Session #105: Hypnotic Talks

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This is the Work Smart Hypnosis Podcast, session number 105 hypnotic talks. Welcome to the Work Smart Hypnosis Podcast with Jason Lynette, your professional resource for hypnosis training and outstanding business success. Here’s your host, Jason Lynette. Welcome back. It’s Jason Lynette here with an action pack session full of wonderful hyp.

Business advice, and I’m gonna jump directly into the content here because this is actually from a webinar presentation that I know some of you might have been there for the live presentation, however, I know many of you gonna find value in this, being able to revisit it once again or listening for the first time.

It’s a webinar that I did a little while ago titled Hypnotic Talks, and in this presentation I shared five actionable strategies. Fold into the mechanism of giving live presentations to grow your hypnosis business. This is an event that was done to share some valuable information as well as promote my upcoming one day post convention offering titled Hypnotic Talks, which is a one day event after the I M D A Cha.

I. Hypno Expo 2017. You can learn more about this upcoming training [email protected], as well as the upcoming convention. Go to hypno expo 20 seventeen.com. Let’s jump directly into the presentation. Here we go. Session number 105. Hypnotic talks.

All right. Hello and welcome everybody. It’s Jason Lynette here and this is Hypnotic Talks into this presentation. I’m gonna be sharing with you some actionable strategies that you can fold into your own business to really bump up the success. That you get with your business. You know, the, the classic advice you’ve likely heard before is to go out and give presentations and, uh, that’s good advice yet.

Chances are many of you have tried this strategy before and maybe unfortunately, it did not work out as well as you would’ve liked. You know, as I like to say, you may have been there and they served you breakfast, they gave you a dry piece of chicken for lunch, and yet you really didn’t get any business out of it.

Inside of this online learning event, today, I’m gonna share with you part of my story. Of how I got started and how I really workshop this go out and give live talks strategy to really make things work. The, the brief version of this is that when I left my full-time job working in management in the arts, uh, the local hypnosis community was a little negative about that.

Not that they saw me as competition, but it was more so they were concerned, you know, they’re going. Uh, you shouldn’t have quit your job so quickly. Maybe you should have transitioned more slowly and at the very next meeting, a month later. I had a packed schedule of appointments and these same people who let me just label it, they were, they were crying.

Doom and gloom were now the ones asking me, Okay, how did you do that? And this is one of the strategies that I made use of. And today, during this, uh, hour we’re gonna spend together, I’m gonna share with you some actionable strategies that you can put into place. To really bump up your success in giving, as I like to call them hypnotic talks.

So let’s actually get into some of my goals in terms of this presentation. I wanna help you to rethink the live talks model to help you to grow your hypnosis business. The more of us that are out there working successfully, the more of us that’ll be out there working successfully. We all win with that strategy.

Uh, I’m going to help you to empower a low tech mechanism. To book more clients. Why? Because when you see some of the things that I typically do with work smart hypnosis, whether it’s an event like this, some of your heads explode when I start to get into my high tech stuff. Now I’ll be open and honest with you.

I don’t know how my webinar platform works. But I use a company that I’m able to send the instructions over and they program everything for me, though, we’ve already had a few technical glitches and we’re already four minutes in, uh, helping you also to build confidence in your public speaking. As I like to say, as a hypnotist, you get to go into any room and you have the most interesting job of anybody there.

So it’s about time we recognize this massive confide. That we can bring into our presentations. And if you do have fears of public speaking, I would comfortably tell you. Hypnosis is really good for that. Find someone you know and trust. Hire them. Get over that fear. Also, it’s all about helping you to get out there and spread awareness of hypnosis.

Again, I firmly believe that we are in a competition free. Business. There are still more people out there who can benefit from our private services. More people out there who can benefit from our products. More audiences out there that can interact with our stage hypnosis shows than even as of now, there are practitioners to serve these people.

So I refuse to believe in Comp I. I’ll leave out who it was though. I think he’s. I think he’s in the room watching. Uh, it’s a moment where someone came up to me at a hypnosis convention. They’re also someone who talk about, uh, hypnosis in business. And he goes, I wanted to see what the competition was up to.

And my honest response without being the smart Alec was, If you see me as your competition, then you’re not my competition. Again, it’s a field of abundance out there. So get out there, spread awareness, and really just compete with yourself. Do better and better work in terms of what you can do. So throughout this program today, it’s gonna be interactive.

I’ve got about maybe 30 to 40 minutes of stuff I want to share with you. Let me now introduce myself. I’m Jason Lynette. I’m in Virginia and I do hypnosis. My business’s name is Virginia Hypnosis. This is the Work Smart Hypnosis Podcast. We just celebrated the hundredth session, uh, and to date it’s been downloaded more than 70,000 times a.

Around the world. Uh, it’s uh, Tuesday right now, so this coming Thursday, we’ve got Mr. Ken gso about to appear on the program Next week. We’ve got Carl Smith and head over to work smart hypnosis.com to browse through the past library. You can download this for absolutely free on iTunes. At this point, more than a hundred sessions.

Of conversations with top practitioners from around the world, as well as my own content as well. Uh, this is my business, Virginia Hypnosis, where I am sitting right now, at least for the next, uh, at least for the next 36 hours before I head out to Vegas for about two weeks. I’m in Virginia and I do hypnosis, so the gods of Google opened up and I name the business, Virginia Hypnosis.

Even as I’m doing all of my training, all of my teaching, all of my, everything else that I do. I still maintain a pretty full schedule. Seeing a couple of dozen clients a week, I love the pattern of every week is absolutely different. So basically put, Here’s why you should listen to me. I am the hypnosis business Guinea pig.

I will not teach you things that I have not done myself. This is not the game of, Oh, I read this on a forum somewhere. I bought someone’s training and I’m repurposing it for you. No, this is the actual stuff that I have done. I will not teach you things. That I have not done myself. There needs to be a whole lot more of that in this hypnosis profession.

Again, the Work Smart Hypnosis Podcast has been downloaded more than 70,000 times worldwide. I’d comfortably share with you the live client’s component. Of my business, just that component of seeing one to one clients, that is a six figure income throw on top of that, my products, my trainings, my, uh, everything else that I do.

Uh, life is, uh, life is comfortable. We’ll put it at that. And I’ve made this model work while others say it’s outdated. Take note of that bullet point, one of my favorite statements to share with you, that as we look at business, even as we look at hypnotic techniques, it’s very rarely the platform. It’s almost always the strategy.

And I’d guarantee you, I’ve got five specific points I’m going to share with you inside of this presentation, and you’re gonna see ways that maybe if you’ve gone out and given live presentations before, It might start to click and you might start to realize how you could have done it, as I like to say, more good or better to use the, uh, clinical terminology.

And also more importantly, it’s not just about, Look what I’ve done. My students have replicated these results with the strategies that you will learn today. So it’s not the environment of all the students sitting at the foot of the master and saying, Look how awesome he is. Though, I’ll take it instead.

It’s about giving you strategies that again, I mean, if you listened to the podcast, the number of times I’ve had. Former students of mine on the program and they are now my peers and they’re out there working just as much, if not more than I am. You gotta hear the podcast session I did with Nicholas Palace the week that he did like 60 plus sessions.

That’s a great one. Hypnotic talks I’d share with you, uh, this is a bit of a preview of something coming up at the I Act. Im DHA Hypno Expo 2017. Hypnotic Talks is going to be a full one day intensive business training, and you can learn more all about that upcoming event as well as the upcoming Hypno Expo 2017.

Head over to hypnotic talks.com to learn about that entire full one day hands on business training. With that in mind, let’s jump right in. Here is the first bullet point. Here is the first theme that I wanna spend some time chatting with you about here today. And the premise is very simple. Show don’t tell.

Let me tell you a bit of a story here. I worked in management in the arts, and most of that time was spent as a theatrical stage manager working in professional regional theaters. And you could often tell the difference between the amateur actor and the professional actor based on a phenomenon that I nicknamed Dock.

Docking like a boat docks at the pier where the amateur actor doesn’t feel comfortable unless they’re, um, hugging the scenery. You know, they’re standing behind a sofa. They’ve got their elbow up in the doorframe, they’re standing behind a counter. They can’t just stand in the middle of the stage and just be human.

You know, if you know the scene from the, uh, Will Ferrell movie, Talladega Knights, The Ball, the the race car movie, uh, the opening sequence, he’s being interviewed and he is going, I don’t know what to do with my hands. It’s where most people, most people, in terms of going out and giving a presentation, they’re gonna stand behind that lectern.

It’s a lectern, not a podium. A podium is the thing you stand on. Look it up. They’ll stand behind the lectern and they’ll clutch that thing, and they’re just going to talk about hypnosis. Here’s the history of it. Here’s the mono ideaism story. Here’s a list of things that people could come to me as a hypnotist and I’m good at working on.

They’re not showing. They’re telling and realize even I know most of you as I’m looking through the attendance here, I know well, actually, I know most of you at this point, usual suspects. I know most of you are on the hypnotherapy side of things. I know at the same time many of you are also stage hypnotists, yet realize we have that power.

As the hypnotist to give an experience. So you’ve got a couple of options here, and I’m always one to say that again. It’s very rarely the platform, It’s almost always the strategy. I mean, you could get up and do a progressive muscle relaxation induction for the entire group. You can do what I’ve classically done and intertwined some hypnotic suggestibility test is interactive moments.

During your presentation, the very first thing that I do when I get up to give a presentation is really, it’s a bit of Thea theatrical, uh, uh, blocking as it’s called, where I walk up to that lectern and the first thing I do is ask the question, Hey, where can I put this? And I set that thing off to the side of the room, and suddenly now I am standing stage center right there in the middle of the room.

And immediately that sets the expectation. Today is going to be different, you know, all of their other speakers that if there’re a group that normally holds presentations, people stand, penned, docked behind that lectern, and as a hypnotist you have that ability to give them an experience. Uh, a favorite strategy is that I’ll do some suggestibility test and I’m, I’m profiling my audience to track down who are those people that are eating up and loving every bit of what I’m doing.

Then those are the ones that I suddenly look at towards the end and I go, Hey, would you like to help me out? Notice that I don’t call for a volunteer. I point out the one who’s been loving everything I’ve been doing and say, Hey, you want to help out? And then I nail that demonstration with just one person to really give the ultimate experience, Wow, look at this hypnosis thing that is outstanding.

So again, hypnotic talks, online learning event point number one, show. Don’t tell. You gotta tell a little bit, you know, Of course. But at the same time, give them an experience. That’s what’s unique about hypnosis though, as we’re talking about doing a hypnotic talk. Some of you may be surprised to see this point, which is that, uh, here I am talking about giving a hypnotic presentation.

Don’t offer a talk on hypnosis. Yeah. So what do you do? Well, think about it for a moment, and here’s. If you’ve seen me at a hypnosis convention, if you’ve been on any of my online learning events up until now, you’ve likely heard one of my catch phrases where I love to say with a big old smile on my face.

You are an outstanding hypnotist. You’re a crappy website designer. So why do I say that? Well, some of you are actually wonderfully skilled graphic designers because it’s where I, I’d comfortably tell you know, your specialty, know what you do well. Um, I don’t know how most of I, I mean, I have membership products on work.

Smart hypnosis, hypnotic workers is my entire. Digital access hypnosis, training library, hypnotic business systems as the entire digital access business library with screenshot tutorials and all the bells and whistles and done for you marketing campaigns. I, I honestly can tell you, I don’t know how that membership software works yet.

My graphics person, my web designer does. So why do I reference that here? Because these groups don’t know that they need a hyp. And I’ll tell you comfortably, the kiss of death is to reach out to one of these groups where you might be giving a presentation and offer them, Hi, I’m a hypnotist, and I can do a talk on hypnosis.

And what happens? Well, they immediately, the, the filters hop up and now they’re on the lookout because now they’re convinced as they should be. This guy’s just gonna try to come in and sell his service. So instead, you want to be a little clever about your delivery. Instead, what I encourage you to do is to build some sort of customized presentation, which the easiest way to do this is well think about the things we would normally suggest to somebody while they’re in hypnosis.

What are some of the common issues that people would come to us to want to address? So realize they don’t know that they need a talk on hypnosis. So don’t offer them that. Instead I’m go, Well look at the structure of today. I’m gonna give you five strategies to improve your public speak. Well, you can honestly model the experience of what you’re interacting with right now to, uh, do the content creation machine, as I call it, and teach them four strategies for workplace stress management.

Uh, six techniques to improve your public speaking. You know, and it’s the point of view where, let me give you a tip on this, something that I used to do badly, uh, and I sense got over it, uh, which would be that I would apologize. Before my presentation began. Hey, my name is Jason Lynette and I’m a board certified hypnotist.

Though I’m not here today to talk to you about that, I’m here today to talk to you about relieving stress while at work. No, it’s not a, I’m not here to do that. I’m a board certified hypnotist. I’m an expert at helping people to relieve stress, and today I’m going to share with you these three points.

Earn your right to be up there is what I’m basically getting at. Set your credentials as you’re up there though. The beautiful thing to do again is to profile this group you’re suddenly gonna be in front of, and this is where, this is where your only limitations become your imagination. Because at this point now notice that we haven’t yet talked about what groups you could speak.

Because at this point realize you could give that presentation to any group you could possibly track down. So you discover that here’s a local meetup from meetup.com and they’re all realtors. Hmm. What if there were some conversational hypnotic strategies that you could teach to build better rapport with their clients?

All of. Can do that. And that becomes a presentation that now they become ravenous and they want to have you there as opposed to here’s, let’s use the same group, here’s a group of realtors. And, uh, suddenly you’re now in front of them offering the, uh, hypnosis and the 21st century talk. They don’t know they need that.

They don’t know they want that. And that’s where, again, as I’ve done some of my private consulting over the years, as I’ve got my online community inside of hypnotic business systems, the folks that are members inside of that, you know, that’s where people have going, Oh, I tried approaching this local wordy group.

They didn’t want my talk. Well, why? Because you offered them something they didn’t know they needed. Instead, what I’m telling you here is customize your present. Customize the title in such a way that it’s something that now they’re gonna become ravenous, that they’re going to want. The beautiful thing of this is this, Let me, uh, give full credit and full respect to Don Martin.

Uh, Don Moten, those of you active in the ng know who Don Moten is. And Don has a great line, which is the, uh, which is the most stressed profession in the United States, and I know we’ve got an international audience. So which career path is the most stressed of any career out there? And Don’s answer is wonderful, as he would say, Uh, whatever group is in front of you.

Yeah, So I’ve actually done stress relief programs for teachers, stress relief programs for nurses, stress relief programs. Uh, here’s a fun one I did at one point I was working the circuit, giving a talk on conversational influence at lo at a local peronist office. Yeah, that is an overworked niche now, isn’t it?

No, of course not. So realize, again, your only limitation here is your imagination. So to play a simple strategy, you can simply start to track down where do people gather, what organizations are in your area, and then play the game of what type of presentation would they be interested in. And let me give you an honest tip on.

Which would be offer it first. Offer it first, and then when they respond, that’s when I want you to create the content. That might sound a little dishonest. I know to some of you have yet imagine the opposite, where you’ve now spent three months putting together a custom presentation that it turns out nobody wanted.

So you always can bend the truth a little bit and say, My schedule’s full for the next two months. It’s March right now. What do you have available in May? Now you’ve got two months to put together your presentation. This kind of goes back to the show. Don’t tell formula, which would be the offer. Then create format.

Otherwise, again, it’s that kiss of death. The way that the stage hypnotist sometimes would be convinced that, Oh, I have to go out and buy a really expensive sound system before I can do shows, and you’re fooling yourself into being busy. The, the hypnotist would go, Oh, I need my website, my business card. I need all these nuts and bolts in place before I go out and, uh, start seeing clients when, uh, I’m honestly not much of a business plan guy.

I may take serious action kind of. Although, how do you make the offer, How do you reach out to these groups? And let me just comfortably tell you, and all the time we’re gonna spend together here today. What you’re seeing on screen right now is perhaps, I think, the most valuable nugget of wisdom I could possibly share with you.

It’s all about the approach. Again, if you’ve ever sent in a press release, if you’ve ever sent in a media release to a newspaper, radio station, television station, and they respond to you, With the, uh, with the ad sheet, you know, you sent in a press release about World Hypno, World Hypnotism Day, and they responded with their, um, sort of graph in terms of how much it costs to run an ad inside of the newspaper.

What that basically means is that the offer you sent in came across a little too salesy. What that basically means is that you offered them something which just, it just reaped. Of give me free advertising. So you always wanna play the ww i w i i f y m game, w I I F Y M. What’s in it for me is the strategy.

So here is the technique that has been the most effective for me in terms of giving these presentations and not just giving the presentations, but honestly book. The presentations. Let’s go back to our group of realtors, for example. Hey, I’ve, uh, got two programs that I typically offered a business organization such as yours.

One is on conversational, ethical influence to build greater rapport with your clients. And the other is on, uh, stress relief in, uh, professional, uh, business relationships. Of these two presentations, which one do you think your group would be the most interested? And my hypno junkies here in the audience are of course perking up now because what have I done?

I’ve given the double bind. I’ve given a bit of a false dichotomy because there’s an obvious third option, which is the, we don’t want either one. You know, it’s where you always want to disconnect from the binary response. You never really want to be inside of the, Yes, we wanna do this, or, No, we don’t wanna do this.

I have seen the best results. My students have seen the best results as well. By going into such an interaction with at least two titles, with at least two presentations on the table. Hey, I give these two talks, option A, option B. Of those two, which do you feel would be the best for your. And by asking it that way, it’s also in terms of a little bit of a, a conversational influence strategy, it’s a bit of an implied close because you’re truly giving the expectation that one of these is gonna be a better fit for their group than the other.

So, Take note of something else. Let’s throw in a bonus. Ooh, six strategies for the cost of five. Even though it’s a free webinar here today, uh, which would be as my language often is I’d highly encourage you to thingify your offering. So thingify your offering the way that today was. Hypnotic talks the online learning event to learn five strategies to grow your business with self hypnosis.

I called it something, it’s not a talk about. It’s not a talk about, well talking. Instead, it’s all about making that binding offer. And the binding offer is instead this as I like to call it thingified offer. Turn it into a thing, label it as as if it’s a brand, as if it’s a product. And by doing that, that really bumps up the uh, well, the sexiness of that offer that you’re about to make to that group, because then from there, it’s something that they can respond to.

It’s something they can react to, something that they can refer to by name. And even better now, it really excites that imagination. Hey, let’s throw in a bonus one here as well. Again, this goes back to show don’t tell. We as hypnotist, we are masters of of Ericsonian hypnosis. We are skilled practitioners of exciting the imagination, exciting the representational systems of our audience, the visual, the auditory, the kinesthetic, the old factory, the gustatory.

So again, it comes back to giving them an experience. So what are we talking about here? Sell the si. Not just the stake. Here is what your attendees will have at the end of this presentation, and this is what I’m gonna offer. And I also have this presentation of those two, which would be the best fit for your group.

I’ll tell you comfortably right now. I think this is probably the most important takeaway from this presentation here today. And honestly, as I’ve given this presentation inside of my private communities, it’s the one that was the most overlooked, and as soon as the students put it in place, the results truly skyrocketed.

So thingify your offerings and then make the offer as a binding offer. A or B. Which one’s best for you? It’s the chicken or the fish. It’s the, uh, it’s the paper of plastic and many other metaphors that I’m gonna skip coming up with now. So let’s move forward now. Empower their networks. Let me tell you a little bit of a story here, because most of you who have heard of this strategy of going out and giving the live talk.

Have likely heard the advice to go after civic groups, uh, local nonprofit organizations. You know, like a rotary, like a Kiwanis, um, like, uh, you know, Lions Club, a Moose Lodge, and Elks Club. Uh, Eagles airy, if I’ve been getting the terminology right, which that’s good. Um, I’d comfortably share as much as I may.

It’s rarely the platform, it’s almost always the strategy kind of person. Um, I’ve seen the most mixed results with the free talk at the local library. You know, it’s where I wanna, I want to go after a place that has their own built-in audience. And, uh, I wanna go after a group of people that chances are, are having to make some sort of compliance step to be a part of that organization.

So maybe they’re a member of this private real estate. , um, maybe they are, um, you know, a member of this organization. Maybe I’m going to do some sort of lunch and learn at a local business. So, you know, it, it’s that experience that I want to go after a group that has their own builtin audience. Otherwise, I’m having to basically for wallet and build the experience myself.

You know, Kevin Costner was a dirty liar. If you build it, they won’t come. Uh, I’d rather they build it and then I come. Basically being the strategy though, here’s the story of a local rotary group that I did a presentation at, which honestly, this was before I really figured out the techniques that I’m sharing with you here today, which would be that, um, The, the experience was I left kind of quietly cursing the group that that didn’t work.

No one gave me any clients yet over the next three months, here’s the rest of the story. The wife of the president of that rotary group came to me as a. Client to lose weight as she had success. The, uh, accountant inside of that Rotary group then came to me as a client as he was successful. Three other people from the Rotary Group came in as clients and as they were successful.

This one connected with Interact. Interact is the high school sort of, uh, version of Rotary. This one who was the advisor of the Interact Club at the nearby high school, reached out to me cuz he goes, Hey, I see you do this fundraising stage, hypnosis show. And I can comfortably tell you I’ve now been working that high school for about five or six years running.

So from my experience of waking up really early, I believe on a Tuesday morning and going up and giving my little 20 minute routine at this rotary group to date, we’re now looking at more than, more than at least $15,000 of income. So anything involving a network, anything involving a group of people.

The phrase that really empowers this thing is, who do you. Who do you know? You know, so it’s where you could be in a room with 50 people, yet each of those 50 people knows another 50 people. And to do the math on that 50 exponentially divided out and spread out, multiplied, you know the exact number. It’s a lot of people that are gonna be in front of you.

So it’s where. Even if we’re talking network marketing, going to a Chamber of commerce, a meetup group, a business networking, international type thing, it’s not just the people in the room. It’s the people in the room and who they know. So this is honestly how, uh, a, as I was making use of this strategy more frequently, it’s one that one presentation built upon the next.

So there, there’s a great book in the nonprofit fundraising, uh, uh, industry. The title of the book is called Don’t Applaud, Just Send. It’s a fantastic little book. If anybody’s involved in nonprofit arts, uh, or any nonprofit for that nature, don’t applaud. Just send money. Uh, we actually, back in college, I was the president of the, uh, theatrical, uh, uh, fraternity, Alphas Omega.

Uh, of course I ran it like a business rather than a social group. But as we didn’t revitalize the thing, and it’s still running to this day now, uh, but as we. We took it a piece of advice from that book and suddenly we financed like 30 of us to go out to a major theater convention and all of us had to pay, was 10 bucks for chipping in for gas for the bus.

You know, we’re talking several hundred dollars per student was raised. So, um, don’t applaud just 10 money basically. As people are raving, you’ve done your presentation, you’ve shown rather than just told, and it’s the experience now that as they’re so elated and as they’re so happy. Point number one, I’d encourage you to get them to commit to giving you some bit of feedback, whether it’s a written letter, whether it’s a video testimonial.

Ooh, video. When you’re giving these presentations, bring along your camera because I’ll tell you now, if you look on YouTube, uh, there is a video of me at a local rotary group. I think this dates back to 2010. Maybe, and the thing has tens of thousands of views, and I still get people calling me as a result of that video.

So that begins to build your social media footprint as you film yourself at these presentations. So get the social proof in place by the testimonial letter, by the, uh, letter from them, the video testimonial. Yet at the same time, the magical question is, what groups do you know of that would benefit from a presentation like this?

Or even better, You offered them two talks, didn’t you? Minimum of two. Scott, uh, up in New Hampshire just asked, Do you recommend giving them a choice of only two presentations or would more be better? I, I think there’s gonna be a point of diminishing returns on that. If I really had to get critical with my answer, I’d say, I think classically the most I ever offered was three.

You know, as opposed to think of the experience when you go to a di. And a diner or some sort of chain restaurant, like a TGI Fridays and, uh, I mean, just so many options of food. Um, you know, we just wrapped up a certification class here at my office this past weekend, and I was ordering, I, we did like a lunch and learn on the last day.

We watched a stage hypnosis video. During the lunch break I ordered pizzas and I’m looking at the menu of this place. And from the pizza place, we can get sandwiches, we can get euros, we can. Uh, cow zones, of course, from a pizza place, we can get salads. Yet they also had baklava. They also had, yeah, they had kabobs, they had everything.

So it becomes that analysis paralysis when you’ve got too many things. You know, it’s like when you go to Target to buy one thing and you leave with $150 worth of stuff. So I’d tell you, Scott, I’d recommend. Two, minimum three, maybe maximum if you give them too much of a list. Yeah. And they’re Sandra. Hey, see you next week in Vegas.

If you give them any more than two, they go into analysis paralysis. I’d say um, two or three. Two or three. Probably won’t do that any more than three. Absolutely would though. Take note of this, um, there is a local. Uh, it’s a local rotary group that, for a while I was there every six months they would bring me back.

It was a massive group, and again, it’s not just the fact that they’ve seen me because the more they see me, the more rapport I’m building with them, though the benefit becomes, I was back again with a different presentation. Of all people to talk about here by way of a metaphor. Uh, we have the local, I’m in Alexandria of Virginia.

We have the local comedy club in Washington dc the DC improv, and they will bring in major comedians. People like David tell people, um, like, uh, Frank Callo is gonna be there in a couple of weeks. And, uh, several other, you know, people you might recognize, but they’ll only bring those comedians in once a.

Yet they bring in the stage hypnotist flip orally like three or four times a year. Why? Because the hypnotist is different. Also, it’s a different show every single time, and we have that ability. If they took talk number two, you could be back there again in a week. You can be back there again in like six months offering talk number one or talk number three.

So again, empower their networks to be back there once again. Get their feedback, use that as leverage. I am still using a testimonial letter from the chiropractor who was the president of a local Kiwanis group that I think I spoke to again back in, back in maybe 2010 or 2011. Still using that letter to this day.

So again, empower their networks and really use that as leverage to get out there and give more presentations. There it is. Uh, we’ve got some questions that have been coming in, so, um, some of them I’m tabling for a little bit later, so I am seeing them. What I’d really encourage you to do though is to really take these five points.

Uh, I already got the request in the follow ups and the replays. I will make these slides available to you, um, which is silly cuz I think I only have like 13 slides for this presentation cuz they’re bigger picture themes that I wanted to discuss with you here. Uh, I’ll tell you what, um, Later today, if the replay is available later today, I’ll just put these bullet points in the email.

Uh, but yes, Mark, I will make these slides available. I will make these slides available. So, uh, the last point to share with you, I think is an important one. Leave them wanting more. And I’ll generalize the story and I, I’d reference this cuz it’s actually not a negative, but there is a student of mine that recently, he opened up his office, he did a local sort of, uh, ribbon cutting thing in terms of his local business that he’s opened up.

He put together this 90 minute presentation, which actually those of you that are inside of hypnotic workers.com, uh, you’ll actually see this interaction in the ongoing webinars that are inside of that content. This was from the, uh, for the one we did back in, I believe, February, uh, inside of Hypnotic Workers.

Those of you that are inside of that, hypnotic workers.com. Scroll all the way down. Once you’re inside the member content, you’ll see the actual interaction I’m talking about. But he put together this kind of 90 minute group presentation where he kind of gave it all away. He kind of gave them the entire experience.

He did a group session. He was doing suggestibility test, and I mean, he was doing the real work for a good 90 minutes. . And when I say leave them wanting more, there’s gonna be several points that fit inside of this perspective. Uh, first of all, again, kind of like that story, Don’t give away everything.

They, they still need the. They still need an experience that, um, makes them want to take the next step. You know, as we’re in the area that we’re in now of what’s classically called content marketing, where you are delivering valuable content and perhaps by the mechanism of reciprocity or building credible authority.

That’s what’s bringing people into your office. I, I’ll give you the filter that makes content marketing work. So the way that it works is that what you basically do. Is you ride the difference between, again, show versus tell. So, you know, let’s use an example outside of this presentation, which would be very much about, uh, how do you actually give.

How do you actually work with someone to quit smoking? Well, to quit smoking, what they need to do is they perhaps need to throw away their cigarettes. They need to respond better to emotional triggers. They need to find more satisfying behaviors that support their health, and they need to, um, as I like to say, stick up to themselves.

You know, not just stick up for themselves, but stick up to themselves and perhaps make use of some strategies along the way to be effective. What have I done there? I’ve told you what to do. That’s what to do. But the difference is, well, how do you do it? Well, inside of my stop smoking hypnosis program, you and I are gonna work together, and you’re gonna learn the mechanisms of how to do that for yourself.

So to hear the difference there, I didn’t give the nitty gritty details. Instead, I kind of gave the basic overview of how to do that. So again, it’s where you could teach them the strategies. Yet again, the easiest way to make that close at the end is the phrasing of, Now I know you’ve learned a lot of great strategies, though I know many of you perhaps need a little bit more help with this content.

And for that, here are my services. And for that, here’s how you book my stage hypnosis program, uh, for that. Here’s how you sign up for my training, where you give them enough that if they really were dedicated, they could reinvent the wheel and do it for themselves. It would be a lot of work, yet the easiest transition to make an appropriate offer, cuz most of these groups are very much anti sales.

Uh, the easiest way to make that low stress pitch at the end. Is the answer of a answer to how can I make that easier for you is to pay for this specific service. Come see me in my office, Sign up for this class, purchase this product. That’s the transition. You give them the overview, leave them wanting more.

Let me give you another thing that fits inside of this. Leave them wanting more. Concept. Concept. Yeah. Scott, uh, just reiterated, Scott’s my backup here. Scott Baba in here. Uh, give them the what and how clothing. I love it. I love it. So another strategy that kind of relates to leave them wanting more, another strategy to it is to offer something during your presentation.

As a mechanism to get them on your mailing list. And I am somebody, most of you are already on my email list, so I’m a big, big, big proponent of email marketing. Yes, there are people in the world who do not have email addresses. I will accept that. However, let’s point to the majority. The majority of people out there who are willing to come in and pay for your service are also people who have email address.

So that’s who I focus on, you know, inside of Virginia Hypnosis. I’ve only ever had one client ever that didn’t have an email address, so I, I didn’t treat it as weird. I just simply said, What’s your mailing address? And then I sent him a physical, I, I, I put my email in his contact record, and as I received the email reminders, I printed them out and I stuck them in the mail.

That’s one out of more than a, you know, more than a thousand or so clients at this point. So the mechanism of leave them wanting more is to look at your presentation as the beginning, the beginning of the conversation. So what you do there is you make a specific offer. Now let me, uh, share with you a bit of an advanced strategy here, just kind of the overview of it, which is that I will find a moment to make an.

Hey, would it be helpful if I shared, fill in the blank with you? Okay. And then I come up with something else. Hey, would it be helpful if I shared that with you? Okay. And once I have them wanting it, that’s when I then pass around my mechanism to get them to opt into my list so I don’t just pass around.

It’s the phrase that those of you that have heard me speak before, I say it with a loving smile on your fa on my face. Nobody wants to sign up for your damn new. Because it’s such a generic, non-interesting offer as opposed to, Hey, I’ve got my Take 10 to Relax audio program that I sell on my website for $10.

And as a thank you, it’s a process you can make use of practically anytime it’s appropriate to close your eyes and completely de-stress in a matter of 10 minutes or less. Uh, and as a thank you, I’d like to make that available to all of you as a gift. Would you like that? Now I pass around the clipboard, or I use, um, there’s an app called I Capture, I capture it as a membership service, but that’s, if you’ve ever seen me at a convention collecting data on an iPad, that’s what I use.

It’s a little bit of a pricey thing to make use of, but the cool thing is, is my iPad is connected to the, uh, to the LTE connection, the, uh, wireless connection. It’s sending the email out, right? Set it and forget it. So leave them wanting more. There’s two points to this. One being, you know, one being give them enough of the experience that they recognize the value that you’re providing, and two, build a mechanism to continue the conversation, which is to offer again, some sort of thingified offering.

To make them take that next step. We’re talking about lead generation marketing here, to get them to raise their hand, and they’re identifying that they are interested in your service. So at this point, where are we now? You’ve excited their imaginations by doing an effective demo. You’ve demonstrated expertise by customizing your presentation and, uh, a question from Jessica.

Yeah. If you’re getting up there and you’re only talking about stress relief, will that mean that people won’t come to see you for stopping smoking? And the answer is, N I C H e. That that word that’s spelled N I C H E, How is that pronounced? It’s not niche. It’s niche because niche rhymes with rich. When you take it and when you turn it into a specific niched down customized offering, you are actually given a much higher level of regard.

And they’re gonna fill in the gaps for you, trust me on this. I, I one time was there at a peronist office giving a talk on effective language with their patients, and two of the nurses on staff then came in as, uh, weight loss clients. They, they put the dots together. That’s the hypnosis guy. And wow, if he’s so good at this, I bet he’s so good at that as well.

That was the mental process they went through. So you’ve demonstrated that expertise by customizing your presentation and by doing so, you’ve made an offer that people will actually respond to, again, give them at least two, I’d say maximum of three offerings. That binding offer, you’re gonna find a much better reaction by doing it in that format.

You’ve utilized the power of network marketing by utilizing that power of network marketing. What happens for you. It’s not just the people in the room, it’s everyone else. They also know, because remember my story about the local rotary group. Well, that’s a group that only had about 12 members. Now down the road we have the, uh, I’ll leave out the city, but the such and such city, uh, rotary group that has like 150 members didn’t get much business from that one.

Surprisingly, it was before I developed these strategies. I’m sharing with you now, yet the group of 12. Those guys were connectors. Those guys and gals were all connectors. That’s what it’s all about. It’s word of mouth. You want some big mouths out there, , and you’ve employed a mechanism to build your list.

So make a specific offering and don’t just say, Sign up for my email list for updates. No. Make a very, very specific offering. That by doing so, you’re able to then make that connection and get them to interact with you. So then how do you put it all together? How do you put it all together? What do you present, uh, what do you teach?

How do you find these organizations? How do you structure the program? Uh, what materials do you give them to make sure you’ve got a packed audience? Well, for that, join me in Daytona Beach, Florida at Hypnotic Talks. It’s gonna be at the Hypno Expo 2017. Which is happening, The actual Hypno Expo 2017. It’s the I act.

Im DHA Convention, which is happening uh, Friday, Saturday, Sunday, May 19, 20, and 21. It’s a Friday, Saturday, Sunday, and beautiful Daytona Beach, Florida, and check this out. The registration for hypnotic talks. Is only $175. You can learn more about that event by heading over to hypnotic talks.com. I’ve already received the question from a couple of folks.

Uh, no, you do not have to be a me. This is actually a fair answer for all conventions. Uh, so whether you’re looking at the Hypno Expo, the NG convention, the uh, hypno thoughts live, uh, Canadian Hypnosis Conference two attend their convention. That’s absolutely true of the Hypno Expo 2017. I act and I m dha fantastic groups.

Join them. So whether you’re attending the convention, whether you’re just attending the one day event, uh, you can learn more about that event [email protected]. Learn more about the Hypno Expo 2017, really easy to track down. It’s hypno Expo 20 seventeen.com. Beautifully warm and sunny, and right by the beach, Daytona Beach, Florida.

Uh, it’s gonna be a post convention offering on Monday. May 22nd, 2017. Again, it’s a bargain registration for that one day event that I’m teaching hypnotic talks. It’s only $175. Here’s what you’re gonna learn. You’re gonna learn how to structure your programs in such a way to draw in your audience, how do you build these mental triggers of anticipation, of desire, of curiosity.

So as soon as you begin your presentation, They are wrapped around each and every word and wanting more from you. You’re gonna learn some advanced marketing strategies that continue the conversation of your live talk. Well, after the talk is over, you’re gonna learn again how to leverage these talks.

Into high paying clients. Let me give you a little bit of a preview. We, we talk often about a sales funnel and the further along the path that you are, the live service at the end of the funnel, the higher your premium is. So by giving these presentations, this is the mechanism that I’ve classically used to book a whole lot more clients become the go-to guy in my local community and then continuously along the way.

Raise my rates. So on top of that, you’re gonna learn the right way to book these programs. Trust me, there’s a wrong. It’s the way I did it for the first couple of years. Again, hypnosis business, Guinea pig. Uh, I’m gonna save you the learning curve of reinventing the wheel yourself, and instead, I’m gonna teach you the right way to do it from the very start and how to dominate a niche market.

To earn top dollar. You know there are certain markets that you can go after. Yes, we can all, It’s easy advice from the business coach to say, follow the money you. You’ll always have clients for weight loss. You’ll always have clients for stop smoking. You’ll always have high schools that want stage hypnosis programs, corporate events that want holiday parties.

Yet, there are certain markets that you get to be the trendsetter inside of and become that big fish in the small pond, and by doing so, you are an irreplaceable value as opposed to a commodity Just like everybody else, you’ll experience what I call the hypnotic content creation machine. Okay, that’s a thingified example right there.

If that isn’t one right there, uh, it’s the mechanism that I use to easily create new content quickly, easily, and effortlessly in such a way that it’s rather easy to put together these presentations even on a short notice, You’re gonna learn again, the ethical influence tactics that I use to get virtually everybody in the room.

On my list, and if you’ve seen me at a hypnosis convention speak, you already know just how well I do that. Um, the mechanism to get everybody in the room interacting while, while this one’s passing around a clipboard and getting four or five names, I’m leaving a typical event with 50 to 60 new people from each and every presentation that I.

It’s a hands on event. So this is content that is unique. So those of you that are inside of hypnotic business systems, hypnotic business systems.com, which is actually uh, available this month. We had the waiting list closed off for a while. Uh, those of you wanting, uh, digital business training, check out hypnotic business systems.com though.

What’s different about this event is it’s a hands on experience. Where all of us are gonna be in the room together. So with that, there’s gonna be several hot seat opportunities to get your questions answered with hands on strategy sessions to create your content. So you’re gonna leave this one day event with your presentations built and ready to go, and it’s all about building the opportunity to scale up your business.

Scale up your success and scale up your profits. Jason Lynette here once again, thank you so much for participating in this program and I look forward to hanging out with you in Daytona Beach. Head over to hypnotic talks.com. Register for this one day action packed hypnosis business training, and I look forward to seeing you.

Hypnotic talks.com. Thanks for listening to the Work Smart Hypnosis Podcast and work smart hypnosis.com.