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Grab a free copy of Eileen's book Move The Room by visiting movetheroombook.com and just covering the shipping costs.
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Have you ever sat through a presentation so boring you had to fake a phone call just to escape the room? Eileen Wilder knows exactly how to prevent that from happening. Jay Schwedelson sits down with the master of the stage to uncover how she went from a broke pastor to a multimillion-dollar speaking powerhouse in just a few short years. She shares her exact scripts for capturing an audience's attention instantly and explains why charging premium prices is actually the best way to serve your clients.
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Best Moments:
(03:15) The crucial difference between a boring speaker and someone who actually causes an audience to buy.
(04:55) Why shifting your opening statements from the word "I" to "you" instantly makes you more magnetic.
(07:35) The exact phrase you should use early on to make your room relax and trust you.
(10:00) Using a Mr. Rogers ending to close your presentations and drive high emotional engagement.
(12:55) A mental reframe to turn stage fright into pure excitement by focusing strictly on the needs of your audience.
(16:45) Structuring a massive six-figure VIP day and how to confidently ask for what your knowledge is truly worth.
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Check out Jay’s YOUTUBE Channel: https://www.youtube.com/@schwedelson
Check out Jay’s TIKTOK: https://www.tiktok.com/@schwedelson
Check Out Jay's INSTAGRAM: https://www.instagram.com/jayschwedelson/
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Pre-order Jay Schwedelson’s new book, Stupider People Have Done It (out April 21, 2026). All net proceeds are donated to The V Foundation for Cancer Research—let’s kick cancer’s butt: https://www.amazon.com/Stupider-People-Have-Done-Marketing/dp/1637635206
Welcome to do this not that the podcast from markers we share quick tips things
you can do right now and then we add a little bit of chaos at the end of
every episode we also keep it short like this intro let's check it out we are
back for do this not that on I could not be more excited about who is here I'm
being so real so let me tell you who is here and then why I'm so excited so
island wilders here now you may know island wilder because she's one of the
biggest names out there speaking about sales and about how to get people
going and all this stuff but let me tell you really why she's here there's very few times
that I go to a session and see somebody speak that and that's not just because I'm not like
some great speaker or whatever but usually I go to a session I'm like this is so boring
and I do a fake phone call and I want to get out of the room because I can't take it
and I didn't know who island was I'm sitting in this room and she gets up to speak and it blew
my mind she is on she's like on the Mount Rushmore of public speakers of anybody that I've ever seen
speak and we're going to talk today about all of that but her story is so inspiring because she
didn't like come up the ranks like I'm going to be a public speaker and I'm going to teach people
how to sell and do all this stuff she has the most wild background and for anybody out there that's
like you know what I'm stuck in this one thing I can never do something else
Eileen is here to tell you otherwise she went from being a pastor for 20 years okay and she pivoted
and within just two years she had a multi million dollar business who can do that Eileen can do
that she is here I'm so excited welcome to the show thank you Jay I'm so pumped to be here
so pumped all right so so I did a horrendous job of explaining who you are because I got very
excited I was all over the place can you tell everybody who you are how Eileen became Eileen
yes well primarily Jay I help people you know crush it from stage not be boring and install a
virtual event to accelerate sales now but I'm close to 40 I was a pastor like you said and I was
pastor but I was also super broke so I was living in an apartment a two-bedroom apartment three kids
my husband was over driving just five years ago and since that time and since we learned how to
communicate help other people communicate we've done over about 14 million dollars in sales and now
just growing our business like crazy and helping people like crazy so super fun okay so wait
let's unpack this a little bit you're in your small apartment your husband's driving an uber this is
five years ago this five years ago yep yep five years ago in what happens you wake up you say
stop with the don't deliver the pizza I got a new idea I'm gonna make a lot of money yeah well the
so cool I went to a conference which I love events and so I learned about how to do an event
so like how to host an event and how to speak at that event in a way that you could sell something
especially Jay selling something premium like a coaching consulting offer that was high ticket I
was very nervous to do it my first time and I got six people in my very first event but I learned
how to communicate in a way that caused people to want to buy that's the big difference that I see
between like boring speakers and speakers who crush it is they're able to cause desire from the
audience to want to buy whereas boring speakers are just like lowing everybody to sleep and therefore
zero people want to buy so I learned how to create this desire in the audience to come toward me to
apply to get on the phone and I did a hundred eight thousand dollars in that one event so I did
so I went from like zero nothing to being able to have this skill and then I like did a hundred
eight thousand and I turned to my husband and I was like babe you got to quit Uber tonight we
got to go we're going all in and then so that's what we did yeah so okay so so you went to this
conference you learned how to do it you start doing it and now you're making some money whatever
but let's unpack a little bit for everybody that's listening is everybody that is listening
they might not get on a big stage maybe they present on the zoom maybe they talk to people in
the conference room a small thing or even a group of people at a cocktail party what is you know
the island secrets to number one not being nervous when you speaker or do you always get nervous
and then how do you capture attention fast so people like yeah I want to listen to this person
so good yeah well let me get let's capture attention fast because most people can just with this
one little move they can instantly form more magnetic connection with people and the big speakers
do it from stage two so it's it's a move called going from eye to you so when you meet somebody
normally they'll say something like Jay tell me what you do and you'll be like I and then if we
can make that as short as possible okay like Jay if I ask you Jay what is it what you do what would
you say I have a digital agency and I sell media products yeah perfect and then as soon as Jay's
done saying that sentence if Jay can switch to you and you'll see a great you know networkers
but like what do you do we switch to you as fast as possible that's the key to engagement there
have been studies that show that the brain lights up when it hears the word you and this is what most
speakers are not doing from the platform so what does that mean how do you switch to you so when
somebody says what do you do you say you sell digital media products no no sorry so you're like yeah
we're in a digital agency and I sell media products you you could go meet like tell me what you do
or you could say thank you you could say you know how you know how people struggle this is a great
next this is a great like how to follow up and you're like you know how people struggle with getting
their marketing to work well what I do is I install a marketing system inside of businesses that
immediately drives leads or whatever you that makes sense so you're gonna go you know how you know
how or what do you do we're gonna just move to you yeah and is that what you've okay so now you
start out your web presentation your talk would ever say like literally is instantly relatable like
you know you know how you have this thing blah blah blah and everybody's like yeah that's me and
they connect that's the move yeah let me get like so let's let's say you're walking into the
the board room you're walking into the room walking into the platform you're gonna a great first
liner here because now I can't have an individual conversation with Jay I'm gonna go to a to the
whole room I'm gonna say how many of you boom so it's in the first like a couple words there how
many of you were how many of you would like to install a digital marketing machine inside of
your business that's gonna drive sales and leads somebody shout that sounds good you know so we're
just gonna go that's called a universal question universal question just everybody saying yes
okay now immediately you have the room right there so now what now I got the room what do I
gotta do next well what I love to do is um so you want me to kind of walk you through like first
come a moment you're in a presentation yet we're we're gonna go how many of you universal question
and then you this is what I like to say I said like in today's short presentation I'm gonna show
you boom boom so now now the audience is like number one I've I've got command energy so they're
they can relax now they want to feel like every all of us want to know the speaker is not gonna waste
our time yeah hundred percent so and if I have that command energy coming on the stage lowering my
tonality how many of you okay so and then I go in the short presentation everyone loves Jay
a short presentation yes agree you know right so in the short presentation and it is I don't
I don't care if it's not short just say it's gonna be short anyway in a short presentation you're
gonna boom boom boom I show you this this and that's everybody now you can almost see it in the room
exhales everybody's relax we're now we know somebody who knows how to drive the car is driving the car
you know what I mean like when you know you're like you're with a good driver yes you're like
I can relax right okay I love this and so first of all the greatest thing you've ever said is
that tell them it's short even if it's not short because I'm gonna use that because it's so true
I mean that's why this podcast is short but like no one wants anything long it's just
at this particular is too much too much it's like when I go out for dinner my wife be like okay we
have a plan to this couple I go where are we going if it's more than 20 minutes I'm like zero
percent I'm not going not going I'm saying I'm the same yeah too far too far too it's too much too much
too much and so now okay now you go through the thing to get it right going is there like a closing
thing to really close the deal yeah yeah well and I mean in just kind of like a few few kind of
peaks I'd hit after that opening I hit my my origin story of how did I discover this digital marketing
system now we're bought into tell me more now this is where you feel the desire then I'll go into
like how the system works and then as I close I'm gonna probably do a case study something that
worked for me or a student and that just seals it with another story anchors the authority this
dude knows what's up and then what I like to do Jay is I like to close um actually kind of with
like I call the mr. Rogers ending so I close with like a piece of literature that might be well
known it could be like a poem it could be sometimes song lyrics I can give you an example but as I
do that I'll say like in closing and then I'll share something that's meaningful and you can
almost hear the audience at the end of that goal and and then you say thank you so much for having
like having me the audience just stands for feet it's like it's like a performance so wait a
minute what do you what do you close with like a sentence from Pearl Jam what do you mean you close
you know that that might be that should be yours so yeah like what are we closing yeah like um for
instance um there's a um you know I would say pure imagination I'm thinking that you know the movie
will of course yes I'm a gustus galube I like the chocolate okay so Gene wild he sings this song
called pure imagination now almost every child has heard this yes so I'll I'm kind of inspiring
people in my speeches so I'll say in closing I would like to close with this this song from Willy
Wonka's pure imagination and then I go right into it and it's almost like this child like joy
this anchored memory of pure unbelievable like everything's possible feeling comes across the room
so it's like it's emotion what we are trying what we what we want at every peak in valley is
low emotion high emotion this drives the sale wow I like that I like also like Lego movie when they say
everything is awesome I'm gonna use that song that's gonna be my song okay yours gonna be so on
brand unfortunately I bet that's exactly right okay I have another thing I want to talk about but
before I got there do you you were a pastor for 20 years so I feel like you have a cheap code like
you don't get nervous at all and you go on a big stage they're like I've done this four billion
times I don't I don't care or do you still like have to hype yourself up like I do I do people get
over nerves yeah I mean I think some of these people they do say that to me that you think all
your pastor so I mean I think people don't I used to have anxiety attacks even as a pastor so I
went back one time I ran off the stage when they announced me so I've I've seen I've done it all
right so yes I still do get nervous I've learned a couple reframes in my mind that redirect
that nervousness into excitement so for me I have to reframe and I can give you some of those
if that would be helpful but I'm just gonna reframe some of those thoughts so I can tap into an
excited energy rather than a tight rigid pull back fear energy yeah you know what do I
mean I mentioned some of those so yeah yeah please so one of the things is to think about your
audience how the audience has has no idea that what you know but we do not know Jay what you know
and what you know would change our lives so if you as the speaker are backstage and think about
the one person in the audience who was like you 10 years ago and who's like would do anything to
have achieved what it is that you've achieved and to know what it is that you know and to speak
to that one life and think about that life like I am that person's best hope at like achieving
success then you're motivated now it's like we're getting out of ourselves and we're focusing on
them they do not know your content like the lack of the gap between where they are and what you know
is so big they need you so bad so we're just gonna focus on how much they need what it is that you
have and that starts to pull that has a pulling energy rather than a pushing demand energy I love
that I'm gonna use that that's actually really really helpful I so while I still have you there's
one topic in this this is my own consultation right now so I have never been comfortable I want to
get comfortable selling like products if you will content products or selling like access to videos
or whatever all that stuff that whole world I've always felt like I should give that away for
free and then I'll sell my business services whatever I love to be I'm being honest I'd love to
be in that business but I feel nervous asking people to spend a lot of money on stuff I feel like
this is crap and it's not worth it and and whatever how how do you get over that how do you
get over that and is that a real thing and and and like this is your world you're selling these
products how do you do it yeah I I built up conviction but it was when I realized that your
information in your mind has like inherent intrinsic value on its own aside from you so
differentiating like taking almost what it is that you know you know Jay like this is my energy
drink right but like it's outside of you your system your knowledge your consultative experience
your steps your frameworks is separate from you it is not you it's not and you're not even 100%
attached to that delivery your knowledge has intrinsic value and this intrinsic value if somebody
gets it is could move the needle significantly in their business so that I'm gonna I'm gonna focus
my mind on this entered like the results of this once it hits someone's business how much could
how much could let me ask you this how much could you like your framework like accelerate revenue
or drive sales in a business a lot a lot yes what would be if you were to brag for a second what
would be like a bit a client that you've worked with or accompany that like really experienced a
big result yeah they they've seen multiple you know multiple seven figure revenue growth from like
just a handful of sessions okay that's nuts right and I and but that's and I'm like here here's
my information and so that's why I'm like I'm not playing the game right well then look so a great
move for everybody listening is to have a VIP day like just one day like what could you do with
a business and one day and then what I'll do is I'll I'll kind of like price anchor that day
really high and then also just give people like a special deal like normally I charge blah blah blah
for a VIP day normally I charge now this isn't like say we're over well over six figures like normally
I charge that here but for you I could do this at this price let me give you an example so my
VIP day J is $250,000 whoa what do you get for that what do you get for that well before I tell you
what you're gonna get one day of my time for me yeah I know and then I'll say now for you in this
situation I'm gonna I'm gonna let you into my VIP day for a hundred thousand dollars down and
25% of the revenue for the first six months pause which option works better for you well definitely
the cheaper one but I have a very real question first of all you're worth a million dollars or
more don't get me wrong but like do people do it yeah so yes I mean I just yep yeah I mean I just
sold I was just on a private jet with four of them together doing a group VIP day so I can
ask you a question now I feel like I'm gonna one on one call with you do you just when you promote
that do you send out an email to your list of people saying hey you want to hang it for a day
give me a hundred grand like and then you get people say yes I do I mean there was a quote I heard
from my friend Myron Golden who said the offer you don't make no one can take right so if nobody
knows about the offer isn't made no one can pay you that amount right so what I've done is like
voice memo drafts so like I'll record a voice memo and then it gets blasted out to my hot hot
warm leads and it'd be like hey lean's got a jet coming like a jet trip coming up if you'd like
to take us up on this like kind of hop on this one we'll go to a call with somebody on the team yeah
so I mean you can swipe that aside the the point is your knowledge Jay your eye on the right
avatar the right business could produce multiple millions without you having to do anything wow
like imagine you met with their whole team their whole marketing team like say you know what I mean
like they had like a TMO or maybe C-suite whoever I don't know a bunch of people like look at their
I don't know you know you're you're doing I'm going through the whole business in that VIP day
like do this dude now you gotta do this install this here blah blah blah you know like you could
you would crush well thank you well I'm excited first of all I'm excited about you being here I
learned a lot this is all amazing look everybody's gotten get involved here so I lean wrote a book
it's called move the room okay if you it's not just about speaking on stage if you ever have to
talk to a small team on the zoom if it's to talk people in a conference room if you have to go
to a cocktail party if you're nervous about going to Thanksgiving and talking to annoying relatives
move the room will help you I promise you Eileen Wilder we're going to put all of her stuff
in show notes Instagram the whole thing Eileen what else should people do to get consumed in your
world oh so thank you Jay move the room book dot com is where you can grab it's free it would
cover the cost of the book and use people's paper shipping so it's our gift to you so move the
room book dot com yeah that's amazing I every time we get to spend time together I learn a lot I
get excited thank you you are wonderful and I appreciate everything you share thank you Jay
thanks for having me all right wait the party is not over go to j schwettleson dot com because I
want to do stuff with you I want a partner with you when you click on the button partner with j
you let me know what you got going on work with my agency work with me directly get access to all
of my free resources at j schwettleson dot com and I got a book coming out this April it's called
stupider people have done it and all of the net proceeds are going to the v foundation for cancer
research go on amazon by stupider people have done it that way you can help kick cancers but
with me and if this podcast wasn't the worst podcast you've ever listened to it might have been
leave a review follow the show you are awesome go out there and crush it

Do This, NOT That: Marketing Tips with Jay Schwedelson

Do This, NOT That: Marketing Tips with Jay Schwedelson

Do This, NOT That: Marketing Tips with Jay Schwedelson
