can claim that sort of thing. So it’s a little bit like, you know, whatever.
But anyway, it seeded the idea of doing stuff online. And, and then I started like looking at different ways to leverage my knowledge in healthcare to get online. So I was actually one of the first physical therapists to, one of the first physical therapists to start putting content on YouTube as me, my friend Aaron, who we’re still friends today, I think Chad Madden had a channel. There were a few PTs in the space that were like, oh, there’s this online thing and you can like share your expertise online. And so I took a bunch of classes from a guy named James Wedmore. He was the YouTube guru back then.
And if you knew any SEO on YouTube back then, you were golden man. You could rank a video for a medium competitive keyword like real fast.
Okay, so I like, you know, started recording these videos. My now wife was, you know, we had these flip phone cameras right back then there was crappy audio, no editing. I had my assistant do some of them, you know, those kind of things. And I started posting content on YouTube and, you know, was able to start getting some views. Then I started selling ebooks, you know, back when I had paid somebody, they didn’t have any click funnels or there was no, you had to pay somebody to build a page. And, you know, it was usually more than you made back. But, you know, and I remember selling my first $17 e-book, I thought I was, I thought I had made it, man, it was like, it was like 10 Minute Back Relief was the name of the book. And it showed and I had some good stuff in there. Right? It was a few YouTube videos and some instructions in this little e-book program, and I sold a few of those, but it never really took off. I mean, enough, I didn’t really understand the idea. Oh, you need traffic. You need you know, I was growing on YouTube, but I didn’t know how to put it together. Well, at that time, I just didn’t know what I was doing.
But that’s how I got into internet marketing. And I just fell in love with this idea. Like, I want to create my own thing. I love the idea of making money online and the freedom is my core value. So I started doing some consulting. After a while, I got into live streaming back when that was brand new, I did Google Hangouts on Air. I was like, I wrote a book on it. I was doing courses on it, consulting on it. I was doing this on the side of my career at first, and then when I started making some a few thousand dollars and started banking some money doing that, I got into doing webinars, selling that program. And that’s really where I got into webinars was like, I was selling my Hangouts program, and I was doing the whole JV webinar thing where like, somebody would invite me to present to their audience. I would come on with the person, we would pitch my product and split the commissions. And I started bouncing around doing that and really learning webinars. This was probably, I don’t know, 13, 14 years ago now these days when I was still doing it on the side for a while before I went full time.
And then I just started, you know, doing more webinars, getting referrals to other people, doing more webinars. I had a little product that sold pretty well. It’s like, you know, it was so new at the time, like, oh my God, you could live stream from your computer, right? That this was like brand new back then, right. And people were buying the course because it was interesting. Right? And just started learning webinars, learning webinars, doing a lot of webinars. And that’s kind of where I learned initially how to teach beginners, how to do webinars. And then I did the webinar Mastery Summits. I started doing more JV webinars, and I started just kind of slowly at first, I was sort of new to webinars, but I was doing them and learning them well enough where I could teach beginners how to do them, and then I just got better and better and better and better and better and better at it, and just kind of kept in that space, you know, kept kept learning and perfecting, you know, and I’ve had a few detours, like we all have other projects and stuff.
Dr. Jeremy Weisz: 48:22
But no, Jon, this has been great. I mean, it’s fascinating to me, the journey, right? And just, it takes a lot of twists and turns and a lot of learnings. And, you know, I really appreciate you sharing one, just your rock solid webinar structure, format call booking system really and just your journey. So everyone check out JonSchumacher.com to learn more, check out more episodes of the podcast.
We’ll see everyone next time. And Jon, I appreciate you sharing.
Jon Schumacher: 48:54
Thank you Jeremy. Appreciate it.
