FL246 – We help Jen create a weekly webinar strategy to grow her membership

In today's episode, we help Jen create a weekly webinar strategy to grow her membership!

FULL TRANSCRIPT
Jocelyn Sams: Hey y'all, on today's podcast we helped Jen take her membership website to the next level.

Shane Sams: What's going on everybody? Welcome back to the Flipped Lifestyle Podcast. It is great to be back with you again today as we have another member of our Flip Your Life community on the show to celebrate success and to help them take their business to the next level. We're really, really excited to have Jen Camel on the show today. Jen, welcome.

Jen Camel: Hey, thank you so much for having me.

Jocelyn Sams: We are very excited to talk to you today. You have a very interesting business that I can't wait to dive into a little bit.

Jocelyn Sams: Before we go there, tell our audience a little bit about you, your family, and what you're doing online.

Jen Camel: I live in Southern California with my husband and my two kids. My background was in commercial real estate doing GIS analysis for companies. Then we decided to start a family, and I got pregnant, and I had planned a completely normal delivery. Never even occurred to me that I would have a c-section, but I was one of those 20% of first-time mothers who had a c-section with her first child. Going through that experience made it very clear to me how difficult it is for parents to find good information on VBAC.

Jen Camel: As I dive even deeper-

Shane Sams: What is-

Jen Camel: ... I saw-

Shane Sams: What, what does VBAC mean?

Jen Camel: Oh, good segue there. VBAC is vaginal birth after cesarean. So I had just collected a bunch of information for myself and after my VBAC realized how many other parents were seeking this same level of information. So VBAC Facts was born. As the website grew and I collected more of an audience I saw how many birth professionals really had a hard time staying on top of the evidence themselves and really wanted a more in depth understanding of what the research actually said so they can effectively guide their clients.

Jen Camel: VBAC Facts was really born again when I started my membership site about four months ago.

Shane Sams: Let me ask you this ... Okay, this is a big leap here. You went from commercial real estate to vaginal birth education, right? And it was basically because of this personal experience that you had. You had a c-section with your first child, but when you had other children you wanted to have it the natural way, correct-

Jen Camel: Exactly.

Shane Sams: ... is that what I'm [crosstalk 00:02:40]. Okay.

Jen Camel: Exactly, yeah.

Jocelyn Sams: You primarily target birth professionals then?

Jen Camel: I do. A lot of parents come to the site as well and there's a ton of information online for parents, but I found that birth professionals are really the ones who were interested in diving deeper and were interested in the higher level of analysis that I offer.

Shane Sams: Parents are like my wife's had to have a c-section so now you're like looking for information but it's not like you really want to buy something to really dive and get into it. But for the birth professional are we talking midwives, and doulas, and nurses, and people like that?

Jen Camel: Exactly.

Shane Sams: They want to go farther, right?

Jen Camel: Exactly. I do have online classes for parents available for those who do want to dive deeper. But I just found that birth professionals were really the ones who were interested in that level of information.

Shane Sams: Jocelyn, when we had our first child, had to have a c-section. It was scheduled. Was it because he was late or because-

Jocelyn Sams: No, it was because of his size. I don't know. It's kind of a long story, but my doctor said, "I'm not going to use any instruments because he's just too big." So we just made a decision to do that. My other child, she was breach.

Shane Sams: Yeah, so we had to do that. I remember though, you talk about parents like this, I remember I was like, "Oh my gosh, you got to have a c-section. What does that even mean?" I'm a football coach and when a football coach has a game he watches game film to prepare for it. I remember before Isaac was born I was sitting there on YouTube and I was watching c-sections, mildly horrified, but kind of just intrigued by it. I was like, "Jocelyn, come over here and check this out." She was like-

Jocelyn Sams: I'm like, "Absolutely not."

Shane Sams: She was like absolutely [crosstalk 00:04:26]. It's funny, because you said the birth professionals would be interested in this. I remember after I watched a couple videos it was just kind of like, "I'm over it." That's the surface knowledge that I need to help me go forward. But I could also see it was very scary because you don't know what it is until you have to go through it, right?

Jen Camel: Yeah exactly. With parents in particular it's trying to help them eliminate those unknowns so they can go in and they have an understanding of the lay of the land, and what this means for their future pregnancies, and what their future options are so that way they don't feel so trapped in it. Sometimes parents are told once a c-section always a c-section and that's just not the case.

Shane Sams: You basically did a ton of research on this. Are you a nurse, are you trained?

Jen Camel: I'm not a nurse.

Shane Sams: Okay, perfect.

Jocelyn Sams: I love that.

Shane Sams: I love that, that's awesome.

Jen Camel: I'm a consumer advocate.

Shane Sams: That's awesome.

Jocelyn Sams: I love it.

Shane Sams: That's a great way to say that for anyone out there listing who thinks you've got to have some kind of crazy professional degree. It's a consumer advocate, that's an awesome term.

Shane Sams: You built this information for yourself. Started blogging, sharing this on your website and it grew into an audience of birth professionals who were leaning kind of on your research and your efforts to curate all the latest facts into a nice, neat package where they could go consume it, correct?

Jen Camel: Absolutely. My first step was actually, I went immediately to speaking around the country. I grew the website when my son was about three years old, my second child. I started traveling around the country and presenting a six hour program that I had developed. Then I digitized that program online. Then I had other offerings, other courses, I had handouts. Then I about four months ago decided to just package all of that, except for the parent course, within the membership site. Then I have additional offerings for members.

Jocelyn Sams: Okay, I love that idea. I think that it's really cool membership.

Jocelyn Sams: We love to start all of our calls by celebrating a win and you recently shared a success story with us our community. Tell everybody about your recent win, what did you share with us in the community?

Shane Sams: You just told us about your membership, you launched your membership, how did that go?

Jen Camel: Well I was super thrilled to have 17 people join on my launch.

Jocelyn Sams: That's awesome.

Jen Camel: Yeah, yeah, it was pretty exciting. Then in the last few months it's grown to 33 people.

Shane Sams: Wow.

Jocelyn Sams: Sweet.

Shane Sams: That's incredible. How much revenue did that generate, adding a membership to everything?

Jen Camel: Total, it's been $7000 over the last 3 or 4 months.

Jocelyn Sams: That's fantastic.

Shane Sams: Isn't that amazing that you were a commercial real estate professional who had a life experience and you accumulated enough knowledge to be not only an expert, but expert enough to teach professionals about this topic. Now you've created this thing online that can generate $1000s. Is that not absolutely mind blowing that's even possible in this day and age?

Jen Camel: It really is and it's super exciting because it just goes to show that if you are super motivated and if you ... I'm just a naturally curious person and that's how this whole thing developed is I was just like, "Well I want to know all this stuff inside and out for myself." Then as I developed products and I had doctors look at it, and I had nurses look at it, and they would verify, "Yeah, you're on course." Then as I would learn how to analyze medical research, which is a massive learning curve, so much opens up for you if you're able to just be willing to learn and also have the time to do it, which is always the consistent struggle.

Shane Sams: It's like the people that you're teaching, what's amazing is we think about experts and we put people on this pedestal. But a nurse or a birth professional is kind of a generalist. They're dealing with multiple topics and they don't have the time to dig deep into this one thing, vaginal birth after caesarian section. You have dedicated yourself because of a life experience to doing that. You're serving them. You're helping them give better care to their patients just because you're giving them the right amount of information. That's amazing.

Jen Camel: Absolutely. Everyone's busy and when you're working full-time, and you have a family, and you have friends, and you might actually want to have a hobby or exercise, or do something for yourself, there's just not time in the day to stay on top of the mounds of medical research that are published every month. Then you couple that with the political realities of VBAC. We think medical care is like okay, you have XYZ symptom, you're going to be given the risk and benefits of your options, and then you're going to make a decision. The truth is, maternity care is nothing like that. Maternity care there's a whole lot of other factors that impact how those risks and benefits are relayed to patients. For providers and birth professionals to have a solid grasp on the research, it empowers them to be able to have confident conversations with their clients about the latest research so their clients can make truly informed decisions.

Shane Sams: That's amazing. Let me ask you this, are you still doing real estate or do you only deal with your blog, and your speaking, and your membership?

Jen Camel: This is all I've been doing for the last 10 years is VBAC Facts.

Shane Sams: So you basically built this speaking career type business and you put yourself out there with these trainings and now you're trying to transition that into this more membership model, more home-driven kind of business. Why are you making this shift? If you had this speaking, you were kind of renowned as an expert, and your blog took off, what's the point of changing it to digital delivery, membership site, connecting professionals around your trainings? Why are you doing that?

Jen Camel: Well when I first started speaking I was traveling quite a bit and it just was really hard to travel so much. Then also, you don't have the time to create, I didn't have the time to create other offerings because I was so busy traveling.

Jen Camel: I still travel and I still speak. In fact, this past weekend I was in Florida, but transitioning to the membership site enables me to offer more to my audience. What that looks like is offering a monthly literature review for my audience, as well as flushing out my patient handout series and offering other continuing education trainings online. It just enables me to reach more people and provide a higher quality of information with me not spending so much time traveling.

Shane Sams: That's awesome. I'm sure some people would look and say, "Oh you're a speaker, what a cool thing. You get to do that."

Jen Camel: Oh it is, it's super cool.

Shane Sams: And it is.

Jen Camel: It's awesome, it's-

Shane Sams: But then they don't realize you have bigger mission, which is to help more people with this thing that you've become passionate about.

Jen Camel: My mission is to increase access to VBAC. So every parent who's pregnant after a caesarian knows that they will be able to have a respectful birth.

Jen Camel: The truth is, there are 100s of 1000s of parents in the United States right now who are pregnant after a caesarian and they're filled with anxiety and fear because they are told that you either have to have a repeat caesarian or they have to have an out-of-hospital birth, an unassisted birth, or travel 100s of miles to another facility that supports VBAC. Not only does that put parents in a dangerous situation, but it also denies their right to make their own medical decisions about their body.

Shane Sams: Wow. What a powerful mission. That's just awesome. This is why I love online business because it just gives you so much power to do that.

Shane Sams: Jocelyn and I have a mission to help 100,000 families learn how to start an online business. I love what you said there, just to know it's possible. You don't have to do what the world told you to do your whole life. You don't have to do what society says is a good job. You don't have to go to law school if you don't want to just because your mom and dad wants you to. You don't have to go climb the corporate ladder. I just love how you said that, your mission is to empower people with this knowledge that you didn't have when you entered into this situation and you're using online business to do that. It's amazing.

Jen Camel: Yeah well it's the constant stories that I get from parents that drive me and the reports that I get from birth professionals on the political nature of medical care in their hospitals that just continually reinforces how important it is to get this information out there.

Jocelyn Sams: I love how you just started it and just didn't really care that you weren't a medical professional because that's a problem that we hear a lot of people say in our community. "I'd love to start my own business but I don't really know anything or I'm not an expert in anything." Well become an expert. That's exactly what Jen did, so I love that.

Shane Sams: Were you afraid when you first started? The first time you ever spoke or anything did you have any fear? We usually ask people about their fears and obstacles and you've come ... You're pretty advanced in your business right now, which we're going to talk about here in a few minutes, but did that worry you a little bit where you were "I'm teaching medical people about medical stuff?" How did you get past that?

Jen Camel: Of course you are always concerned that you want to make sure you're saying the right thing. You want to make sure you're expressing it the right way and so I had my little test groups of people who would review my materials and when I would present I would have providers, especially when you have obstetrician come up to you afterwards, like this past weekend, and tell me that was the best presentation on VBAC he's ever seen, and he was also a math major before he went into to medical school and he loved how I explained these complicated statistical concepts in a way that anyone can understand. So that's validating.

Jen Camel: As I spoke more and I got more and more feedback from doctors, and nurses, and midwives, I knew I was on the right track.

Shane Sams: The moral of the story there is hey look, if you're scared that you're not an expert enough go do it enough until you're an expert. Eventually, you're going to do it so much that you just know it inside and out and that was has basically happened with you and your business. It's amazing.

Shane Sams: Let me ask you something else here before we get to your question today. A lot of people in the forums this is one of the most common questions that we get in the Flip Your Life community, on the podcast, in any coaching that we do is what about liability, what if I get sued? What if someone does this? What about my disclaimers? What about my terms and conditions? It's funny because the people writing this are usually teaching people how to play an instrument or maybe I had a football coach one time and he was worried about getting sued because he was selling drills. But here you are literally giving people information in kind of a life or death situation. How did you overcome that fear of I'm not going to get totally legally ran over or how did you figure out what to put in your terms, and conditions, and disclaimers? What do you do about that in your business because it is medically related and I'm sure that there's other people out there listening to this that that could help them?

Jen Camel: Well there are multiple levels to that answer. The first one is be very clear that I am not a medical professional. I am a consumer advocate and I have that in my bio. I have that all over the place that I am not a medical professional. It's also in my terms of service that it's very clear that I'm not giving medical advice. Even if someone is a doctor, or a nurse, or a midwife in my community forums they're not qualified to give anyone medical advice because they don't know your entire background. I actually went through my terms of service with an attorney and have them go over that with me, so it's just crystal clear that who I am and what I'm doing is I'm sharing information and it is the obligation of the people who are collecting that information or absorbing that information from me to review it, particularly if you're a parent, to review it with your birth professional or your medical provider, and review in their individual situation. What is right for one person isn't right for another and only their medical provider can tell them what are the risks and benefits in their individual situation.

Jen Camel: What I'm sharing is more of a higher level information. Then how it applies to someone individually is a conversation they have with their medical provider. I'm very clear about that throughout all of my trainings and my materials is you have to talk about this with your provider because you, as someone who is not a medical professional, may not be able to apply this information effectively to yourself.

Shane Sams: Yeah, that's another thing that we have too is like in our terms and conditions ... Another big question that we get, because a lot of our community members succeed and so every month we get people that write us and they're like, "Is it time to quit my job?" We're like, "We give you a lot of information." We point people in the right direction. We do a lot of things for people, that's the one place that we never go is it's time to quit your job because I don't know what's in your bank account. I don't know all of the information in your situation. All I know are these snippets where we can help you take your next step. That's usually where we're at, but you've got to make those big decisions and that's true in every business. For anybody out there worried about the legal stuff, don't let that be a road block, you can figure that part out just like we all have.

Jen Camel: Well and talk to an attorney, that's the big thing. Talk to an attorney and understand what your level of exposure is and then decide what you're comfortable with.

Jocelyn Sams: All right, you've had some great insights so far. I think this is going to help people a lot who are trying to start out and they have these mindset struggles. Let's move on to your question about what could we help you with to help you get to the next level. What is your question today?

Jen Camel: Well I've heard a lot about growing your business with weekly webinars. My question is, how do you structure the marketing? Am I emailing my list every week regarding the webinar with a heads up email and a last minute email? Am I creating Facebook ads? How many emails am I sending after they register and follow up?

Jocelyn Sams: That's a great question from Jen today. We'll get to that answer in just a moment.

Jocelyn Sams: But first, did you know that you can get the answers that you need to start, build, and grow your online business too? All you have to do is join us inside of Flip Your Life community where you can get all of your training, coaching, and support you need so that you can learn how to start and grow your own online business. The best part is you can get started today for free. All you have to do is go to flippedlifestyle.com/free and you can start your one month free trial right away. You can join 100s of other family-focused entrepreneurs from all over the world inside of Flip Your Life community. You can learn how we started our own online business, replaced our income, quit our jobs, and we work from home every day. You can get started right now at no cost. Go to flippedlifestyle.com/free and start your free month today.

Shane Sams: All right, this is a question that we've really not covered a lot on the show, so I'm really glad that you asked that because it can be confusing to hear, "Do a webinar all the time," and you're like, "But who's going to come to the webinar?" How do I get people to the webinar? How often do I promote the webinar? What do I do with the webinar?

Shane Sams: It's important to not focus on the actual webinar and to focus on what the webinar is. The webinar is actually [inaudible 00:19:54]. It is a sales tool and you are going to sell on the webinar, but the main thing that you're trying to do is to find people that will buy your product and get them on your email list, right?

Jen Camel: Ah, okay.

Shane Sams: When you're doing webinars as a strategy, and that can be monthly, that can be weekly, whatever it is, it can be evergreen, it can be live, it doesn't matter. The number one thing you got to focus on is the ad campaign that gets people to register for the webinar because that's an opt-in. You are going to have ads going all the time. If you're going to do this like ... How often do you plan on doing it?

Jen Camel: Well I mean I was thinking maybe starting off with monthly and maybe going to weekly. I'm not sure. I'm just concerned about slamming my current email list and so-

Shane Sams: Yeah, don't worry about that because the goal is to flood new people in and invite people who are on the list to the webinars, okay?

Jen Camel: Okay.

Shane Sams: What happens is usually you start a ... Let's say we're going to do one once a month for right now. No, let's do this, let's play once a week to get over that fear of slamming your email list, all right?

Jen Camel: Okay.

Shane Sams: Let's say you're going to do a webinar every week, even if you don't. It can be the same webinar first of all. You don't have to do a different topic, you don't have to do a different thing every week because remember, if you've got 10,000 people on an email list and 100 show up to your webinar there's still 9,900 people that did not see that webinar, so what does it matter if you promote it every single week? It doesn't matter until they all watch it, so don't worry about that because you're never going to have your whole list show up for the webinar and get bored with it.

Shane Sams: What we've found is when we do the same webinar twice we have a lot of repeat people come and see it again because they like going to the Q&A because the Q&A and is always different, they want to see the same topic over and over again.

Shane Sams: Basically, if you're going to do a webinar let's say you're going to do it on Sunday night, on Thursday you start ads. You run ads, you try to get them to a page where they register for the webinar, they pick the time, they get the reminders and all that. Then you're going to send followup emails at 48 hours, 24 hours, and an hour before the webinar. What happens is let's say I see your ad on Thursday, I register. "Hey thanks for singing up, we'll send you reminders to let you know there's going to be a webinar." The reminders are, "Hey, we're going to have a webinar tomorrow," that comes out 48 hours before. "Hey, we're going to have a webinar tonight," that comes out the morning of. "Hey, we start in one hour." That's your basic reminders. Now some people do one like, "We're starting," as well. Now, you don't have to send all of those to your entire list every time. That's for the people that registered during that week or whatever. Anybody else on your email list, just send a message out the morning of, "Hey, I'm having a webinar tonight," and then, "Hey, we're starting." Then you can pull in people that are already on your list that way. That's pretty much the flow that we use when we have webinars, so don't over-complicate it.

Jocelyn Sams: I like this idea of maybe doing ads too to people who have been on your page, maybe that aren't on your email list, but they're interested in your website. So you could also invite them via an ad.

Shane Sams: You can also upload your email list and just say, "Hey, I'm having a webinar," and let them re-register. Right? See what I'm saying? Then you don't have to email people a 1000 times, you get them in another way. They know you. They're on your email list and it's like, "Hey, this is Jen from VBAC and I'm having a webinar this Sunday that you've never been to. You need to be there." Just let them re-register and tag them in some way.

Shane Sams: What do you use for your email provider?

Jen Camel: ConvertKit.

Shane Sams: Oh yeah, perfect. ConvertKit can tag them.

Jen Camel: Exactly [crosstalk 00:23:38].

Shane Sams: That's how you reach people without having to email them 100 times every week. You're not going to send the reminders for the webinar to your entire email list every single list, but you can in a P.S. mention it [crosstalk 00:23:53]. Say, "Hey, I'm having a webinar, have you registered for it before?"

Jen Camel: Yes, yes.

Shane Sams: Find other strategic ways to let them know because that is actually a mistake that a lot of people make with webinars. They'll only remind people that signed up that week. No, why would you have a list if you weren't going to remind them every time you were doing something cool? I send an email out every time I go on Facebook or YouTube Live. I'm like, "Hey guys, I'm going live in 15 minutes," just because I want them to be there. There's other ways that you can get to them that way.

Shane Sams: Focus on leads Jen because most of the people ... let's say you get 1000 emails and let's say 100 show up, for easy number. [crosstalk 00:24:32] in that case, you're probably only going to sell 5 to 10. But the point is, you have 90 other interested people who you can market to through your email list, through your other things to get them to buy, through your specials, through your sales, through whatever. It's those other emails that are the real value in doing the webinars because you have leads.

Jen Camel: Yeah exactly, exactly. Then what your follow up email sequence after the webinar? What do you recommend?

Shane Sams: Usually we just send out a simple one email, "Hey, here's the replay if you didn't come." Then I just let them go into my general auto responder and my general list [crosstalk 00:25:12].

Jocelyn Sams: Depending on how many people are there, how many people sign up we've even started doing some things that don't really scale like sending them personal videos. Like I might send a video and say, "Hey Jen, noticed you registered for my webinar but you weren't able to come. I was just wondering if you had any questions. Let me know."

Shane Sams: If you have 100 people at a webinar and 10 of them buy you have 90 people left. What if you sent 90 people a 1 minute video. It would take two hours to do that and you're saying the same thing every time, you're just like, "Hey, Jocelyn." "Hey Shane." "Hey, Jen." But you're actually taking the time to personally do that on video and they see you, that two hours may produce 5 more sales and if you're selling a $1000 product that's $5000. Those little things like that to follow up always usually pay off.

Jen Camel: Okay, that's a great idea.

Shane Sams: How did you envision this? Where were you stumped on this question? Where did it have you paralyzed or where were you overwhelmed with it compared to what we just said?

Jen Camel: For me really I was worried about slamming my list. I was wondering how often should I be emailing my list about these webinars. Then I was also just thinking through the technical back end of setting all of this up in ConvertKit, like if I set up a sequence for people who registered on week one, if the register again on week two ConvertKit isn't going to send them that sequence again.

Shane Sams: Right, I see what-

Jen Camel: You see what I'm saying? It's just a little bit of those technical details of trying to figure out, well I guess those people would just receive the email that goes out to my entire list that second week rather than ... See, I'd still have to figure out that sort of technical part.

Shane Sams: Yeah. Look, there's always going to be a hiccup where some people don't get the email or some people get an email they shouldn't, that's impossible. What you have to do is create something that actually makes sense in your brain. Here's what makes sense, I'm going to get a new person to register. I'm going to remind them the day before and I'm going to remind them the day of. That makes sense. Now, if they opt-in three times for the same webinar and all the sequences get screwed up that's probably going to happen sometimes. Then, in the second tier you say, I'm going to tell my whole list every week that there's going to be a webinar. That's okay, they're not going to get mad, they're not going to unsubscribe if you present it correctly. "Hey guys, here's that webinar." You can also exclude people that have been.

Jen Camel: Yes, exactly, yeah I would do that.

Shane Sams: You can exclude people that have been if that's really a worry, but I would just remind everybody because they may want to come back, they may want to do it again and you want to keep it simple. How simple is a broadcast on Sunday morning or on Friday night, or whenever you do the webinar? The easier you can make it in your brain the easier it will be when you build it in your tool.

Jen Camel: What are your feelings about presenting it live versus having them access a prerecorded webinar?

Jocelyn Sams: I think it really depends on your goal, you can do it either way. If it's something that you can do regularly you can do it live. Live ones will get a better conversion typically, but, you can't do them as often because your schedule doesn't allow it. The cool thing about an automated webinar is that you can do it as often as you want, but the conversion might not be quite as high as it would with a live one.

Shane Sams: Also too there's a hybrid way. We have a really good friend who does the live webinar, but basically the whole webinar is recorded. He shows up, welcomes everybody, hits play, and then he shows up for the Q&A and answers it live. That removes some fears about a good presentation or a good sales pitch because you can do it really good one, but you're actually there too to help with the sale and the conversations, right?

Shane Sams: Listen, there's no reason you can't do both. This is something that a lot of people don't realize. What if you did one live one and then the other two weeks of the month you did evergreen ones, you just played a replay of one you did before? Just be really open and honest, and transparent, this is not live. Put it in big red letters above it, this is a prerecording, but you're here. You can run both so you can get the best of both worlds. This is not really an either/or. It's basically what you want to do.

Shane Sams: For me and Jocelyn we really don't love doing live webinars because one of our most important things to us is flexibility with our schedule, that's a value. I would rather get lower conversion rates and just play stuff evergreen, or we've even kind of fallen back to just promoting content like sending people to our YouTube videos, sending people to an old podcast because we just value our time differently. We like live webinars. We try to do one every month or two, but it's not a priority for us. But, if it is a priority for you and you like doing it live ... My guess is you're a speaker so you're going to be really good at this, that you probably would do really, really well for a while doing some live ones and then take the best ones and turn them into evergreen on the backend.

Jen Camel: I love presenting. The issue is always time. That's always the issue.

Shane Sams: When would you schedule them? When would you-

Jen Camel: Well I'm thinking of maybe having it at a different time every week. The thing with the schedules of birth professionals is that often they are very unpredictable because people go into labor and they might have something scheduled and they can't attend. I think also offering people maybe a followup email offering them a link for those who couldn't attend live, a link to the recording.

Jen Camel: In the webinar are you offering a special for them to sign up and it's only valid if they sign up then or are you honoring that after the webinar is over?

Shane Sams: It would be honored in the replay period. Let's say here's a replay or we're going to honor this for 24 hours, or you could just not even rely on scarcity. Jocelyn and I don't really open and close things. What we do is we have special kinds of offers that we offer on our webinars so we don't have to do the in 24 hours you'll miss out and we may never do this again.

Shane Sams: For example, one of the things that we usually sell on our webinars is a quarterly price for our membership. We have a free trial, that free trial turns into a monthly, and then we have an annual if you want to save like 50%. Those just always exist, but the only time we ever really offer a quarterly price is on our webinars, so it's easy for us to say, "Hey, this thing is usually X dollars a month, but here's the quarterly price. It will save you this percentage. This is only available on this webinar." Even if you see the webinar in replay it's still only available on that webinar. That's how we've done that in the past because we hate the launch model. We love scarcity and timing because it does work. But we try to get our scarcity based around more like sales, like Black Friday or there's a reason for it, not we're on a magic webinar and you happen to tune in at the right time, and it may or may not be live, and here's the timer.

Shane Sams: It's just easier to offer something that's only available there instead of only available for a limited time, especially in your niche because way to know your avatar, because I never would have even though, "Oh man, what if somebody shows up to the webinar and they got to run out and deliver a baby?" Right, like [crosstalk 00:32:36] concern for your people so if you're like, "You've got 30 minutes," and you're like, "But she's only dilated to 9."

Jen Camel: Yeah, exactly [crosstalk 00:32:44] and so that's part of the challenge with the whole scarcity thing is because if someone's at a birth for 36 hours and they miss that window-

Shane Sams: God bless that women and family-

Jen Camel: Exactly, I know, I know. Offering something during the webinar that is not typically available. I'd have to think about what that is.

Jocelyn Sams: It could be like bonuses. There's different options of things you can do.

Shane Sams: Do you have your-

Jocelyn Sams: You don't have to just discount.

Shane Sams: Do you have your speeches filmed or whatever?

Jen Camel: Well I don't.

Shane Sams: Let me just tell you where I'm going here. If next time you speak have someone record you or record yourself, and get three or four of those, and just put them together in a little package that's not in your membership, and just say, "Hey, anyone who joins on this webinar will get unlimited access forever to these three talks I did." That way you've got a little bonus thing that you kind of keep out of your membership, and there's a reason to keep it out of your membership is you want people to go see you live. Those are out and to reward people for showing up at your webinar you let them have this thing just like if they would have showed up at your life event. That's a little something you can keep back. That's a good tactic for bonuses is to keep something out of your membership that you can use only on webinars and anyone that signs up then gets that and you can't get it anywhere else. That's evergreen, that's just three videos on a page with a link. So they get an email with a link to those and they've got it at the end of the webinar. There's lots of ways to create scarcity besides putting a timer on it.

Jen Camel: Yeah exactly, exactly. I'm trying to think of what bonus I would offer in the meantime before I get those three talks recorded.

Shane Sams: Well you have your talks prepared. You could just set up shop one day and record them.

Jocelyn Sams: Just do a screen capture video.

Shane Sams: Are you speaking again anytime soon?

Jen Camel: Not until December.

Shane Sams: Okay, well just do three little things that aren't in the membership for now.

Jocelyn Sams: Just don't make it so hard.

Shane Sams: Yeah.

Jen Camel: Okay.

Jocelyn Sams: Do a screen capture video of one of your talks that you did.

Shane Sams: Yeah, that's all you got to do.

Jen Camel: Okay, awesome.

Shane Sams: Does that dispel a little bit of your fears about the webinar process and how it's not as complicated as you think?

Jen Camel: Yes.

Jocelyn Sams: All right, great questions today Jen. I can't wait to see what you do taking action on these.

Jocelyn Sams: With that in mind, let us know what you plan to take action on in the next 24 hours or so based on what we talked about today.

Jen Camel: Well I am going to schedule my first webinar and start setting up all that back end. As you know, it's so time consuming to get all of the tags set up and all of your sequences set up. Just to get all of that foundation down, so that way when I want to schedule my weekly webinar it's all ready to go.

Shane Sams: Awesome. Hey, you invest your time now and you never have to do it again, right?

Jen Camel: Exactly.

Shane Sams: Hey listen, you've done so much, we just want to first of all say congratulations on building a viable online business that is making money and you've really flipped your life. You are in total control of your life, you get in total control of your business. We are super proud of you and we cannot wait to see what happens next when you start doing these webinars.

Shane Sams: Thanks again for coming on the show, and being so transparent, and just letting everybody listen in today so that they can build their business as well.

Jen Camel: It's been my pleasure and I'll see you guys in Nashville.

Shane Sams: That's right.

Jocelyn Sams: Yay.

Shane Sams: All right guys, that was another great call with one of our Flip Your Life community members. Remember, you can join right now for free and become a member of the Flip Your Life community and flippedlifestyle.com/free. We would love to have you in our forums. We would love to see the successes that you're having in your online business. Who knows, maybe someday you'll be a guest on the Flipped Lifestyle Podcast.

Shane Sams: Before we close up we like to close all of our shows with a verse from the Bible. Today's bible verse is Proverbs 12:11. The Bible says, "A hard worker has plenty of food, but a person who chases fantasies has no sense." So just like we talked about on today's show guys, get out there and do the work. Invest the time, invest the effort, invest the money in your business so that you can have success. Don't chase all these gurus, don't chase all the fantasies, don't chase the get rich quick schemes out there. Do the work and it will pay off. Until next time, get out there and take action, do whatever it takes to flip your life.

Jocelyn Sams: Bye.

Links and resources mentioned on today's show:

• Jen's website
• Flip Your Life community 30-day trial

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