Unlocking High Ticket Sales: The Power of Certainty and Follow-Up Welcome back to the Roots to Riches podcast, where we explore the intersection of natural healing and unstoppable success. I'm your host, Justin Benton, and today we're diving deep into the world of high-ticket offers and how to convert prospects into clients.
Welcome back to the Roots to Riches podcast, where we explore the intersection of natural healing and unstoppable success. I'm your host, Justin Benton, and today we're diving deep into the world of high-ticket offers and how to convert prospects into clients.
In this episode, I share my personal journey of investing in high-ticket masterminds like Russell Brunson's Inner Circle and Joe Soto's mastermind during the early days of COVID. These investments, although financially challenging, were pivotal in transforming my business and understanding the digital marketing landscape.
We discuss the importance of nurturing potential clients who don't immediately sign up for high-ticket offers. The key takeaway is that the fortune is in the follow-up. I explain how my company, Convert High Ticket, helps entrepreneurs by setting up AI-driven nurture campaigns that include emails, SMS, Messenger, and even phone calls. The goal is to maintain engagement and address any self-limiting beliefs that might be holding prospects back.
I also delve into the three main types of self-limiting beliefs: internal, external, and vehicle beliefs. Understanding these can help you better address the concerns of your prospects and increase your conversion rates. Additionally, I share insights from NLP frameworks on how to persuade both internal and external decision-makers.
One of the most exciting developments I've come across is the availability of financing options specifically designed for high-ticket offers. These options can remove financial barriers for prospects, allowing them to invest in your high-ticket programs and achieve faster results.
Finally, I touch on the importance of consistent follow-up, noting that the average number of touchpoints before a prospect converts is 17. If you're not following up at least that many times, you're missing out on potential clients who genuinely need your help.
As I wrap up, I share a bit about my personal life, including my daughter's volleyball tournament and my love for the Caribbean. I also invite listeners to reach out to me via email if they have any questions or want to learn more about high-ticket conversions.
Email Justin at sales@converthighticket.com with any questions.
TIMESTAMP
00:00:00 - Introduction and Personal Story
00:00:41 - Welcome to Roots to Riches
00:01:03 - Boosting Health and Wealth
00:01:14 - Convert High Ticket Journey
00:01:47 - Nurture Campaigns and High Ticket Offers
00:03:05 - Importance of Follow-Up
00:04:10 - AI Models and Automation
00:04:31 - The Power of Phone Calls
00:06:30 - Overcoming Self-Limiting Beliefs
00:08:10 - Certainty and Resourcefulness
00:10:00 - Addressing Internal and External Beliefs
00:11:15 - NLP Frameworks: Internal vs. External
00:13:32 - Following Up with Prospects
00:14:04 - Financing Options for High Ticket Offers
00:16:15 - Personal Experience with Masterminds
00:18:14 - Empathy and Certainty in Sales
00:20:32 - Structuring Financing to Remove Resistance
00:22:08 - Importance of Consistent Follow-Up
00:24:00 - Personal Updates and Future Plans
00:25:13 - Contact Information and Closing Remarks
Justin Benton:
And I did the same thing for Russell Brunson's Inner Circle Mastermind, which was $50,000. And I certainly didn't have an extra $50,000 lying around. But I knew in my soul, in my heart, with 1,000% certainty that I had to get in that room. I had to get in that mastermind with other successful entrepreneurs that had figured out the things that I did not know how to do, you know, when it came to online advertising. Welcome to Roots to Riches, where natural healing meets unstoppable success. Hi, I'm Justin Benton, your guide to unlocking ancient wisdom to boost your health and your wealth. Together, we'll explore these lost secrets that can transform our lives and the world around us. Let's get started. Welcome back to the Roots to Riches podcast where we talk all things boosting health and boosting wealth. Well today we're talking about boosting our wealth and for those of you that have been following along we are on the convert high ticket journey and we've signed some more clients and we're having all these incredible success stories and case studies and that's why I haven't been putting a podcast up every week because I've been so busy helping others and we've been scaling and hiring and doing all those wonderful things that you do when you're on a rocket ship. So today I wanted to share one of the great insights that I just organically came across while serving other high ticket coaches and entrepreneurs which is One of the coolest things that I get to do is, you know, working with these incredible entrepreneurs and these communities, helping them, you know, what we call nurture. So it's like someone goes through a five-day challenge, let's say, and at the end of the five-day challenge there's a an offer, usually it's on day four, and an offer to continue to work with them or to begin working with them so you can move faster or quicker results, things of that nature. And it's a high ticket offer, which is usually around $25,000, but it can be more and can be less as well. And they make the offer, a certain percentage signs up, let's say 5% or maybe 10% will sign up for that high ticket offer. And what happens with the other 95% or 90% that didn't move forward, that didn't take the offer? where that's where I come in that's where Convert High Ticket comes in which is it's the old adage the fortune is in the follow-up and my good friend Stephanie Dove Blake was one of the first persons that that laid that quote on me, and in fact we were even considering doing some type of JV together way back when with just doing that, which is the Nurture Campaign. And so for Nurture Campaigns, traditionally in online digital marketing, it usually revolves around a lot of emails. And it's funny, as I've been talking and working with these new clients and bringing them on and helping them, you know, one of the first questions I always ask is, you know, what is your current follow up strategy? What is your current nurture campaign look like? You know, after someone has gone through a five day challenge with you or whatever that dramatic demonstration is. that you put on. And unfortunately, and it's just the facts, no judgment, nine out of ten will say, you know, not much. And, you know, that's where, again, my specialty comes in and We can build a AI model around their offer. And we can have incredible content automation, whether it's not just email, but also SMS, Messenger, which is a lot of people use. Of course, you can use Instagram as well. But the big thing that people are missing out on is this thing called a telephone Alexander Graham Bell invented back in the day that I don't know if it was the ease of emails or the new world of zoom I don't know what happened but this telephone thing that happened is a great way to communicate and with people and with especially with you know, prospects that have gone through your high ticket offer event, whether it's a challenge or a webinar or what have you. And so that's what we do. So the first thing we do is we set up these automations based on your, you know, we create what's called an AI model. So we upload all the content, the sales page, everything about your offer, you know, everything there is to know, and it will help us generate some, some great scripts, whether it's emails, text, messenger, or even phone calls. And the cool thing is, With the phone calls, you immediately get to, you know, get the feedback. Many times that we talk to them, you know, I would say, you know, 80, 90% of the time, the people that we talk to on the phones are fired up. They are fired up. especially if you catch them within the first week, within five to seven days after the challenge is over. And we actually like to start following up immediately after the cart closes. So let's say a five-day challenge starts on a Monday, closes on a Sunday, the cart closes, then we would be reaching out on that Monday. That's when we would start all of our outbound outreach. And so the thing is that when we talk to these people, get them on the phone. They're so fired up, like they wanna be in. And what's the number one reason why people don't join these high ticket offers? Well, there's a couple. It's kind of a loaded question. The simple answer is, is they don't think they can afford it, right? That's the simple. The more complex answer is that they have a self-limiting belief. It's either an internal, an external, or a vehicle belief. So the internal is that they don't think they the individual would be able to do the thing that this high ticket offer promises. So whether it's some type of self-loving belief, I'm not good enough, I'm not smart enough, I don't work hard enough, I'm not, you know, whatever it is. I don't look like I'm supposed to, you know, whatever it is. So that's an internal self-limiting belief. It could be an external self-limiting belief. I won't get the support from my family or my spouse. Something that's external to me will not allow me to take advantage of it. And part of that external can be financial. I don't have the finances for it. And as our good friend Tony Robbins likes to say, it's not a matter of resources, it's a matter of resourcefulness. For me, an example of that would be if you knew that I loved one, had come down with a terminal diagnosis, which I don't believe in such a thing because only God and your support team and your inner soul and heart can determine your true prognosis. But that's a topic for another day. But let's say someone, a loved one, has a quote-unquote terminal diagnosis. But there's an experimental operation surgery that has had some good results, but insurance won't cover it. So you have to come out of pocket, let's say $30,000. And the surgery is gonna, there's only an opening and that opening is open in seven days. Now the question I ask is, would you be able to come with the $30,000 to save a loved one's life? Well, what's the answer? Well, most people will say, of course, I've come up with it. I'd figure it out, right? Because there's certainty in the fact that you want your loved one to live and that you'll do whatever it takes for them. And so if you have that same certainty, and certainty is the key word here, if you have that same certainty in yourself, or your environment, which is the external beliefs, or the third piece, which is the vehicle, so that's the offer, that this offer is gonna be the thing that will allow me to get what I want, which is, in this case, a large cash infusion of revenue for your business and for your life, then if you have 100% certainty, you will figure it out. So those are the three things that hold people back from moving forward. Internal belief, a self-limiting internal belief, an external self-limiting belief, or the vehicle belief. And so our job, number one, as the person who is the high ticket, entrepreneur or coach who's making the offer is that we need to make sure that we're addressing those three keys. And that could be with testimonials, people that are what's called external from Dr. Wyatt Woodsmall and Joe Soto. They do the, there's these different NLP frameworks. External is when you are open to, this is a mindset thing, so we're talking about something different here, but external means you are open to other people's opinions. You might ask other people's opinions. That's the best way to know if someone is external. Which means they are external to you. They are open to your suggestion. If they ask you, what is your opinion? Or what do you think? Or in your expert opinion? Like when you get those types of questions, the person is saying, I am giving you credence. I want your opinion. Another way to get that is to ask, is it okay? Would you like to hear my opinion? Wouldn't that be great if everybody in the world prefaced before they shared their opinion, they asked, would you like to hear my opinion? More times than not, people will say yes, and sometimes they'll say no, and then you don't have to waste either one of your time. So that's an external person who's an external pattern, brain pattern, NLP. An internal person, these are the toughest people to persuade because they believe that they don't need external information. For external people, you can show a lot of testimonials and case studies and they'll be like, oh my gosh, it works, or reviews, right? That'll work for them. Internal framework is people that are, it's up to them. Only I know the answer, I don't care what other people know or say, I'm the smart one, I know what's going on. So how do you change an internal person's mindset who doesn't believe in external information, doesn't need external information? Well, the only thing you can do there is your goal is to turn them from internal to external. And that might say something like, you know, I know you're the one that is going to make the final decision. I know you're the one that knows what's best. I just want to make sure that I give you all the information that you need so you can make the best decision. Sound fair enough? Now when you say that, the internal person's like, Well, well, he's right. This guy's really smart. He knows I'll have all the right answers. So he must be really smart and he knows that. And if you can ever tell, you know, when you're getting that, you know, that internal person to become external to you is again, that ultimate sign when they ask you the open-ended question, like, what do you think? Or what are your thoughts on? Or I'd love to hear what you think or in your expert opinion, that's the best one. Now you know that even that internal person who doesn't want external information to make decisions or final decision making has become internal as a person, but they become external to you. So who knows we were going to go down that road, but that is one of my favorite NLP patterns and behaviors that I learned from Dr. Wyatt Woodsmall in a mastermind with Joe Soto. And I know Joe's been working on a book for a while, and I'd love for that one to come out. That's my absolute favorite NLP framework. So there's a little extra bonus for you. So the reason that I talk about all this, this is all going somewhere, trust me, is that we're following up with these people on the phone. And the thing that I hear the most is that they want to go so bad, but they don't have the money, right? Or they don't think they have the money. As I've demonstrated, you certainly could come up with the money if you had certainty that that's what you needed for your life or to save a loved one's life. And so one of the things that I found along my journey in Convert High Ticket and helping other high ticket entrepreneurs, you know, get as many people as possible to sign up for their offer to change their lives, is that there are financing options out there just for high ticket offers and coaches and entrepreneurs. And so Organically, as I was helping all of these clients bring more high-ticket buyers into their world so they can move faster, quicker, have faster results, I came across these incredible companies that are set up just for these types of high ticket offers. And that has been an absolute game changer because it was frustrating because we were talking to so many people that wanted to be in these programs, but they just didn't, you know, they didn't think they could figure out a way to come up with the resources. And I know I've told people, and I relate to them, and tell them that, you know, I've been in your shoes and I was in, I was in their shoes. I remember when, when, you know, I've joined a couple of masterminds and one of them was with Joe Soto, you know, which was over $10,000. That was my first mastermind. And, you know, at the time I, I didn't even know what a mastermind was. This was the beginning of COVID. I literally didn't know. I think I had heard the term, but I didn't really understand what it meant. But then I joined a mastermind and I was putting down a pretty good-sized chunk of change. For those of you that have followed my journey on 101cbd.org, we weren't doing massive numbers. We were healing the world. We weren't exactly generating a ton of revenue. It was more of a lifestyle business, meaning that you're making money to live a certain lifestyle. But we were making such impact with people and healing and, you know, helping them with all the different ailments, you know, from autism to cancer to dementia, rheumatoid arthritis and so on. But at the time, that's when COVID hit and I was like, OK, well, I have to figure out how do I shift my business from the physical world to the online world? I knew it was happening. I knew it was going to happen. I knew that Amazon was going to take over. I knew that Netflix was going to crush it. I knew that delivered groceries and Uber Eats was all coming. But COVID just accelerated all that. So that's when I, the first mastermind I joined was with Joe Soto and Jeffrey Gittermer. And because I needed to figure out digital marketing and that was with Joe Soto. And so I committed that money, that's a high ticket offer, to me anything over $10,000 is a high ticket offer. And I didn't really have excess funds to do that. But I did it anyways because I had certainty that I had to figure out a new solution to this new world, this new online world when COVID hit. And so that's what I did. And I did the same thing for Russell Brunson's Inner Circle Mastermind, which was $50,000. And I certainly didn't have an extra $50,000 lying around, but I knew in my soul, in my heart with 1000% certainty that I had to get in that room. I had to get in that mastermind with other successful entrepreneurs that had figured out the things that I did not know how to do. When it came to online advertising and sales and digital marketing and e-commerce and all of the things that I literally had zero experience or any successful experience in maneuvering. And so without hesitation, I didn't really have the money, but I didn't care. I was moving forward. I was taking action. And that was me having certainty externally in in Russell Brunson and the mastermind. And so as I come across these people that worked following up with, I can put myself in their shoes and I can tell them my story and and, you know, and understand where they're coming from and be empathetic and compassionate. At the end of the day, it really does just come down to certainty. And if they are certain, internally, that they can do it, externally, that if they're in the right environment, and the third is this is the vehicle, this offer is the thing that's gonna get them where their destination they wanna go, then you'll figure it out. And the cool thing, like I said, is that we've partnered with some great companies that offer financing. for these folks that don't have the money in the bank. And there's all kinds of cool and creative ways. Some of them have 0% financing fees. All of them, to my knowledge at this point, have no prepayment penalties. So that's the thing, right? So you can get in for like, let's say, a $25,000 offer for as little as, in some cases, as little as like $800 a month. And basically, that's the trick, right? So if you can get in for $800 a month, or maybe sometimes it's $2,500 a month, but for that first month, it's only 800 or $2,500. And there's no interest in many cases. So you get in the room, you get exposure to this high ticket offer that is gonna teach you how to have a high ticket impact in your business. And so literally there's people that will invest between let's say $1,000 and $2,500 for one month to get in the room on a $25,000 offer, learn the thing, then go do the thing, generate the income, the revenue from, you know, let's say 10, 20, $50,000, they pay back the loan that they took out. And everything on top of that is now pure profit, pure gravy. And I see that time and time again. So it's so cool to know that we live in this world where there are possibilities. Again, that's why we put the title that we did, which is how to structure financing options to remove all bioresistance. And that's what we are doing here at Convert High Ticket. So we're following up, in recap, we're nurturing these clients by phone, by email, by text. The average touch point now before someone moves forward is 17 times. So if you're not following up 17 times, a minimum of 17 times with your clients, you're missing, you're not, maximizing the opportunity for your business or for your prospects who want more, who want your help. And the sad thing is, if you're not doing those 17 touch points, then they're gonna find someone else. And unfortunately, it might not work out for them. You know in your heart what you can do for these clients, right? Because you've done it for yourself. And if they find someone who talks a good game but doesn't have any substance, right, they got all the style, they look good, they look the part, they sound the part, but when it comes down to deliverables and actually getting the client what they paid for, what they are seeking, they fall short, then, oh, how awful is that? It's a lose-lose. You know, if you're not nurturing, if you're not following up, if you're not picking up the phones, if you're not staying consistent with your nurture campaign, then they're gonna fall in the hands of your competitor. And maybe it'll work out for them, maybe it won't. And if it doesn't, then everybody loses. So again, these are the secrets that I've seen. These are the things that I know. These are the things that I do on a daily basis. And coupled with the incredible financing programs that are out there, I mean, there's a way for anybody to get financed. It's just a matter of commitment. And it's amazing. It's just such an amazing time. I feel so blessed to be able to work with all of these incredible entrepreneurs that our clients of Convert High Ticket, you know, Eileen Wilder, you know, Richmond Dinn, obviously Russell Brunson. And there's so many more that are coming on board and we're helping out. Jess Cunningham, she's an amazing belief coder. Beliefcoding.com is her mission to help rewire the subconscious minds. She's going worldwide and global and that's just going to be so much fun. Christine Morrell, I'm helping her out with her high ticket offers as well. It's just been an absolute blast to work with my friends, to work with incredible entrepreneurs, to help them with their incredible missions and serve the people that they're called to serve at the highest level. And when you can serve people with a $25,000 offer, you can give them fast results. You can get them that individualized coaching, just those tweaks. Sometimes that's all it takes. It could be one sentence. It could be one insight. It could be the changing of a title. It could be the changing of a name. of a business, those little, little things that usually either come from years and years of trial and error or someone who's an expert at helping you shortcut, you know, fast track those insights for your business instead of having to take the long and winding road and not giving up. versus being in the room with true experts that have already solved the problem you're looking to solve many times over, helped other people with that same problem, and can just give you a quick insight into your business and be the thing that changes everything for you. Hopefully this resonated with you. I just wanted to give you a little heads up and catch up on what's been going on in my life, which has been, you know, fast and furious and wild and crazy and awesome. I'm actually getting ready to hop on a plane here. We're going on my daughter's, oldest daughter Zoe's AAU volleyball tournament in Orlando, which will be awesome. She's playing on a great indoor club team and this is their final tournament. then we're gonna be over there by the Bahamas which is you know me I love the Caribbean spent so much time there we're to go check out the family island hopefully if we have time and we're gonna go check out some more islands to hopefully buy another island to you know add to the portfolio so with that I hope everyone's having a wonderful day Like I said, my apologies for not giving as many of these episodes as I can, but I've literally just been so busy helping others and scaling Convert High Ticket with, you know, onboarding new clients, onboarding new employees, and it's an absolute joy of my life to serve at this highest level. And if you're having any questions or want to learn more about this process, perhaps for yourself or a friend, you can reach out to me on email at sales at convert high ticket.com. Again, that sales at convert high ticket.com. We can set up a call. I can answer any questions on email. If you just wanted to say, hey, that was a cool episode. Thanks for dropping some of those nugs, nuggets. I'll take that as well, too. So thanks again for swinging by Roots to Riches. I hope I dropped something that made sense for you, that registers with you. And I hope you go out there and take action and make it happen for yourself. So until next time, everybody, we'll see you. Be a blessing. Talk soon. All right.