Dr. Scot Gray is a serial entrepreneur who has built and sold multiple successful chiropractic and decompression practices. Currently, he is the CEO of Ohio Integrated Pain & Wellness Centers as well as Gray Marketing Enterprises, a digital marketing agency for small businesses. He has helped start stem cell clinics in multiple states and is also a Partner at Regenerative Health Centers of Florida.
Dr. Gray is the host of the Top Minds Podcast and the author of the book Good Back, Bad Back. He has been featured on NBC, ABC, and more to share his knowledge of eliminating back pain, neck pain, and headaches.
Here’s a glimpse of what you’ll learn:
- Dr. Scot Gray shares how he achieved freedom with his medical practices
- Examples of entrepreneurs who have mastered the perfect sales presentation
- The eight key components of a successful presentation
- Dr. Gray describes the ins and outs of “the set phase” and explains how to boost your credibility
- What is the mindset for success?
- Dr. Gray’s tips for identifying your big idea and reframing your audience’s perspectives
- The tried-and-true formula for crafting a simple and effective story
- Why a callback is essential for the success of your presentation
- Dr. Gray shares the secret to closing more sales at seminars or consultations: rehearsing your presentation
In this episode…
Are you looking for a way to close more sales and grow your customer base? For many leading businesses — such as OxiClean and George Foreman Cooking — the key to success is mastering the perfect presentation. So, what is the secret to delivering more effective sales presentations today?
According to Dr. Scot Gray, there are several essential components that make up the perfect sales presentation. From controlling your “radio voice” to crafting an effective story, these key elements can be the difference between building a good business and creating a wildly successful enterprise. For Dr. Gray, perfecting his sales presentation helped him make a greater impact with his practices and achieve more freedom in his career.
Dr. Scot Gray, a serial entrepreneur and digital marketing expert, joins Dan Kuschell on this episode of Growth to Freedom to discuss the eight key components of a successful sales presentation. Dr. Gray explains how to boost your credibility, master the mindset for success, and leverage humor to tell your story. Tune in to discover how you can close more sales and achieve professional freedom today!
Resources Mentioned in this episode
- Growth to Freedom with Dan Kuschell
- Dr. Scot Gray on LinkedIn
- Ohio Integrated Pain & Wellness Centers
- Gray Marketing Enterprises
- Dan Kennedy on LinkedIn
- Joe Polish
- Russell Brunson
- Think and Grow Rich by Napoleon Hill
- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not! by Robert T. Kiyosaki
- The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change by Stephen R. Covey
- The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael E. Gerber
- Make ‘Em Laugh & Take Their Money: A Few Thoughts On Using Humor As A Speaker or Writer or Sales Professional For Purposes of Persuasion by Dan Kennedy
- Schedule Your Breakthrough Strategy Call
- Free Mini Business Growth Toolkit
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Dan Kuschell 0:03
Welcome to growthtofreedom.com, the show that brings you inspiration, transformation and leadership are helping you connect the dots, see the blind spots, and get unstuck. So you can go out and generate more leads more sales, more profits. More importantly, so you can go out and have a bigger reach a bigger impact and make a bigger contribution like Dr. Jeremy Weisz, which is how one of the connections that Dr. Scot and I had had another good friend of ours, Vinnie Fisher, who’s a client of mine many years ago got us actually connected along with Jeremy, when you should know about Dr. Scot Gray, who’s going to share with you the perfect presentation and what he’s done in the medical industry to have a 24 hour a day seven day system in place to get patients and our clients, right that I think will be immensely valuable for all your business. More importantly than even that is that he’s someone I admire and respect as a husband, to an amazing lady named Jen. He’s got two just beautiful angels and daughters that are just, you know, just a light of his world and his family. He runs an amazing family business, like his mom and dad work with him, his brothers work with him. He’s got some best friends that have worked with him for some time. I mean, it’s just an amazing culture. To be working with someone like Dr. Scot who’s got an amazing respect and mastery of marketing and mastery in respect of selling. For us coming together. It’s you know, it’s been like those values, enhance, appreciate, utilize refer all of it, right? hyper growth, teamwork, collaboration and making a bigger impact. And if I had to, you know, pick one word that defines Dr. Scot, its impact. Right? He’s a giver, even in their certain conversations, role, role conversations we had where he has given too much of himself and will, you know, take care of everybody else around him. Beyond him, and you know, we’ve had to do some check ins on that. But I think it speaks a lot to his character, a couple of the credentials, I just want to make sure to have you understand. He’s a serial entrepreneur. He’s built and sold multiple successful Chiropractic and decompression practices, you know, when you know, somebody is launching a practice and getting mastery, that’s one thing. He’s had nine clinics and sold most of them. Even with the clinics, he still runs. He spends less than like two hours a week. In those clinics, he really has mastered building a business and being the CEO or chairman of his business, to work on his business. And it’s allowed him now to do all kinds of strategic partnerships and cool things. He now owns Gray Marketing Enterprises, as well as a company called Stem Cell One. And he’s helped start stem cell clinics in multiple states, including good old Arizona here. He’s a partner in a company called Regenerative Health Centers of Florida and sell Spark. He focuses on building teams, he’s amazing at team building, and he attracts people smarter and better than him, he’ll say that, but he still loves to play in the marketing sandbox, which is, again, just a gift and a blessing and why we get along so well. He provides done for you marketing, for the medical profession. And again, just somebody if you haven’t met him before, I’m sure you’re going to be inspired, you’re going to be excited, you’re going to be like, wow, how could you do this and what is typically like you have to go to the office kind of model. I mean, he’s a genius. And he’s also become actually one of my best friends as well. And so, Dr. Scot, welcome, my my friend, my brother, and excited for you to be sharing. So you Why don’t you take it away on the perfect presentation, your 24 hour system to get new patients and clients.
Dr. Scot Gray 3:57
Yeah, thank you, Dan. Really appreciate it, man. Thanks for having me on. Good to see some old friends too. I just want to say hi to Eric and Joe. awesome to see you guys on here. But today, I want to talk to you about something that really changed my life. And that was figuring out how to really leverage time to get freedom. That’s how I was able to create, you know, multiple practices and all that, you know, not working in them and everything. So what I’m going to share with you is what’s called the perfect presentation, I teach this I’ve taught this to hundreds of doctors literally just came from a seminar in Orlando this morning where I was teaching doctors similar stuff and want to share it with you today. And I think it’ll really help you in your business for multiple reasons that you’ll see here. So that was the perfect presentation. You know, it’s when you craft this. We call it the best show and I’m a big Disney fan. I won’t get into all that but I have an obsession with Disney but I They’re all about best show, right? Given the best show with everything you do. When you do that, you’re going to have that consistent flow of customers and clients coming in on autopilot every single month, right? So a lot of people are trying to figure out like, What thing can I do this week, what thing can I do next week, as opposed to having something running regularly, that we know is going to convert when we have the perfect presentation. So and when you have it done right, when you set it up, like I’m going to show you here in just a second, you’re going to be able to change the way that your audience thinks, acts and feels. And that’s what you have to do, we have to change where they think, so that they will feel a certain way still will take action, right. That’s how you get the sale the order how you’re going to be able to help them with what you do and what you can bring to them to improve their lives.We have to change the way they think, so that they will feel a certain way, so they will take action. That's how you get the sale. - Dr. Scot Gray Click To Tweet
So what I can do for you, I really believe that when you do this, that you have the perfect message to your perfect market, you got that match at the right time, you have that auto conversion masterpiece that works, whether you’re presenting it live or not. I’ve done about 1000 live presentations that got old. And I’m sure a lot of you on here. I’ve done a lot of live presentations as well. And I wanted to figure out a way to multiply myself, how do I multiply myself get myself out there. So I create the 24 seven salesman, the 24 seven presenter and that’s what we’re going to go over here. So once you have that, all you have to do is find more sources of media. How How can I get more traffic to this? Is it is it a direct mail? Is it you know, Google is that I mean, you just go down the list. I mean, a newspaper, you can use whatever media, you want to drive people to this, once you have it done, right. So just getting in front of as many people as possible. And you save a ton of time by going one to many, right? It’s you going to, you know, whether it’s hundreds of people, 1000s of people, millions of people, you now don’t have to take all the time individually to go to those seminars like I did for four years for 15 years. So it gives you a lot of freedom, right? So it’s given me a lot of freedom to be able to, to work wherever whenever I want to and all that good stuff.
So you guys probably know who this is, right? Anyone? You know, raise your hand if you know this guy is we’ve all seen him before, right? This is good old Billy Mays, right and rest in peace, Billy, one of the best salesmen we’ve ever seen. But this guy created a perfect presentation to build a company that sold for $325 million by selling cleaners online, right? This guy? He did okay. Right. And I’m guessing probably some of you, Joe, you were probably at that seminar that George was there, and probably a lot of you on here. But uh, they sold over 100 million. George Foreman grills, over 100 million of these things, because they figured out the perfect presentation. I know, Dan knows the gentleman who put this whole thing together, and probably some of you on here do as well. But he said they would test this thing so much to figure out how to make it perfect. They literally found out that every time George took a bite of the sandwich salesman up. So what they what they do, they made George take more bites, right? The more bites he took, the more grills they sold. So when I talk about the perfect presentation, I’m talking about the nuance, I’m talking about getting it literally perfect, right? So we’re gonna get into that process. This is Steven K. Scott here, the guy that created the infomercial for the Total Gym, right? This thing’s been running for years and years and years, a perfect presentation that sells something over and over and over again. And I mean, this thing had, you know, over a 10 year run at a Total Gym commercial, and it’s still going today. So we want you to have your perfect presentation. If you ignore it, you’re always trying like those one off things. Like let’s try this this week. Let’s try that next week. Like now what one of the things that I always appreciated about Dan Kennedy, I love Dan and one of the things he always taught was, you know, stop trying to you know, invent a brand new things like get one thing that sells get one thing that works, and do it over and over and over and over and over again, until you know, you see the stats changed.Stop trying to invent a brand new thing. Get one thing that sells, get one thing that works, and do it over, and over, and over, and over, and over again.” - Dr. Scot Gray Click To Tweet
But typically, you know, with OxiClean, with a George Foreman grill, you just get a perfect, you know, make some tweaks here and there, make George take a couple more bites, and you’ve got something that’s gonna sell for years and years for you. So if you don’t do this, competition grabs more market share, because if they go out and find something consistent, they’re gonna get those consistent sales. So you may waste a ton of money, a ton of time driving people to seminars, ads, web pages that don’t convert, because you want to invent something new all the time. This is not about like doing a new thing all the time. It’s about perfecting. One thing, so you avoid the marketing roller coasters when I call where, you know, it’s like, oh, it’s working real well, and then hey, let’s try this new thing that Oh, that didn’t work. And let’s try the new thing. I don’t know if anyone’s ever been on the marketing roller coaster before. But back in the day before I really solidified, you know, one presentation that was gonna, you know, really make millions and millions of dollars for my stem cell clinics. It was kind of an up and down thing. And then, you know, eventually with this method, we got to consistent. So I’m gonna talk about eight keys to the presentation. And so I’m going to go through each one of these in detail. So you don’t have to get all these written down right now. So pre event is the first thing. So there’s the presentation. But there’s everything leading up to the presentation, which many times is even more important. There’s mental preparation, there’s your big idea. There’s reframing that has to take place. There’s a story or stories, and I’m going to show you how to build a story using humor in your presentation, as well as something called the callback. And then the last thing is rehearsal. Right, getting it perfect. Getting it to that level.
So let’s dive into that. So the first one, let me just share a quick little movie scene here. Said advice, man, nice one nurse. Where you gotta rush the net on defense. Don’t be for the ball. It’s Craig. Craig, Glen, Greg is a friend of the ball. This is what we got. We got creamy slate and kale over here play little defense. Larry, I missed one shot. That was a big shot. Keep floating out to you. So if I set you up to be pretty high. Everybody looks sharp. Russia. All right, can’t go wrong. Parents. So I did. I did throw something fun in there real quick. But like, I want to talk about the set before the spike, right to be able to spike ball. Right? You’ve got to set it up there and get it up there so that you can close it. A lot of people talk about closing their presentation, right? doing a presentation where people you know, want to buy, you know, having that person that’s ready to buy and ready to make that decision. There’s a lot of things you have to do before. So typically, there’s a piece missing between the lead and the presentation. And I learned this from Kevin nations and Kevin hadow taught me this really great lead gen guys. And they talk they talk about what they call this secret handshake, basically, like, you have to set up the presentation, like a setter and volleyball, right? You’re gonna you’re going to set it up. So the closer can actually spike it down. Okay, so I want to talk about that set phase. So the set phase is this is your origin story, right? You should be telling your prospect, your origin story, like what was the problem? How and why did you solve it? Right? This was one of the things I did with stem cell. As a chiropractor, I talked about how I couldn’t fix these problems, and it drove me nuts. And I had to go find something different. That’s how I found stem cells, right? It’s this whole origin story that gets them to get drawn in to feel like they know you, right? And then credibility, what’s the credibility you’re doing ahead of time? Are you giving case studies? Are you giving interviews, testimonials? Are there books that you’ve written books you’ve been in? Is there news about what you’ve done third party credibility. These are things that typically you want to do before the presentation. Okay. So when we would get a lead in, we’re doing all of this before they ever see our presentation. Okay, so it’s positioning, right. But a lot of people on here probably read the book positioning. Well, we know that it’s how you show up, right? If you show up and you’re regarded as the number one surgeon at the Mayo Clinic for this problem, people aren’t going to question you, right? So we’re talking about setting it up so that your presentation, it even if it may be like the perfect best thing ever. If you’re positioned better from the beginning, you’re going to get a better result on the end of it. So in a lot of people miss this, they don’t think about this. They just send them a presentation or do a presentation. So Next thing is connection, humanizing yourself, showing your normal person, not like business all the time talking about kids, family, hobbies, those kinds of things. Get them to like you. And everyone’s heard this, get them to know like and trust you, but this is how you do it. Why do people say that? But they don’t give you the building blocks of Well, how do you get them to know like and trust you? This is it, talk about who you are, get credibility, make that connection. So credibility? What’s the first thing they’ll do after they see an ad? Or sign up? Right? Now? What’s gonna happen if they Google your name? Right? Do you have an open Facebook account that has a bunch of, you know, party pictures on it, where people are gonna go there and be like, I’m not gonna go see this guy? Or what’s going on with that business? and reputation management? You know, websites, reviews, are you getting reviews are, we know that with our office, especially with stem cell, first thing they do after they request a presentation, they’re gonna go look at our website, and see what people say about us see, if these people aren’t legit, who are these people? Right, they’re gonna go research you. And so we want to build that credibility. And, you know, we’re strategic about what they find online, before they actually watch that presentation, this is going to help the presentation be more effective. So what’s on your Facebook, Instagram, LinkedIn, I had a doctor one time that worked for me, his Instagram was horrendous. I mean, it’s something that you would not want to go to this doctor if you saw the Instagram. So that was, you know, that’s the thing that you have to address. So like, this is one of the things that we would send out to our patients. And that is, you know, my wife and I are at Disney. And, and this, you know, just like normal guy, normal, Dr. Scot, there’s a lot more down there that we used to kind of talk about who I am and that kind of thing. But we start with, hey, you’re gonna get some emails, and we’re gonna show you all the stories of all these people that have gotten better for all these different problems, building up that credibility and testimonials, before they see the presentation, I want them to believe that it works before they ever look at the presentation, right? I want them to come in just trying to really solidify it in their head that yes, this is the right thing to do. They’re just kind of checking and getting the rest of the facts, right. So we do that at the beginning, the set phase, you got to do this fast, you can’t wait to do the set phase. And this has to be done right after the request information to sign up. Remember, people are vengers, right? When someone’s looking for a new car, they’re going to be looking at every website, reading every article doing everything, when they want something fix for their knee pain, they’re gonna read as much as they can. And so a lot of people get worried about sending out a bunch of emails, and you know, sending out all this information. But the reality is, when they want information, they want a lot of information, just like all of us do when we get into something. And then the thing about it is too is if they’re if you give them a bunch of information, you can kind of prevent them from going out and finding other information, right? Give them so much that you will you become the source for them, and what they are learning about and just give them all the resources so that you are that expert, you’re the leader, so and then don’t expect them to drop what they’re doing three days later to talk to you. If you don’t know how many offices I’ve worked with, where we would get them 100 leads, right? And in two weeks, and like, Oh, yeah, like what? Well, we’ll contact them, we’ll get to them, well, we’ll give them a call, like it’s over, right? It’s over those leads are done. You have to give them something engaged immediately. If you wait, consumption goes way down. And obviously now one of the things that we do on top of email is text, right? They get that immediate text, you know, thank you for responding, here’s a link to our website, go check us out and learn a little bit more about what we do. I want to show you the study here real quick. And this is really important. This is an MIT study, and the link is up there at the top. But if you guys are getting online leads, you have to know this, look at that bottom part, the odds of contacting a lead, if called in five minutes versus 30 minutes drops 100 times the odds of qualifying a lead if called in five minutes versus 30 minutes, drops 21 times, right. So just contacting them will drop 100 times. And then actually qualifying them drops 21 times you guys how fast we do stuff, how fast we engage with people, that set phase at the beginning is crucial for your presentation to do what what you want it to. But also, if you’re doing a webinar, you know, are you getting someone to sign up and then they don’t really get stuff for a while they kind of lose interest. And they they don’t show up and your show break sucks and you’re mad about it. You know, these are things to keep in mind. You’ve got to get them in five minutes. And so the best thing if you have someone that can call them within five minutes to say, Hey, thanks for signing up. That’s the best thing you can possibly do. We and we built a call center to actually be able to do that because that is so important.
So mindset for success. This is the second thing, you know, everyone talks about this, but I just want to hit on it because even though everyone talks about it, I don’t know a lot of people that actually do it. Okay. So I mean, that’s, there’s a difference between, you know, knowing it and doing it. And so one of my favorite books is, oh shoot called mastery. And he talks about this thing called radio voice, radio voice in your head. And this was actually a, I did this talk at Disney, a place called the yacht club. So we were talking a lot about Walt Disney and whatnot. But Walt Disney call this your inner critic, right? And once the inner critic, and this is something you don’t realize, that is going on, it’s you don’t realize it’s not you. Right? It’s a mind image that we created as a child growing up, it gives us updates of what’s real and true in life. And we can’t control it. It’s often just, it’s all these negative messages, right? What do they say, um, 90% of our messages are 80 to 90% of our messages every day are negative 80 to 90% of our, our thoughts every day are negative. I mean, that’s kind of scary if you think about it. And it can give you messages of fear, poor self image, anger, lack of accomplishment, loneliness, all these different things, and also kill you creativity as well. Right? So if you’re going out there, and you’re trying to get ready to do a talk, and you’re scared, right, or you feel like oh, like Who am I to talk to these people who might tell them about this? You guys that comes through more than anything else. And I have so many Doc’s that we would train on these things. And I would look at their talk, watch their talk, listen to it. And you could just tell you could hear it, you could see it on their face that something was wrong. It didn’t it was not congruent with what they were saying, right? And so although I can talk about this mindset stuff, and it’s like, oh, yeah, that’s great. I’m talking about literally working on these things, and really focusing on dealing with this radio voice thing. Because we don’t really succeed until we get rid of that mind trash from my childhood, and bad social influences that we’ve had. And I mean, it all talk about the community of doctors, right? What do doctors do complain about insurance sucks. My Location sucks. No one has money in this town, there’s too much competition. I mean, it’s all that stuff that I swear when doctors get together, like, it’s just like this big pity party, and talking about all this crap. And if you hang around those people, like you actually might start to believe it, and it’s gonna hold you down, it’s gonna stop you, it’s your radio voice. And all of a sudden that craps going in your head, even though you don’t realize this is subconscious stuff, guys, right? So I don’t want to get into too deep into that. But it’s subconscious stuff going on. So all the marketing in the world can’t fix negative, unconscious self image, until you fix that. And it’s going to kill your ability to have a perfect presentation. If that’s coming through, you could have the best presentation in the world. But if you don’t seem genuine and real about what you’re doing, talking about saying, I mean, it, it’s gonna come through and, you know, people just shut down, it’s just like, you know, they’ll just turn off. So it’s so the radio voices false advice, many times that you don’t notice influencing you, right. So what did I just talk about doctors saying that, you know, insurance sucks, location sucks. Well, that actually isn’t true. And what happens is, all of a sudden, you’re now getting this false advice in your head that’s rolling in there. That’s totally untrue. But it’s stopping you. It’s giving you fear, it’s making you feel bad about what you’re doing. And when we listen to it, it results in failure and lost opportunity. So examples of this for me were when I wanted to step out of my practice, as a chiropractor, I was thinking like, Oh, my gosh, if I step out, like everyone’s gonna leave, right, everyone has to see Dr. Scot, right. Like, I’m like, the best chiropractor in the world. So if they don’t see me, they’re just gonna leave and go somewhere else. Like, this is stuff that literally stopped me from getting out of my practice for years. I was on all these different boards in the in the city in the county and all this stuff. I was actually I was president of city council and my town. So I did a lot of seminars. And I had all these voices of, you know, I got to do this or this, that, you know, this is this is the way it goes, and this is what you do. And I had to fight all that and realize I couldn’t do stuff out of obligation anymore, and actually do what was best for my family and myself. And that’s actually what helped me to step out of practice and be able to move ram now I’m actually in Florida, moved from Ohio, and was able to start all these clinics. I knew that my my mission was so much bigger than me but all this crap in my head that stopped me from making those decisions, telling myself of why work. And we’ve all heard this before. Oh, what’s the story you’re telling yourself? That is why you’re not doing it. It’s just it’s so true. And we want to, we want to act like ours is like, Well, no, like, this is real. Like, if I leave my practice, like these patients won’t come back. I know that’s true, right? Even though that’s not just me telling me a story. That’s reality. And that is the literal story. So sometimes it’s taken that jump like, like, you know, Steve Harvey’s talked about in different guys like that. And my mom always taught me GI GO, I don’t know if you guys know what this means. But garbage in, garbage out, right? So who you’re hanging out with what you’re reading what you’re looking at? Sure, Dan’s probably talked about a lot of this stuff with you guys. But you know, people all around us fill our heads with limiting beliefs, negative beliefs, doubt. I mean, that’s why I talk to Dan every week, right? That’s why I have Dan as a coach, because he fills my head with the good stuff, right? He counteracts all the crap I hear from, whether it’s, you know, colleagues, you name it, right people around us. So fill your heads with the best stuff. Our thoughts, create feelings, creative vibrations, create results, create feedback loops, right.Fill your head with the best stuff. Our thoughts create feelings, create vibrations, create results, create feedback loops. - Dr. Scot Gray Click To Tweet
So whatever you think, creates a feeling inside. Either fear, I don’t want to do this, or this is great, I’m going to kill it, I’m going to be the best these people want to do this, they want to work with me, they love me, I love them, I’m going to help them, which creates vibrations that come out, which creates results. Right? And you guys have probably done a talk before something where you had a weird feeling. And you knew the vibrations were often it was strange. And the results show it right. And then when you get negative results, and it’s like, I don’t want to do this, I wish that you know, this worked better, right? This presentation socks, or this socks or those, or whatever. So negative results, create negative feedback loops, right? So the better thoughts we can have create the better feelings, vibrations results, which just it creates that momentum, right? So and this is from that book mastery by 10 pairing, said every time you got to do something big with your life, the little radio voice kicks on and tells you all the reasons why you can’t do it. Okay? So that’s a writer downer. It’s one of my favorite quotes. Because every time I do something, this happens, you get some weird feeling of Can I do that? What’s going to happen if we start thinking of every negative situation that could happen? And I know that when I when we said perfect presentation, 24 seven sales, you probably weren’t thinking about this, but I’m telling you, for me, the the presentations that I use over and over and over again, I did about an hour of pre work on myself, and getting ready for those talks. So there was a best version of myself, right? So some people may like, Oh, I practice my webinar 50 times. So I’m just gonna get on and do it. Like, no, no, you got to get yourself psyched up what you know, just whatever you need to do to get ready for that presentation. So before it begins, you know, take some steps to get off to a good start eliminate the voice, and the basic idea was getting that just relaxed and cooperative environment. So that the perspective, you know, I say patient could be customer client, will, will neither challenge or impede the presentation and closing process, right? It’s, it’s when we have negative thoughts in our head, and we’re exuding the weird vibrations and the strange things out, then we start to get a lot of questions, right? When you come through with competence, you know what you’re talking about, and you’re just laying it down. People just follow along, right? It’s when we have the weird stuff going on, that a lot more objections come up, a lot more problems come up. So that’s when we get the challenges the impeding on that process. So, um, one of the things that let’s go through some mindset questions, like, how important is what you do? Right? So for me, I’m keeping people off opiates, I could be saving lives, right? I could be saving them from surgery, which could save their life, or save him from a botched surgery. Um, I take it very serious when I do a talk. When I do a talk, I realize I might be saving someone’s life. And if I screw this up, I literally could be killing somebody. Like that’s how serious I take it. Right. And I don’t know what you do. And I don’t know how deep you fall into that. But How serious are you about what you’re doing and what it means to that person that you’re talking to how important it is for you to get your point across and confidence in a way that they want to do, what you provide, provide that service and how dedicated are you to make it work. Are you willing to practice an hour before a presentation? I’ve done hundreds and hundreds and hundreds of presentations. And guess what? Every single time I read through my scripts ahead of time, I had that thing down. But I didn’t want to miss a word, right? Because words are important. So how hard Will you work? How far will you go? To make this happen, one of the things that I would do with people was not always say, when I would go in, I say, um, you know, I love them, they love me, this is gonna go great. I love them, they love me, this is gonna go great. So don’t say that out loud to them, just a mental rehearsal thing. But just thinking to yourself about, you know, setting up the success ahead of time, okay.
So your big idea, let’s get to the big idea. Very important, have a big idea and deliver on your promise to your audience, it’s very important that we can demonstrate that we understand how the world looks to the people in the room, because, you know, when we come into a room of people that we’re going to talk about stem cells, some new thing, we have to express to them that we know what they’ve been through, they’ve tried cortisone, they’ve tried all the pain pills, they’re sick and tired of the doctor, just, you know, giving them another prescription, and the pain and the discomfort when they get up the fear of surgery that the the embarrassment when they can’t, you know, walk to the front Pew, where they used to sit at church, I mean, can we demonstrate that we understand how that world looks to them? Excuse me. So we’re going to clearly define and articulate consequences and danger of not adopting the big idea, right? So what happens if they don’t do it? Right? Hey, look, if you, you know, don’t want to do regenerative medicine. And you want to do like more risky things like opiates, where there’s a you know, possibility of addiction or, you know, a risky surgery where you know, this can happen, and this can happen. Look, that’s up to you, this may not be for you. But if you want to safer, more effective opportunity, a safer, more effective treatment, this is the way to go. And I would think that if you’re still sitting here, right now that you know, and listening here about stem cells, that that’s the way you want to go. So let’s go ahead and get that set up for you. Right, so here’s what that looks like, if they don’t adopt it. So you’ve got to talk about the rewards as well, right, you’re going to be able to walk your dog again, you’ll be able to go to, you know, Walmart and walk around without sitting down 18 times, right, you’re going to be able to X, Y and Z know the world they live in know, the rewards that they need to get to, that they really want or desiring. But at the same time, when I got real big on time on rewards, and I just love talking about how great life was gonna be. And I stopped doing the negative the fear the consequences of not doing it. And, you know, just like Tony Robbins says we all know it, you know, paints a bigger motivator than, then you know, just a benefit, right? So make sure you’re doing the pain part, rewards are good, but the pain is more powerful. So the big idea doesn’t have to be different to make a difference, right? How many books and speeches are there about thinking big, taking action, like organizing your business, you know, like, how many, those big ideas are out there. And there’s a million of them, and you don’t have to have something unique. You really don’t as far as the concept. People just need your message. And it’s your responsibility to reach those people. Because one of the things that drives me crazy is that, especially in our world with doctors and egos, right, they feel like people should just listen to them. And if they say it, they better just do it. Right. Where No, we’re not entitled to any attention. We’re not entitled to any audience. We’re not entitled to anyone listening or adopting anything that we say, we’ve got to become masters of sharing this with people. You have to earn the attention the audience, the listener, and the adoption, and you have to earn that opportunity to change how people see the world you guys look at you know, these right? Thinking Grow Rich, right? It’s just a big idea, right? Thinking grow rich and even though we know the reality isn’t that you really you can’t just sit there and Think and Grow Rich, but it was a great concept and sold a lot of books, right? That Rich Dad Poor Dad, right? Big Idea. One dad did this. He’s poor one day, this is super rich. It’s just a big idea. It’s so simple, Seven Habits of Highly Effective People. The EMF, you guys these are all big ideas. The most successful people have just, you know, taken a big idea and move that forward. So again, promised first rewards I think on this call. You guys probably don’t need to know this as much as like when I talked to my doctors, a lot of this is like less educated people when it comes to this stuff, but promises like how you can fix your problem and you’ll avoid surgery kind of like to just there’s that, right rewards are, how much more money you’re going to make? How are you going to feel different? Right? How are you going to be able to move around physically, how’s it going to feel getting out of bed in the morning, you know, how’s it going to feel being able to help people and you know, do your, you know, what your your mission is in life, the spiritual rewards, and the benefit you get from the result, right?
Really focusing on those things, I’m gonna talk a little bit about reframing because this is really huge. And everything that you do, because every every person that you come to, and in life is going to have a certain frame of the world, right? And so that you have to change the meaning by having them see it through a different frame of reference, right? So what things mean to you always depend on what you compare and contrast them with, right? So I use an example of a yacht of the yacht club, that we’re staying at a Disney for this event. So when we stay there, so the people staying there, it’s like, if you’ve only stayed at a motel six, that is the most amazing, beautiful hotel you’ve ever saved in your life, it’s the best thing, best service, you can’t be topped. Right? But if you stayed at the Four Seasons, and Ritz Carlton, it’s like, it’s good, you know, might not be Ritz Carlton, or four seasons, but it’s good, right? The way that they see that hotel is all based on their life experience. And that has to do with your product or service, everything that you do. So as someone, you know, talking about a medical process. As a chiropractor, they see me as a Cairo, right, there’s a frame that they have that why am I talking about a medical thing. And so that’s when I have to I tell my story, and say, I got so fed up that I couldn’t help this guy with a degenerative knee degenerative back, and I had to go find something different. And I did, I found a medical doctor that introduced me to this whole world of blew my mind. And so now what I do is I hire medical doctors to get this out to the world. Right? So I reframe the whole thing of, I’m a chiropractor doing stem cell, to a guy that was so frustrated, he found the most amazing thing and have awesome doctors delivering this to people all around the world. Right? totally changes the frame, I do that right up front. So that they really understand that. You know, this is a professional, this is a medical office, it’s not a chiropractor, it’s all about the refrain. If I don’t do that, the whole time. They’re just sitting there like, what’s this chiropractor gonna try to sell me? Why is the chiropractor talking about medication? Why is it kind of you know, it, I have to get rid of that right at the beginning. If I don’t do that, I’m screwed. The the the presentation won’t do what it’s supposed to do. Because they’re they have too much stuff. They’re analyzing me as a Cairo the whole time, as opposed to listening to the information. So they see traditional medicine a certain way, right, and we have to reframe the reality of what they see, you know, they’ve got thoughts about stem cell medicine, and you’ve got to change their frame, you can’t come in, you have to meet them where they are, right, you have to understand that their doctor has told them their entire life, this is how you treat pain, you do pain pills, then you do physical therapy, then you do this, this, this this, right. And so you come in with that story, understanding where they are, right? So how do they have to see you know, like, and trust you, we talked about that in the origin story. That’s a big part of the reframing. That’s what I do with the chiropractor part about the medical doctor. And then what do they have to think about the world of traditional solutions to their problem to choose your service, right? This is you setting yourself apart? Like are you sick and tired? No, this is how I would do this and in the medical right? If you’re sick and tired of going in for cortisone shots every three to six months and never really getting lasting relief. You’re sick and tired of taking medications you don’t want another one another cocktail and you’re you know kind of a little worried about the the opiates and you want a natural solution, then this is what we’re going to talk about tonight, all that other stuff is good, but with this what we can do is x y&z right, we want to say hey, look, if that is for you, and that is what you like, that’s great. But if you’re looking for something different, this is what we are, and this is how it’s different. So and the last thing so this is this is really huge. You guys, how they see themselves, how someone sees themself. At the end of your presentation is huge. Do they see themselves as someone who always makes a bad choice, so they can’t make a decision that night? Right? They maybe they’ve made bad decisions on medical procedures in the past and they are not going to do it. They don’t want to look bad in front of their friends. They’re too vain, you know, that kind of thing. So how do they see themselves and how they choose action. And we actually switch this and change this all through, through the clothes that we do. And really working with their mindset to see themselves as an action taker, we encourage them to feel like an action taker, they don’t sit around like everybody else, they, they do what they need to do to take care of themselves to be better for themselves and their family and those around them and those that they love. Okay. And then the last thing here, how do people behave that are like you? So we’re setting up, you know, you guys have all heard this for right? When you say the words, most people that come to our seminars want natural pain relief, right? Most people that come in to want to learn about stem cells are trying to find something to get out of the medical model. Right. So what we’re doing is we’re setting up how people behave that are most people like you that have come here that have made this decision. So how do you use that in your presentation? To get them to feel like they’re part of that group? And it helps them to make that decision at the end? Because now they’re thinking like, yeah, that’s, that’s me. That’s why I’m here. That’s what I want to do. Right?
So let’s move into story here real quick. And I’ve already talked about this a little bit, why we use story that really as a reframe, I had this in the reframing section, because, you know, it’s taking people to a specific place, making them feel a certain way. I use my chiropractic story about being frustrated, and finding stem cells. So that I can reframe everything. So you never want to reframe if I just came in, and I said, um, you know, I don’t really like traditional medicine, I think that, you know, opiates, and cortisone, and all those things are, are really dangerous. And I don’t think it’s a good way to treat pain. I think you should do stem cells, right? If I do that. And, you know, I’m a chiropractor. But you know, I’ve learned from really great doctors. So you know, you should listen to me on this. If I just tell somebody something that does not reframe them. Right. When you’re stating facts, you’re not reframing. It’s when you use a story of how this happened, that you’re actually reframing them because story, what it does, it puts all of our defenses down, we start to listen, well listen to a story we want. When we listen to facts, we feel like they’re trying to manipulate us, we’re listening to a story. Where does that cool? Let’s listen to the story, right? So I’m used to, we use it to install patterns in the way we want them to think and what we want them to focus on. Right, we want them to focus on the great medical doctors, the great teams that we have in our clinics, right? So we put them in a trance, and people in trance are open minded, that’s when they’re going to I mean, just guys go watch the best presenters, right? Go watch your your Dan Kennedy’s and your your Joe polishes, and like, you know, all these different people and Dan fisho, you know, what did they do? They use stories, right? They are using stories, and that’s how, and so I think one of the issues a lot of times is we learn this, we see it, but we don’t strategically have, okay, I have to reframe them on this certain thing, right? Because let me just share this with stem cells. It’s a cash out of pocket expense, right? So why wouldn’t they just go get cortisone and use their insurance, or go get their pain pills and use insurance? If I don’t refrain that those things are dangerous. They don’t work. They’re not going to get them the same result, then they’ll never choose ours. Right? If I don’t do this, reframe, then it’s over. And they’re they’re going to just go, Oh, I can just use my insurance for that. They don’t realize the damage that it’s doing to them. Right. So here’s the formula for your story. struggle, right. So what was my struggle? I wanted to help people with degenerative knees, degenerative hips, and back and I wasn’t able to do it. Right. So how did you get there? I’ve been a chiropractor for years. I love helping people. I’m doing it to change the world, get people out of pain, get them off medication. But you know, as I’ve gone through this, it’s just been so difficult when I have to send someone to a surgeon. It drives me crazy. Right I I saw last thing I want to ever want to do is since I’m going to surgery, I said there has to be something there has to be something out there. So I went on a journey and I tried PRP, I tried hormone therapy. I tried this. I tried that. And it wasn’t easy, right? And I looked at everything, every daggone thing out there. And what I found was stem cells, right so you went on this journey. It wasn’t easy left no stone unturned. You vetted everything right? Talk about all the options that they Have, hey, I looked at that it’s a great thing. But the only thing I didn’t like is it was this, this and this will say, There’s got to be something better than that. Right? So we’ve got to just credit if you don’t discredit those things, they’ll just go back to those things, especially if they’re cheaper, their insurance covers it, whatever. Right? So then the last part is a surprise. That was for me. Sorry, I’ve been talking all weekend, guys. So I’m a thing my vocal cords on their last last leg here. So, um, so the surprise is, you know, I couldn’t believe when I found out I couldn’t believe what stem cells do. I can’t believe I mean, it’s, it’s mind boggling. And, you know, using that tone of disbelief, and I’m not saying to be dishonest here. If you’re not, if you don’t have a product or service that really is that amazing, then find something else. Stem cells, to me are ridiculously amazing. I’ve seen people go from, I’m not gonna make medical claims on here. So well, we’ll keep that out of here. But we’ve seen some really cool stuff, right. And so I can say this with total, just, you know, honesty and like, from my core, like, it’s freaking amazing, right? And it just is, and so you got to, you know, have that type of product or service. And so, you guys have probably heard the old feel felt found, you know, and I did this with stem cell, you know, I know how you feel. So some of you feel a stem cell, because I felt the same way too. And that is, I thought it was like, from aborted babies, and like, you know, from embryos and all this stuff, but what I found out, is that these are from donated umbilical cords that they literally would throw in the trash if they didn’t donate them to help people like you. Isn’t that crazy? You know, so, I’m using those types of things to reveal your surprise and what you’re doing with people. So humor, you know, you definitely want to have some humor in there. And if you’re not as as funny, as some people are, we’re like me, I’m not really that good of a jokester. So, you know, I put that little video in there of Meet the Parents, right, that helps lighten the mood a little bit with a little bit of humor. And I’m actually going through the super fast, this is normally like an hour and a half, two hour presentation. But I usually have about five to seven videos in here that are really, really funny. So it’s always like keeping it light and moving it along. Okay, so, um, and you’re not trying to be a stand up comedian, okay, like, Don’t Don’t try to like crack one liners and things like that. Humor many times can be used as a pivot from your story into a big idea. Right? It could come from a funny or serious story, either one. But humor is about being effective, right? It’s keeping people engaged. Um, I forget who Dan Kenny would always reference a guy that said, and someone on here is going to know it that, uh, you know, he asked him like, you know, do you have to make him laugh? He’s like, you know, only if you want to make any money, right? And that’s why Dan came out with his book, make them laugh and take their money, right? Because humor is about being effective and keeping them engaged. People check out about every like, what is it like three to five minutes. And if you’re not keeping some humor or something in there to like, keep keep the mood light when people don’t stay engaged, right. So if you want to change the world through your speaking, you must use humor. I truly believe that and starting with something positive and funny to get the audience on your side. So that’s why so comedians have the audience. Give a hand for the last person, right? There’s like, hey, let’s give it up for someone. So yeah, they were great that that comedian, that local comedian, that was horrible. Yeah, let’s give them a hand. That was great, right? So they get them doing something positive, that literally is to help them in their act that has nothing to do with that last person that all has to do with that comedian, getting people in a good mood for their act, right. So there’s ways that you can do this, and your talks and you know, things that you can do, but when I would start my talks from my chiropractic office, I would always have like, a big spine, and I would hold it up. And, you know, I would show people what it is. And, you know, I would say, you know, does anyone know what this is? And, you know, they’d be like, Oh, that’s a that’s, that’s what I see the headphone or this or that. I’m like, you’re right. That’s it as a spy, I promise. It’s not the last patient that didn’t pay their bill. You know, we’re not, we’re not like that in the office, you know. And so like, we just get a chuckle out of person of people at the beginning. It kind of brings us all together. And we have a shared experience. We’re all laughing together. We all feel good. It connects and you move, right? And so the more you can do that, throughout your presentation, the more people will connect and feel a shared experience with you, which is really important, right? So people need to see that you’re having fun, right? People need to see that you’re having fun presenting your material. So be there focus on them happy to engage as contagious, because the other way it’s also contagious. If you’re not having fun, right and so this goes all back to mindset right? If you’re fearful, if you’re self conscious, if you’re not having fun, they’re not having fun and they’re not going to buy. Okay?If you're fearful, if you're self conscious, if you're not having fun, they're not having fun and they're not going to buy. - Dr. Scot Gray Click To Tweet
That’s huge. If they’re not having fun, man, they’re not going to buy, they’re going to be analytical, logical mind thinking about every word you’re saying, you know, and they’re not in buying mode. Okay? This one, this is so huge, it can be really effective with your crowd. But again, using using it to pivot is really great. And so what I did is I used to tell this story, and I think I have it here. A story about snorkeling. And we’re not going to tell the whole story because it’s too long. But it’s a story about when my wife and I went snorkeling the first time, and I get people laughing because we go out there, my wife tells me on the way out to the boat, she doesn’t think she can swim. And so now we’re going to snorkel. I don’t know if my wife can swim. Like we, when the boat stops, I get sick, I’m about to throw up, I have to run and get off the boat. Then finally my wife gets in the boat, she can’t swim, she sucks in water, you know, she ends up having to go back on the boat. So we spend the next three hours, I’m in the water, I can’t get on the boat. She’s on the boat, she can’t get back. So it’s like this whole crazy story. Everyone’s laughing. And I said, you know. And so this is the pivot, right? I dropped my tone. I was like, you know, this is something that happens all the time in life. You look at this beautiful brochure, everyone tells you how amazing it’s going to be all these beautiful fish you’re going to see. And you think you’re going out to this great experience, or you’re hiring this marketing firm that’s going to be perfect and get you all these patients. So you’re, you know, you’re going to this doctor, they’re gonna fix all your problem. But what ends up happening is you end up feeling like you’re underwater, just like my wife. You feel like you can’t breathe? And is there anyone here that feels like they’re still underwater? Well, tonight, we’re here to throw you the life raft, and get you out of that water. Tonight, what we’re going to talk about is something different. Right? So we use hum, humor, we get them laughing, I tell the story. And then I just totally dropped my tone. And I pull them into an emotional way to get them to think and feel I want them to feel like yes, I want this, I want to hear what you’re talking about. I’m underwater, I need help. Right. So I basically did an inventory of all my stories, and found that one to be the best. And so you got to go back and like think about stories in your life. And usually it’s the ones like that that are crazy, or like bad stuff happens to you that you can look back and laugh on. Those are some of the best for using these stories. So be very strategic about that. And this is a way to get them seeing the world in a different way from when they met you. When I go down and drop my tone into that. They’re like, yeah, yeah, like I’m underwater, I totally see what you’re saying, right. And it’s just the story did it, I didn’t have to tell them the story, got them emotionally involved. To do that. You got them to look at the problem from a totally new perspective. Because they’re looking at it through the eye of the story, not in you bringing in some random perspective, you’re trying to force on them.
Okay, so, next thing is the callback, this is the second to last thing, we’re almost done. Um, put a nice bow on everything you just heard. Right, so you’re going to wrap it up. So you’re referencing something you mentioned earlier in your talk, one of the things that we do, and our talk is we keep talking about the power that made the bodies the power that heals the body, the power that made the bodies of power that heals the body, that’s what stem cells is all about. So this is kind of like a big idea wrapped into it. And it so it’s gonna tell your audience, you’re done to have you guys ever had the awkward silence of a talk where either it was you or someone else where they get done. And like, nobody knows if it’s done. And they’re like, like, do it. And there’s just like this awkward silence. And then like, you know, it’s just weird. This prevents that and actually gets you innovation and actually gets people to clap for you, right? So you do this in the clothes right after you’re done. So you don’t want them sitting there thinking like, are they done? Has she wrapped it up or what’s going on. So here’s a callback example. So if you believe as I do, that the power that made the body is the power that heals the body, and you’re tired of covering up serious issues with cortisone or pain pills, or even getting surgery, then make the decision today to go a different direction. Let the power that made your body heal your body. We look forward to meeting you to see if regenerative medicine is right for you. And if it may even change your life for the better forever. Thank you so much for coming out tonight. And we look forward to seeing you in the office. Like it’s done. And all of a sudden that’s like yeah, you know, like it pulls it into an ovation. So you know that weird thing. And I’m telling you get more signups when people are like, yeah, like they’re in a good mood. They’re clapping. Awkward silence will kill your sales. So you want to do a callback to get them all like energized. feeling excited about what this can do for them and avoiding right, the fear. And you saw the fear and the benefit all of that paragraph, all wrapping it into the theme that we’ve had through the whole thing. Okay. rehearsal, the next thing, which is also the last thing, if you’re not closing 50%, or more, like in a live seminar, or in console, so you’re doing face to face rehearsal, something you really need to implement, and really get this down. Rehearsal is not practice, right? One of my, I’m a guitar player, and my teacher told me, Scot, practice does not make perfect. Do you guys know what makes perfect? Perfect practice makes perfect, right? If you go and start, you know, shooting the ball, like, in the wrong way, some weird free throw thing? You’re not going to get the result of what Steph Curry does on a regular basis to be one of the best shooters in the NBA. Right? Perfect. Practice makes perfect. So rehearsal is getting it perfect. Right? This is forming the whole thing. So and you know what I will equate this to Russell Brunson talks a lot about in his perfect webinar thing of like doing it for a year before it’s good. He’s really talking about rehearsal is what he’s doing. Right. So practice is what you do after you’re really good at it. Right? So we’re not worried about practice. Right now. We’re talking about rehearsal and doing something over and over to make it perfect. Right. So you have the perfect presentation, by the time you’re done. So anyone here ever seen a TED talk? That’s changed you? Like really got to you? I mean, I’ve got several that have really, you know, that move you in different ways? Right? Have you ever seen a keynote, whether it was, you know, Steve Jobs or a commencement, you know, in a graduation? I think we’ve all seen those types of things before now. And I say this, I would say this to my group of doctors, how many doctors do you think are doing presentations that are that powerful? Do you think that people are moved at the end of the doctor, because one of the doctors typically doing this, just the nervous system. And what happens is the a friend pathway does this does this. So when I do stem cells will create the effect and effect on the like, they literally think people want to know that. They think that’s important. And like, that’s actually what they’re gonna do it at a seminar. But people don’t rehearse. And really get down and figure out what people want and need. Just like these TED talks are talks that are rehearsed, and put together. You know, we probably all know people that have done TED Talks, and you know, how they’re coached to do these things. Like they coach them to get good at these right. So well, people remember anything you say, if it’s not something that’s inspiring, if it’s not something that you know, gets you energized, makes you feel a certain way, right? We remember things when we feel them, right? The our biggest memories are times in our life that we felt something, right. So if you can get them to feel something, they’ll remember what you say, if they if you don’t get them to feel anything they will not remember.Our biggest memories are times in our life that we felt something. So if you can get them to feel something, they'll remember what you say. - Dr. Scot Gray Click To Tweet
So being a big Disney, I’m actually probably bigger Star Wars gotten. That’s all the same company now. But you guys may recognize this. This is when they got back together to do Star Wars again, right Episode Seven, when they’re starting the whole franchise back up. And what they do in Hollywood, is they’ll do a table reading, they’ll do content mapping, they’ll do improv rewriting, invited rehearsal, open rehearsal, dress tech, and they do all of these things like a table reading, all they’re doing is I’m gonna ask you, if you’ve ever done this, have you ever just sat down with your script of your talk of your webinar, and just got used to saying the words not trying to like present it, not trying to put any inflection on it, but just get used to saying the words doesn’t even work not performing. And if you must afford to go back, say them again, not getting upset or anything like that, just getting used to saying the word so you can say the words, right? This is what an actor does to put on a performance that gets you to forget that they are Brad Pitt forget that they are Harrison Ford, and feel what they are putting out so that you are taken into a world with them. This is what it takes to do that. So you want to see if words sound like you. If it doesn’t, you’ll need to change it. Right? You’re literally just figuring out the words. Do they feel right? Does it feel like me? Right? So that’s a table reading. Do that with make sure you have a script, just read through your presentation, get it down, so you can say it right? Then you’re still working on the table. We take your content, find the words that are your operative words, the ones that communicate the meaning, right, those are the words you need to emphasize. We all know that the the emphasis is that it makes all the difference, right? If I say, you know, find the words that are your operative words, right, or find the words that are your offering. Word of words, you know, find the words that are your operative words, right? That all says something totally different. Have you literally gone line through line in your presentation to find those operative words so that you’re hitting the exact right ones that you need to hit, right? So find the words to emphasize and change your tone with those, right? Beat as part of this right? power, the pause, a lot of people like figure out where the pauses are going to be the most. where they’re going to be the most powerful, is really what you want. Powerful pause. So next thing and probably rewriting, you started to freed up here after the first two steps. You allow new things to come out, right? You’ve got the words down, you’ve got the operative words, and like you kind of feel the pain and the beat. And now you’re gonna, you’re gonna start going through it, you’re gonna start going through it starting to practice and you start to feel like, oh, man, like this part here. It feels like there’s something missing, right? Or Oh, I need to add this in. That’s when you’re starting to change it around. And you may hear new words come out of your mouth, you’re starting to improv, like, oh, sounds better if I say it this way, right? Can we record yourself doing this? record yourself and watch right most painful thing to do? When I started in chiropractic, I went to a training with Dana, my buddy, Jeremy Weisz. And Jim and I went to this thing where they recorded us, and where to watch ourselves and 20 other doctors would criticize us, and how we were doing in our presentation, we did this day in and day out with every patient. And that’s how I got good at what I was doing is because it was recorded, and it was criticized. And we figured out the perfect presentation that we did. So record yourself, make sure how other people watch it and criticize you, right, get other people’s opinion, we’re really not good at criticizing ourselves. And then get people in front of you for feedback, sooner rather than later get like one to four people choosing wisely, right? This could be Skype, it could be zoom, you know, something like this, but you want to be specific about what you wanted to look for. Right? So if I say, um, this is one, you guys probably have heard this, I say, um, a lot. So you’ve probably noticed that, but um, and I would say, minimizing things, I would say, you know, you know, it’s kind of a big problem with your knee. Right? Well kind of minimizes the whole thing. Like, no, you have a serious issue with your name that needs to be fixed. Right. So what words are you using subconsciously? And ask for them to look at those things? And then also, hey, was there ever a time when you zoned out, and then you came back? Right? Like, oh, when you started talking about rehearsal, I kind of zoned out, like, I just, I was like this, you know, and then I can go back and change that, right? Because I know that that is a spot that’s maybe a little bit boring for people, then open rehearsal. That’s where you’re getting five to 15 people, whether it’s a zoom, call live, invite the larger audience, if they’re your target demographic, it’s even better. What I did for this, when I started was I went to all my old patient base, people that knew me, like me, trust me already. And I invited them to come learn about stem cells. So I got in front of 35 people that were people that knew me, like me, trust me, they were my target demographic, they all had pain, right? When your patient base friends, old clients all good for this last thing, dress tech, you know, just getting it down, wearing what you’re gonna wear while you do it. When you might be wearing like a headset during the webinar, do it all just like you’re going to do it right so that you know exactly what it’s going to feel like. And you know, if you’re moving around, like different shoes, what that feels like, I mean, little things like that, make a big difference in what you do. So make sure you wear what makes you feel the best. Because remember, this is about what you’re exuding your thoughts, feelings, those vibrations coming off. And many times what you’re wearing can make a huge difference in that I don’t know if the people that work from home. So many of us now work from home. You know, I know people that still dress up in a suit and tie because it makes them feel a certain way when they’re working. Right. Some people are just fine in pajamas or whatever, right? But people feel a different way right with what they’re wearing. So that’s up to you what makes you feel the best to get the best response of what you’re doing. So, to have the perfect presentation like Billy Mays, Chuck and Christie, George, you want to have a great pre event you have mental preparation, get your mindset, right, have an awesome big idea. You push all the way through. You reframe all the way through using stories to change the way that they think to get them feel and act and excited about what you’re doing using humor, whether it’s an audio clip a video, if you don’t have your your own, but it’s better if you can do it for me. I use videos and things during the callback closing it up, let them know this is done. get them excited. This is what happens if you don’t do it. This is what happens if you do do it. And then make sure you rehearse this thing. You know, get it down, really go through it, structure it well. So you’re saying the right things at the right time, and you’re not just winging it. So when people get on and wing presentations, and it could be a great presentation, and they just budget because they say something wrong, or they put in the wrong place, or whatever, you guys do this, and you can have the perfect presentation. So there’s that. I’m all set, Dan.
Dan Kuschell 1:05:24
That’s amazing. How many of you guys would agree that’s amazing. Yes, sir. In fact, let’s give Dr. Scot’s immediate feedback. Before we do q&a. Let’s give him a rating on a low of one to a high of 10 hint 12 or higher. Anyway, one to 10. For Dr. Scot and his presentation, how to do a perfect presentation in 24 hours, seven days a week to get new patients and clients. That’s awesome. That’s awesome. All right. Look at that. Look at that. Thanks for listening to this episode of growthtofreedom.com. Are you struggling to get a steady flow of new clients every day, or maybe hit a plateau or hit a wall and growing your business? Let’s help you solve this problem today. Let’s review your business and have a conversation. Do that for free today at breakthroughstrategycall.com. That’s breakthroughstrategycall.com. In addition, if you’re looking for a simple way to implement some of what we’ve been talking about in today’s episode, I want to encourage you to get our free small business toolkit. You get that at activate.breakthrough3x.com, that’s activate.breakthrough3x.com, if you’d like access to the special resources and all the show notes for this special episode. Make sure to visit growthtofreedom.com.