Public Speaking Techniques to Engage and Monetize Audiences – ep 99

Mostafa Hosseini  00:02

Hello and welcome to daily confidence for entrepreneurs. In this episode, you will discover how to deeply connect with your audience. What is compelling communication, the biggest mistakes and that speakers make, and you will watch yours truly get exposed and coached by Aaron Loman jack. So today’s topic is how to make 10k from any stage, and it’s going to be a very interesting conversation. So stay put and invite your friends and send the link to them. And if you’re watching or listening, make sure you like and subscribe to the show.

Now, most business owners leave a lot of money on the table to the tune of six or seven figures by a lack of follow up with their prospects and customers. And they start just straight up ignoring their less than their customer customers while they’re out there, looking for new customers. So if that’s a problem that you might be experiencing, you might be leaving money on the table. And you want to change that around and get appointments and referrals from your existing list. Type toward appointments and I’m going to send you the step by step checklist on how to fix that problem and start bringing customers and getting more business out of your existing list.

Now, let me introduce my friend Aaron woman Jack and we’re going to dive into a very interesting conversation. Aaron is the CEO of transformation transformational speakers agency, executive speaking coach and TEDx speaker and coach. This highly sought after business coach transition to opening her own speakers agency. And she is the leading authority in assisting purpose driven entrepreneurs in how to monetize monetize their message, make an impact, influence, change and inspire action in others. Aaron’s approach to speaking is unique and powerful.

She She utilizes the psychology of connection to illustrate how you can unlock any audience’s trust and support and rapport, which leaves them feeling better about themselves and are challenged to adopt your new idea or perspective. Welcome, Aaron.

Erin Loman Jeck  02:21

Hello, I’m it’s such an honor to be here.

Mostafa Hosseini  02:23

It is a pleasure to have you and I really look forward to our conversation. Aaron, where about are you?

Erin Loman Jeck  02:31

I live in northern Idaho. I was born about 45 minutes north of where I live now. Where am I? So I could be close to my mom during COVID. So we’re here now we lived in Seattle for the last 13 years. Nice. And

Mostafa Hosseini  02:43

what’s the weather like out there right now?

Erin Loman Jeck  02:44

It is 75 this week supposed to get up to almost 90. So it’ll be a little hotter here. But that’s what we had the lake and the rivers and taking my kids down there. It’s gonna be a lot of fun. Love it.

Mostafa Hosseini  02:55

So let’s dive into it, shall we? Yeah. So Aaron, what is your story? Yeah,

Erin Loman Jeck  03:01

so I know it’s never a straight line. I just told you I lived 45 minutes from here in a small little town, maybe 3000 people in this town like it’s tiny. So when people notice me and other places in the world, I’m like, Are you were in love and Jack? I looked around like, how do they know who I am like, I’m still this small town girl, you know. So I went to school to be a dolphin trainer. That was my first dream job. And I did it.

I went down to the Florida Keys and became a dolphin trainer. But while I was there, they said you know, you don’t need your your marine biology degree, you really need a psych degree or a teaching degree because it’s more about training. And I was like, Well, I love people and what motivates people and all of that. So I jumped at getting my my undergrad in psychology, went into marrying my husband who was in the Navy down in Key West.

And so I started doing my work in marriage and family therapy. I really have always as a child wanted to help the world and to change the world. And so I figured that was a really good place to do that. And being that my father died when I was 10. My mom got malignant melanoma was sentenced to a year to live when I was 15. I went through some tough stuff as a kid. And so I always was that in the therapy office. And so for me, I was like, wow, these people are helping people and in a deep way. And I was like, How do I do that? So I really loved it.

But what I’ll be honest about is it’s not for the faint of heart in the sense that I’m an empath. I feel everybody stuff. So think about how people come into your office, dump out the deepest, darkest stuff, and then leave they feel great, but you do not. So a that was one b I am so results driven. The thing that bothered me in my master’s program was these people would come in and they would complain and they wouldn’t change.

And they were like, Well, what did you did you try something different than we talked about last week? Well, no, I did it. And I was like, Oh, why can’t people change and I was just so frustrated with that. So it was like, you know in therapy they just they keep on coming back people coming back you have you know you’ll have a steady income and and that’s just not for me. I am very results driven. So I was like, that’s not for me. And so I was still working as a social worker.

And I was like, you know, this was a funny excuse. I was like, well, Tony Robbins doesn’t have a degree, so I don’t need to finish my master’s. So I was probably 12 credits shy of my masters when I when I decided that that’s not what I needed. But I went back to coaching coaching, I’ve been coaching, high school, volleyball, softball all the way into college. And I always liked that coaching was finding the things that didn’t work and really changing those. And sometimes that little tiny shift could change everything. And so I was like, Well, I want to be a coach, because people will want to change. And so I hung my hat as a coach way before the industry blew up. And I really was doing really well in business coaching.

But there was always something that people kept saying, I want to be on stages. I see you everywhere. You’re so good at what you do, how do you do this? And I was like, hmm, there’s a need that needs to be filled. So I went and learned from the top in the world, Roger love, Bo Eason, Brendon Burchard got on his stage. And I really realized that I could change the world in a bigger way. If I can help amazing people like you and me and all the people that are watching this helped them change the world in the big way. That’s a huge ripple effect.

And it’s not just my voice and not just my message. And then the other piece of that twofold is when you make people like us really good money, all profits, charities, schools, wells, they’re all built, because people like us give back. And so I was like, man, it took two of the biggest things that I love doing making a difference, you know, just changing lives, but then changing lives on the philanthropy side as well. So that’s how I got to where I am today. No first straight line, I say.

Mostafa Hosseini  06:40

Love it. Well, you shared a lot. You definitely have an interesting background with growing up as a kid with all this stuff that you went through. Yeah, interesting. Interesting. So what do you do these these days? And who do you serve? And how do you serve them? Yeah,

Erin Loman Jeck  06:59

six and seven figure speakers hire me to help them close 30% or more of the room and speaking, because most think they need more speaking gigs. But what they really need to do is close more of the rooms they’re in for more leverage income and impact. Bottom line working with me I can add $100,000 to your business by speaking and getting clients and customers. So that’s where I help people do

Mostafa Hosseini  07:22

love it. So how did you end up in the in the speaking world?

Erin Loman Jeck  07:26

Well, like I said, at first it was just this like inkling that everyone kept asking me, but it was on that drive down to World’s Greatest speaking training that I heard the big booming voice say get in your lane, and I literally am looking around like I’m in my lane. There’s no one even out here. I’m in the middle of Oregon. And it was like no, the big booming voice was like and I like I get downloads like a flipbook kind of like the little cartoon books, right.

And I could see how in my life, I’ve used my voice to help those who didn’t have a voice. I stood up to people at school, I was the person that I wasn’t like in the debate club or acting or any of that, but it was always the subtle things that I would stand up and use my voice to affect change. And so it really became that but also, you know, the, the entrepreneur, part of me was always like, I remember being like five or six, I was just sharing this with my kids who the day you take a dandelions strand, like the root or the the stem of the dandelion, and you peel it down and you put it in water, they get really curly and they curl up.

I literally used to sell those on the side of the street, because I thought it was better than lemonade. So there was always this part of me understanding how to monetize everything I do and, and so in speaking, I think a lot of times people leave a lot of money on the table because they don’t have enough products or services that they have to offer. And I have 30 streams of income based on my message. So I’ve really understand the deep ways of getting the most bang for your buck, how to repurpose it and make more money doing it.

And in a leveraged capacity as well. Because I know just having my mom get sick this last year, I couldn’t work for six months, I was literally a nurse. And it really put things in perspective that if if that was to happen again, if that was my husband, or what if what if was me? What would I do? And how can I leverage that. So getting really clear on getting some really leveraged income in your speaking and you don’t have to go to a million stages if you really close more of the rooms that you are in.

Mostafa Hosseini  09:28

Speaking All right, so I love I love the term leveraged income while you’re speaking on your speaking profession. What do you mean by that? And how would you how does that how does that work? Yeah, so

Erin Loman Jeck  09:41

one of the things I’ll just show by example, I’m kind of the girl that will do it for you show it to you and tell you why I did it and how you can do it too. So think about this. I’m speaking on this stage at this stage. So I’m speaking on the stage and I’m giving away two weeks free and the transformational speakers community has seven courses has a ton of Things that I’ve built over the years right? Now the leverage is I don’t have to deliver over there, right.

But here and here’s the other thing, I’m giving it away for free for anyone who’s watching and pay and listening to this, right. So in that, I’m already giving the organization’s like, wow, this is really valuable. She’s really giving this to my audience. Now the audience is happy, the organizers happy and I am happy. And so now as I get people into that, then there’s ways of getting them from a, you know, it’s like $67, a month after your two weeks, but it goes into if people are more interested in knowing how to do a TED talk that’s in there, knowing how to land stages, how to write a talk, all how to have an event, if you want to have your own stage, but it hosts all those things in there.

 And as we go along, we’re interviewing the people as they come in and saying, Hey, what else do you need, because we have so many resources, and I have other coaches that can coach for me as well. And so that helps me really leverage my own time. But it really has that straight through customer journey for the person on the other end. Like that’s the thing I think a lot of times as a business owner, we get so attached to the, the whichever call it that you’re selling, right?

 Instead of really looking at it from the audience perspective, how can you serve them as the best and highest, and sometimes that’s not in a membership, maybe it’s on an higher in progress. And like you do, it’s like following up with people and having people that can call and set up appointments, and do the things that most of us don’t want to do. So definitely book some time with that, because I’m telling you, you’re gonna have someone else make your sales calls. I mean, there’s a lot of coaches and speakers out there that don’t want to do that part.

They just want to coach and speak. And so you can get other people to help you do that. So that you can stay in your genius zones, and monetize the things and taking your customers through the journey because you wouldn’t want. Let’s even say Tony Robbins came to era moment jack to get help, he probably wouldn’t want to start with a membership, right? So there is a process of learning where people are on their journey. And that’s about getting to know them, having interviews with them, getting to know where their problems are, and what kind of systems and programs would help them.

Mostafa Hosseini  12:12

Love it. So you talked about having a resource, I guess, that you have built already some sort of training where you provide a free trial to people where they can access to it for a limited time. And then from there, you would you would reach out and follow up and say is there anything else I could do for you, which is basically very aligned with what we do. And love it, love it.

Erin Loman Jeck  12:39

Speak and then they just That’s it, they just stop there. And it’s after you get off stage, there should be follow up, there should be an email that goes out. You can create templated emails that go out and say, Hey, we’re so great speaking at blah, blah, blah, fill in the blank, add something personal to that experience.

 Oh, it’s so great. The staff have asked me this funny question, right or whatever, so that they know that it’s not a templated email, but everything else is filled in for your free gift, go here. If you want more information, go to 10k from any stage.com That’s where people can get a free video learning how to do this all the time and have a blueprint for it. But you can do things like that, to get people to engage with your content, not just that was really great. Thank you for your talk, I’m out, right? It’s a longer journey than that.

Mostafa Hosseini  13:25

So it’s like you engage the audience and and then you walk them through a journey and you bring them onto your site. So then you can start serving and supporting them better. Yeah, love it. What are some of the biggest mistakes that speakers make? Out there?

Erin Loman Jeck  13:45

Talking about you. Nobody cares about you, Mr. Speaker, Mr. Speaker, nobody cares about you, they care about themselves. And so a lot of people a here’s to two ways are doing it. They’re doing in their application process. Mee Mee Mee ah, this is why I deserve to be on your stage. And as an event producer, that’s annoying. Be then they do it in the room because they just keep that same thing. They go right on stage and say the same thing.

I didn’t talk about in who I served, I never talked about me. And so then I said bottom line working with me one or you know, at $100,000 to you, but everything else was about the audience. And that’s the secret. Your story needs to be told so well. And here’s, here’s what we talked about a little bit in the and I’ll bring in the communication, the compelling communication 50% of what the room is taking in while you’re speaking is body language, it’s nonverbal.

And so there could be some big things that you’re doing there that’s like fidgeting and it’s all because you’re trying to self soothe if going back to my psychology brain. While we’re up there. We’re having the fight or flight chemicals rushed through our bodies. Some of us are excited. Some of us are scared. It’s the same chemical response in your body. You decide what you’re feeling. So there’s there’s a secret there. Make sure you tell yourself I’m in I wanted to share my message instead of I’m scared. But all those things, we can’t control that those things are being elicited in our body.

But what we can do is we can a frame it as excitement, and be do some things when you first get on the stage that allows the audience to see that you’re totally open. And here’s how you will know if someone’s worked with me. Even if you’re standing there with a microphone, how many of you in here have a message you want to create a movement with, and then I’ll even switch and how many are doing that? Great.

So what I just did was right here, our main torso is what we want to try to hide when we’re usually up there and being nervous and trying to self soothe and do all these weird things, or holding the microphone with your life or hold your papers like you can see how blocking all of this is right. But when you actually go on your show, you have nothing to hide, open arms, open body language, completely calm, it gives you a few minutes to let those chemicals go through you watch the kind of I was managing them, breathing them out towards my feet, and then really taking off with my talk.

But and the first thing to just acknowledge the audience have them raise their hand, here’s the deep seated psychology and that one, when you ask everybody to raise their hands, look around, all of a sudden, everyone’s going, Oh, I’m not alone, I might have came here alone. But I’m not alone. I’m in the right room because I belong here.

So you created a tribe of people by just having them raise their hands. And you’re you’re you’re reminding them of being a child in school, and we raised our hands, right. And so it really gets them to go, wow, she really is the leader. We’re the tribe. And I can’t wait to hear more what she says. So that’s the 50% nonverbal 30 is tonality. It’s your pitch, pace, tone, volume, it’s how high or low you go, how much air you use, how loud or how quiet you get, and when to do it, that elicits the audience’s own neural neurotransmitters to be released in their own body.

They’re like, wow, she just she’s speaking to me, I really resonate with her. Those are the things that happen when you use tonality, and most people are not even doing that. And so we’re very monotone and boring each other 13% storytelling, and that’s what we’re seeing at the beginning, bringing your story about the audience. You know, when I tell my story of my dad’s funeral, I tell my story of I was a little girl standing on stage, my very first speaking, engagement, shaking, tears running down my face, that lump in my throat, didn’t know if I could do this.

I didn’t know if I could get through it. And in that moment, when I’m sharing that piece, everybody in the room is finding a way and time that they felt those things that they experienced that that they connect with that because that is a psychology connection. It’s finding how do I relate to the person speaking because that’s all we want as an audience member. And so the storytelling is the biggest piece. And remember, the last 7% is the word nobody cares about your script. They care about how you made them feel. And that happens in the first three, not the last one.

Mostafa Hosseini  18:02

For sure. Well, you just shared a lot of nuggets and tips there. So don’t talk about you. They they don’t care about you. They’re not there to hear about you. They’re probably there to hear about an issue or and where maybe get get get get get a solution to some of their problems. Yeah. And then I looked about I like what you talked about raising their hands and engaging them physically. Take a look around. So you’re not alone.

You’re part of this team, you do belong here. And and then you talked about being like a child in school and participating and you stablishing yourself as the leader with a 50% of the nonverbal communication that you talked about. And then you talked about 30%. And that would be the tonality and other stuff. And I’m 100% with you, a lot of people don’t play with their tonality and makes it very boring. That tonality is like a whole art by itself. It takes years of practice.

And you can use it in I guess in sales and speaking and in lots of different places. And you mentioned how 13% is your storytelling and talking about, you know, your challenges, what you went through and helping your audience to connect with you about the experiences and the rest of it. Wow, that is amazing. Yeah.

Erin Loman Jeck  19:41

I think the thing that a lot of people aren’t doing is building the rapport when you when you share your story. And here’s the thing, guys, some of you are your clients couple years ago, so your potential clients are a couple steps behind you. So if you think about the things you were going through before you found the solution that you broke through that You really want to talk about that most of us want to hide and talk about the beautiful thing, look at my yacht, look at my boat, look in my plane, whatever.

But that’s not relatable to the audience, what’s relatable is probably the story that you might be even afraid to share. Because when you have something that you’ve lost, I lost $65,000 in an event in 2019, right before COVID. And I literally was on my knees, and I was like, Oh, my gosh, I don’t know what to do. I’ve been putting on events for years, what is happening. And in those moments, I realized when COVID hit and everyone had to pivot, I had already pivoted, because it was it was in October, and I started sharing that story.

And that story got me in rooms with Tony Robbins event planners, Bo Easterns, event planners, biggest names, I was in the rooms with their staff talking about what to do with events. And I would have never, but it was because I shared my story of loss that they go man, she really knows what it takes to what not to do an events, and probably knows a lot about what to do in events. And for the last two years, I was hired to do event producing for a lot of people.

And so that’s where it comes, you got to share the tough stuff, because somebody in that audience is in that same place right there. And they’re like, please tell me that story. So then that they can say you are my person, you know, the route to the top of the mountain, I want to go with you. Let’s go

Mostafa Hosseini  21:20

100%. Now, if you show up, start selling your yachts and your private jet and stuff, people. I mean, well, you’d probably end with that. But you cannot start with here’s my jet. Right? I guess you got to meet them where they’re at, instead of be like, Look how awesome I am looking at my private jet. And so one thing I really liked, you said, you got to share the story that you’re most afraid of sharing, that’s probably going to help you connect with people the most.

 Yeah, I have another test. And the test is if you think it’s stupid, you should definitely share it with people. Right? That’s my like, if you if you if you think nobody cares about it, you should definitely try sharing that. And then the other test is, is if you think this is a brilliant idea most of the time. It’s, I don’t know, for me some of what I was afraid of what what I thought was stupid. What I thought people would not care about. This was actually the stuff that actually worked. So

Erin Loman Jeck  22:32

that’s even telling people about being a dolphin trainer. Does it really matter that it was a dolphin trainer? Like if you think about it, like giving people like credibility builder. It’s not. But when I was at Bo eat with Bo Eason and I asked him six. So it’s something really cool about you that most people don’t know, or it’s something special that most people don’t have. I was like, I’m a dolphin trainer. But how does that ever relate to speaking, coaching?

Or business coaching? And he was like, Do y’all remember that? Now? Like, do you always remember that that girl over there? Probably did the dream job have half of us as a child, and it was like, Oh, got it, right. So even some things that we don’t think are important. It does help other people go, Oh, well, I didn’t really connect with dolphins.

 So I think I’m gonna connect with her. It’s the thing that our brain wants to do. It wants us to connect. It wants us to figure out how is the person in front of me? How’s person speaking to? How was anybody just related to me, in some sense in some way. And so in that, that’s where you find these fun little things that people are like, Oh, I just think it’s so cool. You were dolphin trainer. All right, cool.

Mostafa Hosseini  23:33

I never said any tells me and probably other people that you care about animals, which is a big deal. Right? You actually so you’ve got a heart for animals, and it helps other people who are animal lovers to connect with you on that one story alone? Which like you said, most people don’t don’t. Again, I would think, Oh, who cares about me, you know, doing dolphin training. And they like, you know, actually a lot of people do. And that again, that’s the stuff that you got to share with people if you if you’re afraid and the rest of it. So you talked about it earlier in the show, we talked about compelling communication. What does that mean? And what does it do? And how does it work?

Erin Loman Jeck  24:16

It’s using all four of those things nonverbal communication on purpose. So here’s one thing that I wouldn’t even suggest for you estafa is eyebrows, eyebrows are curiosity, and it actually shows interest and validation for other people. So say, Your Honor, I do this all the time. It’s even hard to like think about not doing because I gotta go really monotone and not use my eyebrows. Here’s where my normal eyebrows it is it’s just natural. But when normally during the day, my eyebrows are right here. They’re up. And then I use them and they go up even higher, right? Because think of this when somebody hot walks by what do you do?

Your eyebrows go up? You’re interested, you’re showing interest. You’re showing curiosity Who’s that? Right. And so think about love this, if you do that on stage, or even on the camera, you’re looking at the camera and you use your eyebrows. People feel seen. And it’s so small. And most men, when they get passionate, I’m not saying this is you, but most men, they get really passionate, and they get that finger going in their eyebrows look like this. But if you turn this on mute, right now, you’re gonna think I’m angry. But they don’t even realize that that’s how it’s being expressed. So that nonverbal is so important to pay attention to watch your own videos, turn the volume off, see, what do you think about this guy? Does he look confident? Does he feel confident?

Does you know all of those, what do you think he’s saying? start really looking at it. That’s how you break down how good of a speaker you are, is if you go through it and actually watch and watch back, what could I have done different? Oh, I didn’t like what I did there. Let me not do that next time and really start to master this. But that nonverbal if you can get nonverbal. And if you start working on vocal tonality. And when thinking about this as simple things you go up in your tone, when you want to talk about something happy and exciting.

And when you want something more somber, like my daddy’s funeral, I come down into my chest voice. And then if I want to go back up, because I’m super excited about dolphin training, I’m up here again, right? When you do that, you’re like out doing most of your competition, because only about 10% of us on the planet use tonality on purpose 10%. So if you want to outdo your competitors, use vocal tonality. And the great thing is in my course, you get a whole course on it, how to use your tone in those kinds of ways how to never lose your voice again, all of those things that I learned from Roger love the top celebrity vocal coach in the world. So those if you mastered those two things, your nonverbal and your tonality, that’s 80%.

Guys, and then if you add, like what we said about the story 13% The storytelling, when you tell your story that the audience goes, me too. Oh, yeah, I’ve been there. And let me just tell you, here’s the way to do it. Here’s the secret three things you have to say, in your story. What were you thinking? What were you feeling and what you were experiencing in your physical body? If I say it was so angry, my fist was bald, my chest was tight, man, that vein on my forehead was poppin. You know, that feeling, even though I don’t have a vein on my forehead. But you know what that feels like? And so you’re like, Oh, I remember when I felt that, even if they didn’t have the same circumstance.

So the brain is looking for that connection. And if you can share, what was I thinking, I was thinking I wasn’t good enough. I was feeling not enough. I was feeling unworthy. The majority of the world struggles with feeling not worthy, and not lovable, and not smart. If you can talk about those things in your story. If they’re real to you, you will get most of the audience to go oh, I’ve Yeah, been there. Sometimes there’s been times when you’re so stupid.

So those three things doesn’t matter. Demographics, culture, race, religion, anything, those are the three human connection points, feelings, thoughts, and experiences in your body, like what things feel like, you know, like you’re so so cold outside, that when you do this, if your nose gets held tight, and you know, some of us have been in cold weather, like, oh, man, I know what that feels like, you know, how you connect across all platforms, anywhere is using these three things.

Mostafa Hosseini  28:34

Love it, gang, if you’re watching, you’re listening, and you have questions about what we’re talking about. And Aaron and I are talking about making money on stage and talking about speaking, and she’s sharing her tips and nuggets about that topic. So if you have any questions or comments, feel free to put them in the comments on social. And we’ll do our best to address it during or after the show here.

So here’s what I loved about what you said. And you said watch your video and see what you do on your video how your body language, your facial expression, your, your body, your body language and the rest of it. And I’ve done that. And I’m like, I’ve done that on my I do that. Oh my god, that is really stupid. So I started fixing some stuff that I do, unconsciously. And then And then so that was that was that’s pretty good coaching for me for myself where I like watch myself, without them and spending 1000s and 1000s of dollars. It’s pretty easy. It’s very free to watch yourself and see how you do how you talk.

You’re like, I set it with that that tone of voice or even when I listened to myself. I’m like I sound like that. And here’s it here’s what I experienced recently, Aaron and that is I read the transcription of my Talk, I’m like, there is a bunch of dumb shit that I’m saying here that I probably should not say. And listening to it, I wasn’t I will couldn’t see it, as I saw the transcript actual transcriptions, like, holy moly, there’s, and then I’m like, I use this this word way too often, right?

And I need to like do that. So that was that’s a really good tip there. And you talked about tonality, and how you talked about if you’re talking about happy stuff, you got to raise your tone. And if you’re talking about the funeral, and you know, going through a tough experience, you should probably use your podcast voice and bring it down to your chest, so that you can connect, and that’s an art, then I’m still working on it. Right? And I guess becoming aware, and conscious of your tenant tonality is, is something that you got to work on. And you said you have a

Erin Loman Jeck  30:57

Yeah, take your script. Here’s the thing, take your script. And this is what I love to do. I take any sentence, I look at each sentence and then go, Okay, if in the sentence, is it a positive or negative, if there’s negative things, I’ll make sure it goes down. So I I highlighted in green, so green grass, and then up is blue sky. And so then as you practice your speech, because especially when I work with TEDx clients, right, they have to memorize it. So they’re really standing there. So then they practice it, and it becomes muscle memory. That’s how I learned to do it. I kept I do it naturally now, but it took me like literally going through a script and seeing, okay, if I’m talking about this, go up and go down. And so it becomes more muscle memory, as you practice it, and then you memorize it, and then it becomes a natural part of your everyday communication.

Mostafa Hosseini  31:43

100%. What I’ve done in the past is I put an up arrow, if I have to go up and a down arrow, if I have to go down, I like I do it, I mark it the way I want it. And if I’m going flat, I just put a hyphen, I’m just gonna flat it here. I’m just going straight here, and then I’m gonna go up, and then I’m gonna go down. I guess that makes it more interesting. Because if you’re monotone, for 20 minutes, people get bored, they phase out, they don’t listen to you, and you’re just going to waste your time. For sure, that’s the first thing they’ll do.

Like, alright, I need to check Facebook, this is more interesting than this, than this boring guy that is just blabbing. And this that I have no clue what they’re saying. And that so here’s the thing, I love you to share it that I just want to re emphasize that and you talked about going over what you were thinking your thoughts how you’re feeling, and your physical experience. And that’s extremely important when we’re trying to connect with people as they’re watching or listening and or if they’re reading, you could put them in that state put them in that story.

And in that scenario where they could visualize themselves. And when you tell them what the thoughts and feelings in the physical experience, if you say I was going through this, and I was really nervous, I woke up in the middle of night, and I was sweating. And then I couldn’t go back to sleep. Right? All of a sudden, we’re connecting because I’m describing the scene here. And that I could say, how many have been there? Raise your hand if you’ve been there. And that’s about 99% of the room.

And then you could say take a look around. You’re not alone. Right? So love it. So thoughts, feelings and the physical experience. Yep. Amazing. Amazing. Aaron, you talked about the compelling conversion matrix. That’s a mouthful. What is it?

Erin Loman Jeck  33:43

So this is so you guys will have access to this. But you can always go check this out. Because it does have it all in a slideshow that you can actually see when you go and if you go to 10k from any stage.com It’s a little video, and it’s a blueprint of how I make the most money on stages. And we can talk about some of that. But one of the things that I think is the hardest thing for most people is how much can I offer when I’m on stage.

So you have to look at it from a different perspective. How long have you been building the know, like the know like and trust, right? And if you’re only doing a 20 minute talk, you can’t sell an $18,000 package. I don’t even care if you’re Tony Robbins or Brendon Burchard it’s probably a hard sell. Right? You got to build that up. And so what I do is I teach people to a add more time to their talk however they can so what I first say is in the in that is making sure you can do like a Facebook Live say if if Mostafa was having a real in person event we’re going to try to get more people to his event.

So we’re going to do this on on camera and on social media to get more people to the event makes the organizer happy and it makes sure that the people that want to come or know about what’s going to be coming up and who’s going to be speaking. The second thing is then you can offer them a free webinar. So that’s where you’re collecting their email. calls, and you can nurture them until the day you get there. But what I like to do is, I always like to do a deep dive workshop after my talk.

So say I have a 20 minute talk, I’ll say the next day or that evening, I’m going to do a deep dive workshop, or we’re really going to actually do some work. I’m going to teach you all about this stuff. But then when we get together, we’re actually going to do the work. So you can literally leave with your plan of action for you to make more money when you’re speaking on stages. So if I say that they go, Oh, I gotta watch this webinar. So they go to the webinar, and I say in the webinar, you want to go to that webinar, because I’m gonna give you a discount rate to that workshop, that deep dive workshop, if you don’t get it, when I come in person, you’ll still be able to buy in the deep dive workshop, but you’re gonna get $20 off.

So I usually make that like a $97 offer. So I give it to them for $77 on a webinar. Now, here’s how you make money before you leave the house that so now all of a sudden you have 20 people take you up on that you can play for your flight, your food, your you know, your hotel, whatever that is to get there, you have the money ahead of time, because people are pre buying your tickets to that workshop. Now the other cool thing is if they couldn’t make your talk time, so let’s say it’s a Thursday, and your deep dive is on a Friday, like well, I couldn’t make it to the top, but I can make Friday.

So you won’t even get people that couldn’t even come to see your top. But watch your webinar and bought a ticket to come. So you’re now capturing more of an audience. When you go on stage, you want to make sure your your talk and your solution matches the story that you’re telling. So that people go okay, she really knows how to make this work. And so at the end, the offer can be something based upon how long you’ve been in front of them. If it was just 20 minutes, I can’t offer you know, a really high amount of money, right?

But I can do that 97 or that 77 Because when I’m in the room like case, 97 come to my workshop. Now. Now I’ve built up, you know, the hour that they watched the webinar, maybe 20 minutes for the Facebook Live, now they’ve seen me in person for another 20 minutes, let’s add on probably two hours for an event. Right, so now we’re at like, five, six hours, right? Then they come to your deep dive workshop for three to four hours. Now we’re at like, over 10 hours. So you’re over a day, now you can look at selling your high end packages. But it was because you built it along the way people build that up with you that you can actually then sell the higher package.

So on that slide, there’s a slide that shows it to you. And it really says how long you’re in front of people like zero to 90 minutes, 90 minutes to a day, or in a day to two days, three days, four days, whatever it is, and it shows based on that, what kind of offers you can actually ask for because it’s building that rapport, it’s building the know, like and trust so that they go, Oh, this is a no brainer for me, seeing me on facebook live for 20 minutes and saying I got an $18,000 offer for you isn’t gonna go overwhelm.

So you really have to really think about what are you know who the audience is? And what, what timeframes you have? And how can you maximize how much time you’re spending with these people to really make more of that money.

Mostafa Hosseini  38:10

Love it. So you basically talked about like a nurturing sequence where you tell them what’s going on. And then we have a webinar. And then after your talk, you tell them you’re going to do a deep dive where you you share more information and provide more value. And you’re nurturing these people along the way, establishing yourself as the expert.

And you know, then they could see that you know exactly what you’re talking about. And then and then I love that. How do you how do you get people to opt in to your list? While you’re on stage, what are some ways that we can get people what I’ve done

Erin Loman Jeck  38:51

even today, so I’m just giving you transformational speakers. Community, right, that’s a free gift. But what I also did was telling you about 10k from any stage.com you go to 10k from any stage.com you get a video of me explaining it, you get to see the real life processes like how many people showed up, how many people opted in, how many people came to the event, how many people came to the deep dive and what I sold at those different levels, and I talk about the things I sell along the way like I sell little ring lights on your phone because this is a stage two, right?

So we have a little ring light that clips on. I sell those really I buy them for $4 and I sell them for 20 Because it’s convenience factor. People don’t want to have to go and find it on on Amazon. They want to buy a little bit in the airport and people have bought it off my phone like so like I have things like that because it aligns with what I’m teaching people to do. But also it gathers more money right? I can give away books I can resell somebody’s book that I that I buy, you can do a lot of different things and so in that 10k from any stage.com they you get to see all the different ways I do that.

And real numbers. And it gives you a blueprint on how to do it for yourself, and even what to price it at and all of that. So it’s all in there. And so that’s what you do you have something that is your opt in. And I think there’s probably been 10,000 people that have gone through that funnel itself. It’s the video, the blueprint, and then it offers them to go into the free cube that community for two weeks for free, so they can get in and see it and go, Wow, there’s so much value I want to pay for this. Because this, I never gonna get through all seven courses or whatever all the different things that are in there.

Mostafa Hosseini  40:33

What was the website again,

Erin Loman Jeck  40:34

10k, from any stage.com

Mostafa Hosseini  40:37

Oh, thank him from any, from any stage, I’m just I’m just checking it right now, as we speak. And that’s

Erin Loman Jeck  40:47

something easy and asked me something that like it says what you’re going to get right 10k from any stage.com it’s really obvious what you’re going to learn there. And it’s something easy for people to type in. It’s not Aaron Loman jet, because you can spell Loman a billion times and I’m gonna stop a scene he was given and probably spell that wrong, right?

It’s got to be something a URL that’s easy for people that when you’re just speaking anytime you’re like, This is the thing to go to.

Mostafa Hosseini  41:15

Right? All right, so 10k from any stage.com. And that simple, like you said, people can remember it and didn’t have to worry about spelling your name. And then you could provide value by putting some education and training in there and then give them your, what we call lead magnet so they could opt in into your funnel and be part of your list.

One thing that I would I would, I would always ask people, and I suggest is make sure you’re collecting phone numbers on those forums, even as an optional field, because it gives you the ability to now do a follow up phone call, as as the guy that does follow ups, you need that. And if you don’t have it, you can’t do follow up calls, you can’t do text messages and the rest of it.

And that’s what another thing I’ve seen Aaron, that I’ve kind of enjoyed is people say text, this number, this five digit number, and we’re going to send you everything. That’s another one that I like, you like that too, or

Erin Loman Jeck  42:11

the other one you can do as a QR code on your slide, and just have them take a picture. That’s another easy way. I don’t like because I find that I was trying to find the things that won’t cost people a lot of money because I don’t want them to like be discouraged from it. The text messaging service, you used to have to pay for that. But if you did a QR code, which I do on any QR code, for free, create one, put it on your slides because people are taking pictures of your slides. It’s always there.

Mostafa Hosseini  42:41

Love it. Love it. That’s another smart one. Yeah, people would be concerned about the day long distance charges and whatnot. So a bunch of them will probably not do it. Interesting. Interesting. We’ve already touched on this, I believe, but not specifically with this. But what are some of the ways to deeply connect with your audience? I know your story is part of it and rest of it. But what are do you have any specific tips on that?

Erin Loman Jeck  43:14

Well, you should definitely know who your audience is. You shouldn’t be speaking to answers. I’ll never forget the one time I this lady hired me to come speak I have no idea why I given them so how many people on here have a message and I couldn’t move it with crickets? Nobody’s hands are all like this. Even some of these people were like this. Yeah. Okay, do me. Like I’m like, What is this good as should I be paying attention? Right?

And then I was like, how many people are doing social media lives? How many tell me what are your businesses? Because now I’m like, confused. I’m like, what? It was a whole room of like painters, and plumbers and contractors, and I was like, why did she have me speak. And it was like, I immediately was able to shift because I got feedback from them. And I was like, Okay, so here could be something that would really help them in this moment. So don’t speak to an audience that you are not aligned with. It’s so much more difficult.

And who wants to get all the people are like, do me Come on, tell me what you got. You know, maybe even get my phone out. She done yet. Like that’s what it feels like and nobody likes that from the front of the room. But it also just you really need to know the psychology behind your clients. And here is truly what it is. It is going back to when you didn’t have the solution. And really thinking What was I thinking What Was I feeling what was I experiencing when I tell you know when I started really teaching people how to make money. It came from a day that I went and did a talk at Toastmasters. I didn’t think that they had a lot of money to spend.

So I was like, but the the biggest thing was I needed money for diapers for my son now my son’s 14 now so it’s been a long time but at the time I was like it’s okay, I’m gonna go sell my course I got this. And it went I did it and was like this was so Well, Greg, can you come speak to my group? Can you come speak to my group, but nobody bought anything? And I literally went outside, packed up all my stuff and put my head on the steering wheel. And I was like, What am I doing wrong? Like, I don’t understand, what do they do they want from me, what is it?

That’s not converting? Why is this not sound so amazing? And if the solution to their problems, they said it was great. What is it? And it was then and I was like, I need to figure out what’s wrong with my sales. And so from that, that’s really truly where I started to step in and hire somebody and do those things. But when I tell that story, it’s because I know there’s a lot of you that have gone and spoken somewhere and didn’t make any money and felt so defeated.

So embarrassed, and like, why am I doing this, maybe you should go get a real job. Like, I don’t know how many times I said that to myself, over this 14 years in business, but it really is the place where when I say that some of you are actually there, or some of you have been there. And so I know that because I too was there. So really doing that psychological research even on yourself, what was it? What was I googling? What was I searching for?

What was I looking for, using that kind of language back to your, to your ideal audience and to your prospects will really help and it will really help you coming up with products that align with those solutions to those problems.

Mostafa Hosseini  46:27

That so you talked about the first thing is knowing your audience. So you can’t say go in there and talk. Say stuff to an audience that has or is not interested in your stuff, right? Like if if people Yeah, so knowing your audience, and that couldn’t be as simple question of, from the host, or the people you’re talking to is like, who is going to be there? And I’ve done that I’m like, I haven’t asked I’d gone in I did my blabbing. And they’re just like, Who is this guy?

What is this over? Right? So know your audience. And then she talked about doing to solve research? What did I exactly go through step by step? And then what was I thinking? What was I feeling? How was I experienced? What was my physical experience, and talk about that to your audience to deeply connect with them, and then your product would be also a great match.

And your offer would be the right match for these people that would again, help them fix that fix those problems that you talked about thinking feeling experience, even like, here’s how we’re gonna this problem this product or offer is gonna help you with that. Very smart. Very smart. Love it. So you talked about? So we said, we’re going to talk about share with people and how they can make money while speaking before they leave their house. Mm hmm. What is, what is what does that look like?

Erin Loman Jeck  47:55

Yeah, so that’s in the 10k from any stage, which you’ll see. But that’s literally like selling that. But if you can sell your program, you sell into your deep dive in that or even sell them a low hanging offer that can get them, you know, even a mini course that gets them ahead of time before you go and speak, that will get you some cash flow in the door. But some of that, like I said, the other thing is like little things like a ring light, or I remember when Brendon Burchard was giving away 100 books, and then he could go to World’s Greatest speaking for free or something.

So I bought 100 of his books. And I literally every place I went to speak, I would do a raffle drawing for it. Now here’s another secret on how to add more people to your email list. And you can say this. So I take the book up front, grabbed, there’s a book right here, that’s I’m just studying this. So I have this book, who in here would like to win a raffle off this book.

So I do that. And I say, Okay, here’s what I’m going to do, we’re going to pass around the bowl or whatever. And everyone that gets that puts their their card in here because you don’t want to not be able to read their information. Because if you read and write it down, you’re just never going to read it. So have them put their business cards in. And then what you say is everyone that’s here today will also get my slides will also get everything sent to you. As soon as we’re done here, I’ll send you an email this afternoon or this this evening.

And so you’ll not only you know, win this, but you’ll get all of that. Now, if you don’t want to be added to my email list, just bend the top of your card. No, no, no shame in the game. Like I’m totally open for that. I just want to make sure you have everything you need after hearing me and all of that. Now that’s also helping with the anti spam laws. Like it’s kind of, you know, and I will tell you in 14 years, no one’s ever been through card. And you wouldn’t think that I say and I always make a joke, but you know, if you don’t like my great stuff, always feel free to unsubscribe, it’s cool. I’m not gonna get hurt.

My feelings are gonna hear from it. It’s okay. And so you say that and they go wow, I like her because I feel safer now that she’s even given me an out clause right? So then we make sure we follow up with those people and do that but what I also will do here’s the other secret I might be giving away the book and I might look at Mustafa is the organism that came with stuff and you think we can give One of my tickets to my event was like, Sure.

I was like, so I’m doing an event tomorrow, you guys can buy tickets from my table because I’m not allowed to sell from the front of the room. Okay, I want you to hear this. So I’m not selling because I’m giving it away, or hey, as a door prize, you guys have door prizes, I’d happily give a couple of these tickets away. So I say Mustafa is coming. And so he’s the leader of this group, and everyone wants to go from his office going because he is the leader.

And they like him, right? So they trust that if he’s going, they can go they should go to right. So a psychologically you’re getting their their approval to come and using the third party validation of Mustapha to actually come. But what I also will say is an any and here’s what I also do is align with the the organizer, what are they selling? So if anybody books a call today puts in that, what did you say put an appointment into the chat to set up a call with you, what I will do is giveaway and then so you can give away your your thing for your deep dive workshop.

Now I’m using these things. So you can see what really happened. There happy was that was getting now his his package value was way more than it was before we started. And the reason usually you can’t sell from the front of the room is because it’s in a direct competition with the organizer. But now it’s in alignment with the organizer, and it’s giving them more. So I’m not taking away money from him, I’m actually adding more people that might want to join and even get the workshop for free. But you’re still getting them in your room to write.

So that’s how you really think about other ways that you can bring in and make money during your talk and that 20 minutes. And so I literally have gotten 20 to 30 more people to come to the workshop, even the ones that got it for free and the organizer gets it for free. Just add all the value up front. The other thing is I’ve always asked an organizer, do you have a location locally that we could do the deep dive workshop at a lot of times they do they if they’re putting on events, they usually have an event space of some sort, or some ideas because it is hard saying, okay, if I’m going to Phoenix, Arizona, what what where would I find a place to meet people, but a lot of the people will have connections and so you can ask them and sometimes it’s for free.

So it’s even a better it’s a win, win win all the way around. And everybody’s happy because Mustafa sold more more people are coming to the thing. So I’m happy and I can sell more. But everyone just feels like the reciprocity of gratitude and just that people are just giving people sounds great.

Mostafa Hosseini  52:26

Love it. I love the idea of giving away stuff before the event so they engage with you and your talk before maybe a mini course, and whatnot, which it could even be a free offer with it with an upsell on the thank you page or later in the funnel. Yep. And giving away and doing a raffle draw for a book or for a day event ticket for a prize of some sort. And so we talked about so far for list building. We talked about the QR code we talked about sharing your slides sharing a book, giving away tickets to an event you could have been probably giveaway one of your one of your workshops like online things that you have, like I’m gonna give away this thing. It’s 231 1000 $5,000 value, I’m gonna give away one to the first person entered the draw now. And now you’re driving more engagement and now you’re a lot cooler than the blabber the monotone blabber that showed up and just bored me to death

Erin Loman Jeck  53:29

and talked all about themselves.

Mostafa Hosseini  53:33

Even President blah, blah said how I’m so awesome. You could see it here and writing and here’s his signature like I don’t care who said you’re awesome. So, your gift, there was the two weeks trial to your transformational speaker community. Could you just give me the 32nd rundown on what’s included. And there’s

Erin Loman Jeck  53:57

seven courses in there. The courses are transformational speakers Academy, the red dot secret all about how to land and do your talk from idea to ovation and how to make it go viral. It has how never to lose your voice again, it has how to do events, I have over two events in there on that I have another event that I taught in Palm Springs to one I lost a lot of money. But that was an event producer problem, not anything else.

And then there’s like my summit in there where I have over 60 Some speakers who all talk about speaking in some capacity and how to maximize that. So you have so many opportunities in there to really like if this is one of the things that you’re doing in building this part of your business, you’re gonna have everything that you need inside of there. And it’s really intense. And so you want to just go through that and say, Okay, where am I? Do I want to host my own event?

Do I want to just learn how to speak do I want to lead a TED Talk? It’s all included in there.

Mostafa Hosseini  54:53

Love it. There’s a lot of value in there. And what was really stood out to me was the event that actually cost Do what 60 To 100 grand back in 2019. And so that’s in there with seven courses gang, if you want to work on your speaking business and your you know, sharpen your speaking skills, and the rest of it, tap into this is a two weeks trial. So do you do so?

So so what I saw on the page was they sign up and they get 14 days for free and that their credit card gets charged. And I’m guessing they would have a chance to cancel if they don’t want to go ahead with that. Yep. Does your system notify them? If before the charge goes through 14 days? Okay, so there’s no risk there, gang. If you if you didn’t like it, if you absolutely hated it, and it was a waste of your time, you could just say, Aaron, I’m out. This is not going to work for me. Peace out. All right.

So Aaron, can I ask you a couple of personal questions? Yeah. What’s a new thing that you have tried recently?

Erin Loman Jeck  56:02

NLP and hypnosis training, so I just got certified, I’m about to go get my masters, and then get my certification as a trainer of it as well. So that’s been really awesome. Love

Mostafa Hosseini  56:15

1. For people that don’t know what NLP stands for? Can you give us quickly with

Erin Loman Jeck  56:18

Neuro Linguistic Programming? It’s literally how do you talk to your unconscious mind. So we’ve done breakthrough works, we released a lot of negative emotions, I release a lot of limiting beliefs. Now there’s a parts of you that are like, Oh, part of me does this and a part of me feels this, learning how to integrate those and bring them in, because usually it’s for the best in the highest that just, we’ve never really experienced it knowing that that’s what it’s for.

And so really giving that value. And I’ll tell you, man, some of the stuff that we removed from my past and even Jimmy logically passed down isn’t able to be in your lifetime. It can even be before that or past lives, if you believe in that. But it really can clear all that stuff out. And so that’s what I love about it because it’s deeply speaking to the unconscious mind. All those limiting beliefs that come up, we just eradicate them.

Mostafa Hosseini  57:05

Love it. Love it, love it. Love it. NLP is really powerful. I’ve tapped into it and briefly touched it back in 2007 or eight. But I haven’t I it sounds like I need to do a deep dive on that and learn. Yeah, especially with our business with the calls and stuff that we probably got. It’s

Erin Loman Jeck  57:31

really great for sales, you get scripts, I mean, you literally have I mean, this is I leave with books. So like we you literally get to learn it, practice it and do it. And I realized there’s a lot of things I do naturally. And people will say, Oh, you didn’t have NLP already.

And I was like, I don’t know what that means. But it’s just really a way of listening so that you really can elicit from the customer, what they really want by just listening to the language that they choose. So that when you deliver it back, you deliver it back with their language. And I’m like, wow, we’re so aligned. So they buy. So it really helps with conversions.

Mostafa Hosseini  58:05

Love it. What are your top two favorite books of all time?

Erin Loman Jeck  58:11

I would say the Four Agreements was one of my favorite books of all time. And I would say my other favorite book of all time would probably be the one by Richard Bach. It really helped me a lot. And I mean, since then, I’ve read so many, but those because I read started reading personal development when I was like in high school.

Mostafa Hosseini  58:33

That stuff. What’s one advice that made a massive impact in your life or business?

Erin Loman Jeck  58:41

Don’t sweat the small stuff and everything small? It was interesting. This is a conversation I had with a client of mine and we’re actually talking about like our HUD like how she had left such a long marriage. I’ve been married 15 years. And she was she just had her like 30 year anniversary. I was like what does it take and and she said, you know if you know when you think about the list of what you’re attracting what you want, right?

And then they like leave, here’s me, I leave cabinets open. Sometimes I leave lids not fully closed cabinets drawers open. Like I’m running so fast sometimes like some of these things fall apart. And so when my husband gets mad at me when he like takes the milk and shakes it and all the milk goes everywhere. He looks at me and he’s I said you didn’t put it on the list, honey, you got a lot of great things. But he didn’t put that one on the list. And we joke and laugh about it now.

And so I would say that’s probably one of my favorite techniques that really just adds more humor to the things that annoy us about our spouses.

Mostafa Hosseini  59:35

Love it. Love it. Aaron if you had a Facebook or a Google ad, where everyone around the world with an access to internet could see what would your message be for the people of Earth?

Erin Loman Jeck  59:52

I would say that you have to go back to the deep remembering. I think that’s what a lot of the NLP and hypnosis has helped me do Back to the powerful soul that I am on this planet in delivering this message to the world. And a lot of times all of the chaos all the things that don’t work are the things that come up like we get so stuck in that kind of stuff.

And so just really expand and go no, look at the difference you’re making in the world and the planet and leaving a legacy of that all of us have a story to share with someone to help them not go through something we went through. And so it’s really about being from that place and being of service. And like I always say the last piece of advice is you cannot be a lighthouse to the world. If you can’t keep your own lights on. You need to know how to get paid to do what you’re doing to sustain the message.

Mostafa Hosseini  1:00:41

Fantastic. Fantastic. Aaron, this has been an absolutely amazing conversation. Thank you for sharing everything and all the wisdom and all the nuggets gang if you want to work on your speaking and sharpen your speaking skills, and more reach out to Aaron the link is in the comments and in the descriptions of the show. You can What was our website again to 10k from anywhere,

Erin Loman Jeck  1:01:04

anytime. So 10k from any stage.com 10k

Mostafa Hosseini  1:01:09

from any stage.com you can find her and I’m sure you can find her on Facebook and LinkedIn and and the rest of it. Thank you for joining us and have yourself a great week. You’ve been listening and watching daily confidence for entrepreneurs. My name is Mostafa Hosseini, and we will see you on our next episode. Have a great day.