FL283 - Sales Funnel Strategy from Optin to Pitch

In today's episode, we help Kevin develop a sales pitch for his online membership.

FULL TRANSCRIPT

Jocelyn Sams: Hey, y'all. On today's podcast, we help Kevin develop a sales pitch for his online membership.

Shane Sams: Welcome to the Flipped Lifestyle Podcast, where life always come before work. We're your hosts, Shane and Jocelyn Sams. We're a real family that figured out how to make our entire living online, and now we help other families do the same. Are you ready to flip your life? All right, let's get started.

Shane Sams: What's going on, everybody? Welcome back to the Flipped Lifestyle Podcast. It is a beautiful sunny day here in Kentucky, and we are super excited to welcome back a former guest on the Flipped Lifestyle Podcast, a long time member, one of our moderators, and last year's Flip Your Life Member of the Year, Kevin DePew. Welcome back to the show, man.

Kevin DePew: Hey, thank you. Very excited to be here.

Jocelyn Sams: Member of the Year.

Shane Sams: The Member of the Year. We're gonna talk about that. We're gonna talk about that in a minute, though.

Kevin DePew: I'm surprised by that, yes.

Jocelyn Sams: Yeah, it was really exciting. We presented Kevin with a special award at last year's live event, and we got to meet him in person for the first time. And it was just a really, really great time. We're gonna get into that just a little bit more in a few minutes, but before we talk about all that, let's get into a little bit about you, for people who maybe have not listened to your other podcast or don't know you. Tell us a little bit about you, your background, and what you do online.

Kevin DePew: Yeah. My name is Kevin. I am been doing this online business thing for a little while, I'd say a little over two years we've been doing relaxandlearnguitar.com, we being my wife Vicky, who helps me a lot with this now. We are empty nesters, have had many, many years in corporate America, working with various jobs, mostly with families and children. Vicky worked with seniors for awhile. And I about three years ago just heard you guys on, I think, Pat Flynn is how I found you guys, and the tractor story, and I just kind of from there went, "This is amazing. I think this is something I need to look into." Started listening to your podcast, joined your membership, and it's been fantastic. It's been life changing, honestly. It's been really good.

Shane Sams: That's awesome, man. I love to hear that. I love people who like, I literally know every minute of their story online, because I feel like I know everything you've ever done.

Jocelyn Sams: And it's kind of hard not to just jump right in, because we already know all these things about you, but I just want to make sure that the listeners know how cool of a person you are.

Shane Sams: When you joined the community, remember you had some crazy other idea?

Kevin DePew: Yeah, the guitar thing is probably idea number four or five.

Shane Sams: What was the thing you were doing when you first came in, though?

Kevin DePew: Oh, gosh, it was either a combination of time management or creativity or ...

Jocelyn Sams: Yes.

Shane Sams: Yeah, it was something about the creativity thing, and I remember you posted in the forum one day, and you were like, "What do you guys think?"

Jocelyn Sams: We're like, "No."

Shane Sams: I'm like, "Kevin, man, I don't usually say this, but this is awful. This is terrible. You don't even seem like you like this. What are you doing, man?" Then I remember specifically asking you in the forums, though, "Dude, what do you want to do? What do you want to do?" And you literally were like, "Man, I just want to relax, play guitar."

Kevin DePew: And now here we are.

Shane Sams: And now you have a website called Relax and Learn Guitar. It's funny how that works out. Going back just a little bit, how did it help you to pick something that you wanted to do, not that you thought might work? How did that help? Because you've stuck with this now for a while. We're gonna talk a little bit about your membership growth and the future of your business, but how did that help when you made that transition?

Kevin DePew: Oh yeah, absolutely. I mean, first starting out, it was just in my head a lot, exactly what should I do that people are gonna look for? It was very new to the whole online business thing. It was a good part to kind of learn how to build a website and how to have a lead magnet, so I learned a lot of good stuff there, but when it wasn't taking off or getting any traction, I think what helped the most switching to the guitar stuff is just, I don't have to pretend to be passionate about it. I am, and I want to share that with other people. And when I saw that others were listening and interested and then started getting on board, it just makes it keep rolling. So choosing something that you're passionate about, but I don't think I'll ever get tired of doing. I might get tired of editing videos, but I will never get tired of playing and teaching other people how to play guitar.

Jocelyn Sams: Yeah, for sure. And you know, I want people to understand too that if they haven't listened to your other podcast, that this thing wasn't exactly an overnight success, right?

Kevin DePew: Oh, gosh no.

Jocelyn Sams: Because I think sometimes when people listen to the podcast, they're like, "Oh yeah, this person, they started and then it just all worked out." And we've seen so many people cycle through over the past few years since you've been a member, but you have been consistent, you've been coming in, you talk, you ask questions, you get your questions answered, you answer other people's questions. And just that involvement, I mean, I've seen such a transformation over the years, just from you first coming in to now.

Shane Sams: Yeah. I've never heard anyone say that before, "I don't have to pretend to be passionate," because all you hear from gurus and experts is, "Fake it till you make it." You known what I'm saying? That's an amazing way to put that, is pick something you don't have to pretend to be passionate about, or that you don't have to pretend you know something about. I think a lot of people do that too. They'll choose a niche just because other people are doing it or just ... My favorite is, "Can I teach business if I don't known anything about business?" We're like, "No, can't do that, because you'd have to pretend. You'd have to fake people out." Or be passionate about yoga, but you hate yoga. You can't do that.

Shane Sams: If anyone listening right now doesn't listen to anything else for the rest of this podcast, please listen to what Kevin just said and don't pretend you're passionate about something. Pick something you can sink your teeth into. And you won't always be passionate. Like you said, sometimes it really stinks to have to edit all the videos of you playing guitar, right?

Kevin DePew: Oh yeah.

Shane Sams: But we just gotta do what we gotta do to get to the part that we like, and that's what it's all about.

Kevin DePew: And to not give up, and to change when you need to. You gotta be persistent, or else ... And I've seen that a lot. There's the folks that I've seen, and you've listened to the podcast, or you're inside the membership, and it does look like sometimes folks are like, "Hey, we just got our 200th member." I can look back and realize what that really means. It's a lot of time and a lot of persistence and effort.

Shane Sams: Well, you only see the tip of the iceberg. There's a great graphic that I shared on our Facebook page one time, and it was like first, second, and third place, like an Olympic podium. And all the people were taking the pictures of first and second place, but underneath the ground, the artist had drawn a pyramid, and it just kept getting bigger and bigger and bigger, and it said things like "Hard work, never gave up, kept going," all those things that go into that overnight success. That's a challenge for us sometimes on the podcast, is to really ... We see the 500 forum posts and the 30 hours of trainings and all the hard work that went into building it, but we have 30 minutes to tell people the whole success story. So it does kind of seem like, "Wow, they waved their magic wand, and they tried it," but it's really there is no magic wand.

Shane Sams: So where are you at right now? We're gonna talk a little bit about your progression, okay? Tell us a little bit about last year, because last year was where it really turned the corner. I remember a little bit in the forums, we were talking one time when you had just gotten ... I remember when you first started selling a few memberships, and it would tick up and down in the teens, and you kind of got stuck, right?

Kevin DePew: Yes.

Shane Sams: And then it really started to grow. You started to do some things. You came to Flip Your Life Live last year. Tell us a little bit about last year and the growth of the business and where you were when you came to Flip Your Life Live.

Kevin DePew: Sure. I mean, that was the year folks started first joining, and it was one or two, maybe, a month for the first half of the year really. But they were staying, so I had really good retention. Folks were showing up for the live member lessons that I do. Lots of positive feedback, it was just a matter of getting more people to see what I had to offer. Signed up for the Flip Your Live event and took on the challenge. We did the calls with everybody to kind of get them ready for the event, and all the different pieces of homework, and then you guys had challenged us to have some type of product that we would bring to the event or have ready to launch.

Kevin DePew: We didn't really have a beginning level or an introductory offer. I just had the membership, and it was monthly and annual. That was it. When we came to the event, we were probably up to about just under maybe 50 members. Had had some success about a month before with just an email funnel that we had built around having a half-off price for the membership and got probably 10 or 15 people that way. So we had good momentum, decided to make a beginner's course, and that's what we basically had ready for the live event. That and kind of sitting around the tables and working pressed the button to send it out there into the vast internet space and sold a beginner course an hour after we launched it.

Shane Sams: That's the live event, right? During the work session you can literally we're like, we're launching this, we'll see what happens and you sold something right there.

Kevin DePew: You're like, raise your hand if you had any sales and I was like, yes!

Shane Sams: During the event?

Kevin DePew: Yeah.

Shane Sams: How did that momentum build through those courses? Getting ready...one thing we do is, and we're upping our game a little bit, too this year. We're about to start, we're gonna do weekly trainings getting people prepared. I'm gonna hand-walk Flip Your Life Live attendees through the Flip Your Life blueprint myself. In the community we have lots of trainings and things like that. We're gonna do two cycles of it to make sure that everybody gets that momentum like you're talking about. How did that help you, not only going to those trainings and picking up the pace leading up to the event but having that deadline with a consequence where you had to have it ready and you're like, "I gotta show up at this thing. We've been working on this." How did the live event, was it a catalyst for that?

Kevin DePew: It was huge that way just because of having something way out on the calendar and then the monthly accountability of it's not that you just signed up and we'll see you in six months. We got some work to do before we get there kind of thing.

Shane Sams: You know it's there. We can see it, it's in a Facebook group or a Zoom call so it's like you can't hide.

Kevin DePew: It was very helpful for us cause we thrive with what's the next thing to do, write it down, let's do it. If it doesn't work let's write the next thing down and do that. It was helpful to kind of say have something ready. It did push me, I wouldn't have done that if you guys hadn't said, "Have something ready for the live event". If you've already got a membership it worked really well because the beginner course is now, we've sold about thirty of those and some of those people convert to monthly or annual members so that helps with the momentum of once they were in the beginner course, if they like it, then there's a chance they'll join membership later.

Kevin DePew: At the end of the event you're like, there's a hundred days left in the calendar year. What are you going to do with the next hundred days? We very much took that as a challenge to ourselves and sold fifteen more courses, added about sixteen more members, and five more annual members and we increased our, almost doubled our email list. It was just very, very good. Our YouTube channel finally got to the, we're now making a little bit of money on YouTube. We're able to monetize ads there, which takes a while.

Kevin DePew: The coolest part was getting involved in a mastermind. We met some incredible people at the live event and we're part of a mastermind now where we talk monthly and those guys have been a huge help to help us continue moving forward.

Shane Sams: That makes my heart happy because when we decided to do the live event. The reason we did it, right? What people don't understand the cost and the massive moving of mountains it takes to pull of an event the size of Flip Your Life Live.

Jocelyn Sams: I've said it before on paper it pretty much makes no sense. If we brought this into a corporate boardroom they would be like, "Get out of here, we're not doing that".

Shane Sams: Go find a better idea.

Jocelyn Sams: No ROI.

Shane Sams: But it's our boardroom.

Jocelyn Sams: As far as monetary goes.

Shane Sams: When we did this, we were like, "Why are we doing this?". That's something that Jocelyn and I ask all the time. Why are we doing it? We knew, we knew that we had been to live events and the momentum before and after and the people we met. That's what changes your life. We knew that would happen for people who came to this event because we even structured it in a way that gave people a better chance for that to happen. We have all the trainings before hand to prepare you for the event. We challenge you to do things before the event. We even have icebreakers where we get forty people on a Zoom call and we sit around and have a great time and introduce everybody to anybody so you know people going into the event.

Shane Sams: To hear you say that...if one person out of the two hundred people that come this year that happens for? The event's worth it. That is truly a life-changing experience. They're suddenly be surrounded virtually and in real life by people who really care about your business and they are also trying hard to grow themselves so they can inspire you to do that, too.

Kevin DePew: And they understand, that's the biggest part, too. They understand what it means to put the work in or to be stuck or to keep going. Big shout-out to Chris and Leah and Lauren. They've been amazing.

Jocelyn Sams: That's awesome. That's the whole reason that we did this. I love it. I love it that you guys have just really pushed forward and you're making stuff happen. It's really awesome. Let's talk about where we can go next. You guys had some good success. I love how calmly you say that, "Yeah, you know, we added a bunch of members".

Shane Sams: How many members are you up to right now?

Kevin DePew: We're at 77 members now.

Jocelyn Sams: That's awesome.

Shane Sams: 77? That's crazy. You remember the struggle?

Kevin DePew: We're never gonna get over 20.

Jocelyn Sams: Yes!

Shane Sams: You're adding one or two a month for the first month when this thing launched. We were just like, keep going, keep going. You do a couple things that matter and all of a sudden, bam, you're almost to a hundred. And a hundred's where things get crazy, right?

Kevin DePew: I'm ready.

Shane Sams: When things really, really happen. That's why your the member of the year, Kevin. Let me tell what it was. We didn't tell anybody we were doing this but one thing that we, our community is really about, Kevin's a moderator in the forums, Kevin's just a super-active member and he not only goes in and takes massive action, he helps other people a lot. A lot of people will get up on stage at a live event and they'll give awards based on well this person's got four commas and they're millionaires or whatever. This person, he's made all this money and he did this and that. We just didn't wanna do something so superficial and basic.

Shane Sams: When we were in our meetings one day and we said how are we gonna reward people? We really wanna reward people? We came up with this, we have this little running joke a little bit. We call it the 'Flip Your Life Hall of Fame'. Me and Jocelyn have this virtual list we talk about, the 'Flip Your Life Hall of Famers'. We started talking about those people and it wasn't just people who made money or just people who quit their jobs. It was people who really gave back to the community.

Shane Sams: We said, let's reward people by how many times they've replied to other people's forum posts. That means you're not just in there talking on your own topics. You're not just in there lurking and reading. You're literally taking time to help another person succeed. We started looking, we keep track of how many topics people start, how many replies they have and we give these things called 'coins'. We could've called them a ton of different things but we figured you flip coins so it just made total sense for the Flip Your Life community. You get coins, you get one point for starting a topic. You get two points for replying to another post and you get other coins for doing other actions. Clicking on trainings, things like that.

Shane Sams: Kevin blew the second place person out of the water. We gave an award out for everybody in the top ten. The ten most helpful people in the community. When we were looking at it, it was just like, who's number one? It was you. It was the highlight of the event, giving you that award. Bringing you up on stage and sharing that with everybody because you really have helped so many people. I don't think you understand the ripple that you've caused by throwing your pebble into the pond, inside of our community. I want to acknowledge you here in front of everybody, too, not just the people at Flip Your Life Live cause you deserved that award and, based on what we're seeing in the forums, you might get another one cause you're just crushing it.

Kevin DePew: Yeah, I was totally shocked a little bit. No idea you guys were doing that.

Shane Sams: Your wife was shocked, too.

Kevin DePew: She was.

Shane Sams: I think she cried.

Kevin DePew: There might have been some tears. It just hit me like, wow. Of course she's seen me, how much I've been on there. But it was kind of, just getting the recognition was very cool. That's not why I did it, obviously. Very neat to get that, that award and to be a part of the event and to be so shocked.

Shane Sams: Helping other people, helps you, too though. That's the good thing. We tell people that. The more you help others, the more you will figure things out cause you'll talk through something with someone, like a mastermind in the community and all of a sudden you figure it out. You know what I mean?

Kevin DePew: Absolutely.

Shane Sams: Let's figure out what you're going to do next. We're sitting at 70-something members, we see a hundred on the horizon and we know that a hundred's when things get crazy and we start getting massive momentum. How can we help you take your next steps? What is it gonna take to get you over that hump, to grow your business, to make things happen. What are you struggling with right now?

Kevin DePew: The biggest struggle up until a week ago was, I've been, we've been really trying hard and we have. We've done YouTube Live's every week and then also did some workshops live on YouTube where I run ads to those and was using it like a webinar. Gathering email addresses to get people to sign up for the workshop. Folks were coming to those and they were going pretty well but no conversions. Just stuck there. I felt like, how is it, the way I'm pitching this? Is it the way I'm talking about how to join a membership that's not. It's not aspirin, it's definitely a vitamin. It's not, it's a hobby for people.

Kevin DePew: Obviously there's a need for, working with folks over forty to play guitar and have fun with it because there's some who have joined. The webinars weren't really working so great so I gotta shift gears.

Shane Sams: Was that an Evergreen webinar you said?

Kevin DePew: We're live every week.

Shane Sams: Live every week. And it was on YouTube only or you were doing them through another thing?

Kevin DePew: It was just YouTube, it was not with webinar software.

Shane Sams: You weren't making people email register for these things, it was just you were going live, talking about the stuff and doing it that way.

Kevin DePew: Right, I would broadcast out to a list. We got a few emails through the Facebook ads we ran, signed up for. Lauren helped us with the Facebook campaign to have, there was a cold ad and a warmer one and then sign up for this workshop. Like I said, pretty good. What I found though is that the folks that end up joining a membership, if I can 1) talk to them live, even better. One of our things in our auto-responder is a free twenty-minute phone call to help you with what you're stuck with. I've got about nine or ten phone calls and three people have joined right after the phone call. I know that's big.

Kevin DePew: I feel like they just gotta warm up to me after awhile. It's a very much, not like a come to one thirty or forty minute lesson and join. We've shifted things to do a challenge. Let's try a five-day challenge. It was a lot of work, did a lot of preparation for that kind of breaking it down, thinking about what's something very quick each night that they could learn, have some success with. It's the curse of knowledge, right? I wanna show them all the stuff, but I really gotta break it down. Sent that out to the list. Also, we're gonna have a Facebook add to that, got some more emails that way.

Kevin DePew: Had two hundred people sign up for the challenge. This was just a week and a half ago. About 130 of those folks joined the private Facebook group where the challenge was taking place. I knew it was a good sign on Wednesday of that week, folks were asking how to join the Facebook membership, I hadn't even pitched it yet. Coming to this stuff, asking questions, they were involved. Some of those, of the 130 people, there are about twenty that are actual members that just like it. That helped me a ton. They were in it sayin', "This is cool. Hey Kevin, what's going on?". That was very helpful, too.

Kevin DePew: I followed that challenge up with five days of emails. An email each day for five days. Answering questions, dispelling fears, that kind of thing. We got fourteen new members from that challenge.

Shane Sams: So you got fourteen out of 120 and you got 200 basically leads. Did you run ads for that or just invite a list and things like that.

Kevin DePew: I did ads, I boosted a post. I did an ad and boosting posts and just promoting to the email list.

Shane Sams: Wow. Jocelyn loves challenges. She's big on challenges.

Jocelyn Sams: I think that it makes a lot of sense, especially for the type of thing you're trying to sell. It's like a hobby product, I think that people do typically have to get to know you a little bit before they're going to go all in with you like that. I think it makes just a lot of sense for you. This is the first one you've done, right?

Kevin DePew: Yeah, we've just done one.

Jocelyn Sams: I'm assuming...

Shane Sams: When are you going to do it again?

Kevin DePew: We're planning on one the third week, end of April. We've got, my other life. My full-time plus job is a little nuts right now and we're also taking a week off to go to Florida in April so we're looking at the end of April.

Shane Sams: That's good. That's an 11% conversion rate. You converted 11% of the people who came into the challenge.

Kevin DePew: It was very positive. If I can somehow figure out how to replicate that...

Jocelyn Sams: I like the way that you're waiting a little bit, too though. I think sometimes if you do them too often then people don't really wanna join your membership because you're constantly doing a challenge. If you do it a little less frequently I think it makes sense.

Shane Sams: You might need, if you did it once a month you would need two different challenges to rotate or something. Because that way, just the content, just what you're doing. Are you doing these live all five days? You going in the facebook group?

Kevin DePew: Yeah, I am.

Shane Sams: That's brilliant. I think that's an awesome strategy.

Kevin DePew: It's a lot of work and planning a lot ahead of time. Having emails finished and just plugging them into the broadcast, having all the PDFs. Every morning I got an email saying, "Hey, I'll see you tonight for this lesson. Download this PDF and we'll work on it live tonight and I'll answer your questions". Did that for five straight days.

Shane Sams: Did they post videos or something of them playing guitar?

Kevin DePew: No. That could be part of it. They would just come to those live at night and I'd tell them, make sure you have your, bring your exercise and chords and metronomes and rhythm, that kind of thing. The last night was, here's what song we're gonna learn. The ending, the last one, was an actual song they get the tablature and the print-out for that song.

Shane Sams: Isn't that what your friend does, Jocelyn? Who does the fashion stuff, people post in the challenges?

Jocelyn Sams: It's more like a course and they post pictures of themselves in a Facebook group, wearing different outfits.

Shane Sams: This is the same thing, though.

Jocelyn Sams: There's definitely different ways that you can do it but if that works for you, I would do it the exact same way.

Shane Sams: The only thing, I don't think your pitch is bad here. I don't think that's the problem. It goes back to the numbers game again. If you can look at this thing and say, okay my baseline is 200 signed up but only a hundred of those made it to the Facebook group. The first thing I would do is, where are the other 80-100 people that didn't make it to the Facebook group. You may need to do something, I don't know where you had the link to the Facebook group but one thing we've been doing a lot lately is putting links like that on the thank you page, not in their email.

Kevin DePew: Oh, yeah, I can do that.

Shane Sams: Because that email may never make it to their inbox. If they clicked the thing and it says, "Stop. Step One: Join the private Facebook group." That is gonna give you probably forty more people out of that hundred that are gonna make it to the Facebook group which is potentially five more sales. This is probably, I don't think it's the pitch, I think it's just the structure.

Shane Sams: The only thing I would criticize you a little bit about your pitch is, I think you're too convinced that this is a hobby. You're too convinced that this is a vitamin and not an aspirin. Your website is called "Relax and Learn Guitar" and when we built this thing and we talked about it and planned it, it wasn't just learn guitar, it was why they're learning guitar. They're empty-nesters. They're stressed out, they need to relax after work and they can't calm down. They have anxiety and this is the thing they've always wanted to do and they've always regretted putting it off. That's where your pitch is. Not just hey, I'll teach you to play "Stairway to Heaven".

Shane Sams: That's probably where your pitch needs to go. You're not selling just playing guitar, you're selling getting rid of regret of something you never did and you always felt like you should have and when you come home and you can relax, leave the stress of work behind and the kids and the college payments and all that good stuff, that's where your pitch, I would probably say, needs to go.

Jocelyn Sams: I would just ask you, too, are you using testimonials so not about how much people learn about playing the guitar from your courses or your membership but are you really hitting those pain points of hey, I was stressed out all the time. I was sitting at home wasting away watching TV or on Facebook or whatever but then I discovered this course and because of that I found some kind of purpose in my life.

Shane Sams: If you could find one, too I think a regret. If you could find someone who was like, man I put off learning this thing, I had, I got one, I started playing with it and I put it in my closet when I got married and got a career and I never touched it again, you know what I'm saying? I'm sure someone in there is like that. That's a big deal. That's a really big deal for people. That's so much, that's so important. Everybody's so into meditation or exercise or all these things, that might be the thing that does free somebody to get rid of all their stress and anxiety.

Kevin DePew: Self-care kind of stuff. I could definitely hit the testimonials. The ones that have been pretty powerful aren't exactly more relaxed and more stress-free now. I really hit the ones that I've always wanted to play guitar and now I played at granddaughter's birthday party.

Shane Sams: Yes.

Jocelyn Sams: Yeah, I love that.

Kevin DePew: I joined my church worship group, I never thought I'd play guitar now I'm on stage in front of my congregation.

Jocelyn Sams: Yes, absolutely. I love that. We're just throwing out ideas. Obviously you know your audience a lot better than we do. I love those, I think that's great. The more you can use stuff like that the better.

Shane Sams: Let me ask you this, at the end of, you did a five day challenge, I'm assuming it's Monday through Friday, right?

Kevin DePew: Yes.

Shane Sams: You start on Monday, you come on the Facebook live, you're teaching them these things. Monday, Tuesday, Wednesday, Thursday, Friday. On Friday, when you turned on that Facebook live did you do your webinar?

Kevin DePew: What do you mean?

Shane Sams: That fifth day, that should be your webinar. You should be doing a webinar that day.

Kevin DePew: A little. I see what you mean. I did the whole lesson and then I probably did, I feel like I just need to get more comfortable. I maybe rushed through the sales pitch at the end. I try to be more aware of that and at the end of that five day, that fifth day, I did go into kind of the structure you guys did at the live event where you talk about testimonials, people that are in the membership, questions about the membership they might have. I had some written down in case they didn't ask any. A little, but not as much as I should.

Shane Sams: I think you should probably restructure. What you should do is call it a five day challenge and then on the fifth day say, I'm putting a bonus lesson in tomorrow. Bonus challenge. I said it's a five day, I'm gonna give you six. Then you show up, or re-structure it like it's a five day challenge but you do it all in four days and you tell them to come back the next day for a bonus lesson and the fifth day I would do your whole webinar, straight up. I would probably go in and change that a little bit. What are your fears you have to overcome? There's an internal, what is the internal fear or the external obstacle that's holding you back that you cover in your webinar?

Kevin DePew: Pretty much age is the enemy. We're doing this to prove that you're not too old to be able to accomplish playing and finally learning this.

Shane Sams: That's a good one, yep that's a good one. That could kind of be external, like an obstacle because everybody thinks they're too old to learn new tricks, you know what I'm saying? I think you should probably re-insert in there the fear of regret. Don't you wish you had done this your whole life? How much better would your life be, you could be like Andy who played at his granddaughter's thing. You could be like Jim who was on stage and got to worship in a way he never dreamed possible. He didn't even sing before but now he's playing guitar.

Shane Sams: Put that in there and attack that and it leads right into it's not too late. You're not too old to do this. That way you can capture some of that in there. If you add the pitch and you change your thank you page to get more people in that Facebook group quick. I'd probably even have some re-engagement campaign for the, after three days anyone who, when you're starting it try to email those people again and get them in there.

Kevin DePew: Right.

Shane Sams: Then you'll have more people in, you'll have more people participating, and you'll have a true sales pitch that attacks what's holding them back at the very end of the challenge. This challenge has one goal: to get people in your membership. It's not just to get people on your list. It's to get people on your list and then day five I have one mission in life today. I have 112 people, I want fifty of 'em in my membership tomorrow is your plan. I bet you will double sales on your next one, percentage-wise.

Kevin DePew: Let me ask you this and I think Jocelyn answered this before. I was going back and forth on, I still have this relax and guitar/acoustic guitar challenge Facebook group and there's still 130 and people have asked to join us when it finished and went ahead and approved them. Why not? You can sit and wait for the next one. For this and I've got, I use AWeber so I've tagged these folks, this is kind of nitty-gritty questions. I tagged them as people interested in the challenge so when I launch this next challenge I'm gonna hit all those people again, they might have been there, they might be members already. I'm still saying here's the next challenge, you should come to it.

Shane Sams: There's two ways to do it. You can put everybody in a new challenge or you can put everybody in the same group every time and just build this massive group that constantly does it over and over again. We kind of prefer the second because it's one less thing to manage and how many people joined, fourteen, that what you said?

Kevin DePew: Yeah, we had three annuals and eleven monthly members join.

Shane Sams: Sounds like to me there's about 86 more people that need to hear that pitch again. Why not just let 'em go through it again? If you rotate 'em you can even say "Hey you may have missed this challenge, I've got a new challenge. You wanna be at this." They'll come back. Then you do your webinar and you can pitch 'em over and over again.

Jocelyn Sams: It doesn't hurt anything to just leave them in there.

Kevin DePew: I'm gonna go, you said that and I'm gonna definitely want to do this and we figured out let's keep doing this until it doesn't work anymore.

Shane Sams: What you've discovered is a lead strategy. You have found a way to get people to sign up for your email list and do a challenge with you. This is not a sales strategy. The sales strategy is when you get leads you pitch them on that live webinar presentation at the end. You were just disjointed. You had your webinar, well this wasn't really getting people to sign up. You had your thing which is getting a lot of people to sign up but you weren't really selling to 'em too hard. Now it's smash them together and get a bunch of leads and pitch 'em, hard at the end. Go change their life in your guitar membership.

Kevin DePew: Very cool. I was happy to hear that cause the work I had ahead of time, now I feel like I can change the song basically and use the same emails, use the same posts, change them up a little bit, change the landing page a little big. I've got it all, it's built already. I'm excited about, maybe I can poll the folks that are tagged and say, what would you like the next challenge to be?

Shane Sams: Nah, man. Same thing, different song. You could change, you could change the song every-

Jocelyn Sams: Do it until it doesn't work anymore.

Shane Sams: Yeah, do the same thing. Hammer the nail.

Kevin DePew: Stay on track.

Shane Sams: Changing the song is genius because you've already got everything done. Now you just play a different song when you turn the camera on.

Jocelyn Sams: If it's not broken, don't fix it.

Jocelyn Sams: Alright, Kevin. As always, it has been a lot of fun talking to you today. We always like to ask people: what is one thing that you plan to take action on in the next day or so based on what we talked about today?

Kevin DePew: I would say I can go fix that thank you page to have a link to the Facebook group. Hopefully I would get a lot more conversions there so that's probably the number one thing I would do. Then revamp that pitch at the end of the challenge.

Shane Sams: That's perfect. Just those little tweaks are gonna make a massive difference in what you're doing. I have no doubt Kevin DePew will take massive action and get this done. I can not wait to see the results of this inside that success form, inside the Flip Your Life community. Listen, thank you so much for all you do in the community. We appreciate you so much. Thank you for being on the show and being so transparent and sharing a part of your journey with everybody. I can't wait to see what you do next.

Kevin DePew: Same, thank you guys so much for everything. It's been a great ride and I can't wait to see where it goes next. Your help and guidance has been huge.

Shane Sams: Alright guys, that wraps up another amazing interview with our incredible Flip Your Life community members. What a great guy Kevin DePew is. He is just a shining example of what can happen if you roll up your sleeves, you get to work, and you never ever give up. He was a rock star at Flip Your Life Live. You heard about all the great things that happened at Flip Your Life Live. Kevin meeting people, getting a mastermind together, connecting with other like-minded entrepreneurs, taking massive action before and after the event and getting those results inside of his membership.

Shane Sams: We want those results for you. We want you to be at Flip Your Life Live 2019 in Lexington, Kentucky. You can get your ticket over at flippedlifestyle.com/live. That is flippedlifestyle.com/live. Hurry up, the VIP tickets are almost gone and general admission tickets are selling out fast. We want you to be there, you need to get your ticket today so head over to flippedlifestyle.com/live and we'll see you in Lexington.

Shane Sams: Before we go, we'd love to share a Bible verse to you guys. Jocelyn and I draw a lot of our life and business inspiration from the Bible and we've got a great verse for you today. In Exodus 35:35 the Bible says, "He has filled them with skill to do all kinds of work as engravers, designers, embroiderers...all of them skilled workers and designers."

Shane Sams: You have a God-given talent that you can share with the world, just like Jocelyn created a business around lesson plans. I created a business around football playbooks. Kevin created a business around playing guitar. You do have something that you can offer the world and you can use to make money online, work from home, become and stay self-employed. Don't let those talents go to waste. Get out there, take action, and do whatever it takes to flip your life. We'll see you next time.

Jocelyn Sams: Bye!

Links and resources mentioned on today's show:

• Kevin's Website
• Flip Your Life LIVE 2019 Tickets & Registration Information
• Flip Your Life community

Enjoy the podcast; we hope it inspires you to explore what's possible for your family!

Join the Flip Your Life Community NOW for as little as $19 per month!

https://flippedlifestyle.com/flipyourlife