1 00:00:00,420 --> 00:00:03,810 Robert Plank: marketer of the Day episode 800 from zero to 2 00:00:03,810 --> 00:00:12,360 hero business coaching with David Kavanaugh. Care everyone, 3 00:00:12,360 --> 00:00:15,960 Robert plank here. And today we have David Kavanaugh on the 4 00:00:15,960 --> 00:00:18,900 call. And I'll tell you right now this guy is crazy. This guy 5 00:00:18,900 --> 00:00:26,430 runs 12 day long workshops. He runs weekly webinars for every 6 00:00:26,430 --> 00:00:31,200 single week of the year. He He's a really awesome stage speaker. 7 00:00:31,380 --> 00:00:36,630 And as far as I know, his niche, and his specialty is to get 8 00:00:36,630 --> 00:00:40,530 newbies to get started on the internet. So hey, David, what's 9 00:00:40,530 --> 00:00:40,860 up? 10 00:00:42,180 --> 00:00:44,160 Unknown: Robert, thanks very much for having me on the call. 11 00:00:44,160 --> 00:00:47,220 I just got back from London. And it's awesome to be with you. 12 00:00:48,509 --> 00:00:51,479 Robert Plank: Awesome to be with you too. So I don't think I've 13 00:00:51,479 --> 00:00:55,619 ever really found out how did you get started making money and 14 00:00:55,619 --> 00:00:56,459 doing what you do? 15 00:00:57,750 --> 00:01:00,810 Unknown: Well, first of all, I was on the Gold Coast in 16 00:01:00,810 --> 00:01:04,650 Australia, which is in Queensland, in Surfers Paradise, 17 00:01:04,680 --> 00:01:09,390 and I moved to Broad Beach. And I decided one day after talking 18 00:01:09,390 --> 00:01:12,780 to a few friends, I thought, Oh, the internet looks right. And 19 00:01:12,780 --> 00:01:14,850 when the guy said to me, if you've got a website, I'm 20 00:01:14,850 --> 00:01:18,810 thinking a website. What's that? Now since I'm 65 billion years 21 00:01:18,810 --> 00:01:23,340 of age, I mean, you would know that I'm really old computer, 22 00:01:23,340 --> 00:01:27,270 you know, seriously, I want that guy said, Do you want a website? 23 00:01:27,300 --> 00:01:30,630 I said, What do I need a website for? What he saw? But you're 24 00:01:30,630 --> 00:01:33,090 DJing at the moment, isn't it? I'm thinking about what a 25 00:01:33,090 --> 00:01:36,300 website could do with a DJ and I, I honestly didn't have a clue 26 00:01:36,300 --> 00:01:40,350 what websites were. Anyway, I started going into the local 27 00:01:40,350 --> 00:01:43,200 little internet cafe and checking out things. I thought 28 00:01:43,200 --> 00:01:47,280 this is pretty cool. And I rang up one of my friends and I said, 29 00:01:47,280 --> 00:01:50,580 Oh, who did your website? And he saw I did nice. And I wouldn't 30 00:01:50,880 --> 00:01:53,520 mind learning how to actually create those kind of things and 31 00:01:53,520 --> 00:01:55,860 make some cash out of it. Because I'm like you I'm 32 00:01:55,860 --> 00:01:59,460 entrepreneurial. And I said, How are you? How do you actually do 33 00:01:59,460 --> 00:02:03,600 those things? And so I use a thing called Microsoft front 34 00:02:03,600 --> 00:02:07,890 page. This was when Microsoft front page was 98, or whatever 35 00:02:07,890 --> 00:02:11,190 it was. And I saw, right, what do you do? And he said, Well, 36 00:02:11,190 --> 00:02:14,850 you just you open it up, and it's got a white background, and 37 00:02:14,850 --> 00:02:18,000 then you put a table in the middle, and in the middle, you 38 00:02:18,060 --> 00:02:20,820 keep that white, but at the background, you turn blue when 39 00:02:20,820 --> 00:02:23,400 on the top, you put a heading and all this kind of stuff. And 40 00:02:23,400 --> 00:02:26,610 I was playing with it. And I rang him up about 10 times that 41 00:02:26,610 --> 00:02:29,160 day. And I said, Look, I'm stuck here and I'm stuck here and I'm 42 00:02:29,160 --> 00:02:32,130 stuck here and I got to be at the 10th or 11th time. He said, 43 00:02:32,130 --> 00:02:35,580 Dave, I don't mind helping you. But can you do me a favor? Ring 44 00:02:35,580 --> 00:02:39,060 me once with 10 questions rather than 10 times with one question 45 00:02:39,060 --> 00:02:43,470 each time because you've stuffed my whole day up. Anyway, I 46 00:02:43,800 --> 00:02:47,700 started learning how to do it. And I convinced a few people in 47 00:02:47,700 --> 00:02:51,390 Broadbeach for us living who were accommodation houses, that 48 00:02:51,390 --> 00:02:54,660 they needed David cabinet to design websites for them and the 49 00:02:54,720 --> 00:02:58,080 end to get them into google.com and Yahoo and all that with 50 00:02:58,080 --> 00:03:02,070 search engine optimization. And I looked on the internet for 51 00:03:02,070 --> 00:03:05,850 Broad Beach gold coast.com Because Broad Beach was the 52 00:03:05,850 --> 00:03:09,960 suburb Gold Coast was the area and it was available and then 53 00:03:10,680 --> 00:03:14,700 cut a long story short, Robert, one of the guys rang me and he 54 00:03:14,700 --> 00:03:18,000 said, Do you know joy? Who runs the Broad Beach Gulf Coast 55 00:03:18,030 --> 00:03:21,510 tourism, most of us wouldn't have a clue. I'm just a guy 56 00:03:21,510 --> 00:03:24,840 doing websites, man. And he said to me, well, she'd like to buy 57 00:03:24,840 --> 00:03:29,370 the domain name off. Yeah. And so my head was like jackpot 58 00:03:29,370 --> 00:03:32,160 noise you know, I mean, I was sitting there thinking is really 59 00:03:32,670 --> 00:03:37,170 cool. And I think I paid about $17 for it at the time, the 60 00:03:37,170 --> 00:03:40,710 domain name, which is now about eight or $9. But I mean, I got 61 00:03:40,710 --> 00:03:44,910 it for 17. Or let's say $20. And I went into a meeting with them. 62 00:03:45,090 --> 00:03:50,760 They paid me nearly $8,000 for the domain name. And so I really 63 00:03:50,760 --> 00:03:53,700 liked that stuff, kept going did some contrast and everything. 64 00:03:53,700 --> 00:03:56,790 And yeah, here I am today, but I just started with web design. 65 00:03:57,480 --> 00:04:02,610 And like you I'm exactly like you I had that tenacity to just 66 00:04:02,610 --> 00:04:05,040 go out there. And I didn't take no for an answer. I just said, 67 00:04:05,040 --> 00:04:08,460 look, I can do it. Because I'm me. Right. 68 00:04:08,760 --> 00:04:10,800 Robert Plank: And I mean, and that's huge. And you and I tell 69 00:04:10,800 --> 00:04:13,200 people that all the time that you just gotta have something 70 00:04:13,200 --> 00:04:16,710 out there. If you just have an idea or you have a dream, that's 71 00:04:16,740 --> 00:04:19,260 doesn't really mean anything. No one's going to buy your dream 72 00:04:19,260 --> 00:04:22,980 for $1,000 but on the other hand, if you happen to have the 73 00:04:23,010 --> 00:04:26,670 you know that longtail domain, Right Place Right Time, then 74 00:04:26,670 --> 00:04:29,910 someone will pay for it. Yeah, definitely. 75 00:04:30,000 --> 00:04:32,220 Unknown: And like don't get me wrong. I know there's people out 76 00:04:32,220 --> 00:04:35,250 there who do affiliate marketing some people do local business. 77 00:04:35,250 --> 00:04:38,340 Some people do their own products and services or private 78 00:04:38,340 --> 00:04:42,240 label stuff. You know what? I don't disagree with anyone 79 00:04:42,240 --> 00:04:45,540 because everyone's got their own opinion. But what I say to 80 00:04:45,540 --> 00:04:48,330 people is just go out there and do something and make some money 81 00:04:48,330 --> 00:04:51,570 out of it. Because most people sit there procrastinating 82 00:04:51,690 --> 00:04:54,270 talking all this rubbish and they never actually do anything. 83 00:04:54,270 --> 00:04:55,920 So just get out there and do something. 84 00:04:56,640 --> 00:04:58,770 Robert Plank: Right and so many people I mean, as long as you 85 00:04:58,770 --> 00:05:01,800 have something out there and Maybe if you're not making any 86 00:05:01,800 --> 00:05:04,440 money, usually they just need to adjust a few things. I mean, at 87 00:05:04,440 --> 00:05:08,370 least if you have, you know, an opt in page sales letter, then 88 00:05:08,370 --> 00:05:11,700 you can, you know, change the offer change the headline, then 89 00:05:11,700 --> 00:05:14,340 I mean, it's these little baby steps, not, I mean, they don't 90 00:05:14,340 --> 00:05:16,260 have to set up this this huge website. 91 00:05:16,740 --> 00:05:18,420 Unknown: Well, it's like, what do you say to your students, 92 00:05:18,420 --> 00:05:20,790 because I've been on one of your calls now. And it's just 93 00:05:20,820 --> 00:05:25,560 sometimes the little minor little tweaks are what's going 94 00:05:25,560 --> 00:05:29,250 to take your site from nowhere, like from zero to hero kind of 95 00:05:29,250 --> 00:05:32,040 thing. So the thing is, and whether you're doing a corporate 96 00:05:32,040 --> 00:05:35,250 site, whether you're doing a little Mum and Dad, Mom and Pop 97 00:05:35,250 --> 00:05:37,680 kind of home site, whether you're doing a local business 98 00:05:37,680 --> 00:05:40,170 site, whatever, as you said, they're still all got a 99 00:05:40,170 --> 00:05:43,260 headline, there's still got graphics, it's still got texts, 100 00:05:43,290 --> 00:05:47,490 which you and I know as copy on the page, whether it looks like 101 00:05:47,490 --> 00:05:50,850 corporate design, whether it looks like David cabinet, Robert 102 00:05:50,850 --> 00:05:54,210 playing foot, kind of marketing, design, whatever, look at the 103 00:05:54,210 --> 00:05:56,760 client, look what they want, give the client what they want, 104 00:05:56,760 --> 00:05:58,560 and take what you want the dollars. 105 00:06:01,260 --> 00:06:04,860 Robert Plank: And I love that, and I love how you got started 106 00:06:04,860 --> 00:06:08,190 out not by making some, you know, big, huge site that's 107 00:06:08,190 --> 00:06:11,610 going to change the world. You started by doing web design for 108 00:06:11,610 --> 00:06:12,510 individual people. 109 00:06:13,110 --> 00:06:15,240 Unknown: Oh, man, you should have seen the designs. Robert, 110 00:06:15,270 --> 00:06:20,940 honestly, they were disgusting. I mean, I had dolphins jumping 111 00:06:20,940 --> 00:06:24,030 over the place. And I had these little marquee headlines going 112 00:06:24,030 --> 00:06:27,420 backwards and forwards. And the client, clients actually said, 113 00:06:27,600 --> 00:06:30,570 man, that looks really good. And I look back at it now and think, 114 00:06:30,600 --> 00:06:33,750 oh, my gosh, I'm not even gonna put my name to that. Except if 115 00:06:33,750 --> 00:06:36,930 you go to archive.org you see them and you'll kill yourself 116 00:06:36,930 --> 00:06:42,360 laughing. But at the time, you know, it's me, who sold me to 117 00:06:42,360 --> 00:06:45,570 the clients. And the website was secondary to that, because they 118 00:06:45,570 --> 00:06:49,590 will got a problem. I gave them a solution. And the solution was 119 00:06:49,590 --> 00:06:53,190 that they are in the top 10. In Google, under several bow 120 00:06:53,190 --> 00:06:56,700 hundreds of key phrases. People always say keywords, I rather 121 00:06:56,700 --> 00:07:01,020 call key phrases, because two or more words, so they were in the 122 00:07:01,020 --> 00:07:04,290 search. And it's under multiple key phrases. And they were 123 00:07:04,290 --> 00:07:08,190 getting hits to their sites, not just any hits, but targeted 124 00:07:08,190 --> 00:07:11,490 hits. And when they weren't getting there. We were capturing 125 00:07:11,490 --> 00:07:14,190 their name and details of course, which what we know now 126 00:07:14,190 --> 00:07:18,060 as an opt in form, and people behind the switchboard the 127 00:07:18,060 --> 00:07:20,730 reception, were ringing them up and saying, Oh, hi, my name is 128 00:07:20,730 --> 00:07:25,050 Joanne or whatever. I got your name to give you a call in 129 00:07:25,050 --> 00:07:28,140 regards to some accommodation. Hi, how you doing? And they were 130 00:07:28,140 --> 00:07:31,770 closing four or five people out of 10 who they phoned up and the 131 00:07:31,770 --> 00:07:34,650 guy said to me, man, he said it might be much of a website, but 132 00:07:34,650 --> 00:07:36,960 I'm closing deals and I'm putting money in the bank. He 133 00:07:36,960 --> 00:07:38,820 said, so keep it going. Right? 134 00:07:38,850 --> 00:07:39,870 Robert Plank: Why mess with it. 135 00:07:40,529 --> 00:07:43,649 Unknown: And I didn't know what I was doing. Well, but it didn't 136 00:07:43,650 --> 00:07:45,330 Robert Plank: matter. It was still making money. So So you 137 00:07:45,330 --> 00:07:48,990 had this only website, but you were getting paid for it. And he 138 00:07:48,990 --> 00:07:52,560 set it up the proper way so that your clients were making money 139 00:07:52,560 --> 00:07:55,440 every single day from it. So I mean, and I'm sure I'm sure 140 00:07:55,440 --> 00:07:59,550 there's tons of competition, who had a beautiful, perfect looking 141 00:07:59,550 --> 00:08:03,600 website that was not top 10 of Google or was not even finished 142 00:08:03,600 --> 00:08:04,440 or launched. 143 00:08:05,490 --> 00:08:07,710 Unknown: Better believe it? Yeah, it's Yeah, you better 144 00:08:07,710 --> 00:08:09,720 believe it. There were heaps of them out there. And when I 145 00:08:09,720 --> 00:08:12,690 looked at some of them, I said, Oh, my gosh, look at the piece 146 00:08:12,690 --> 00:08:16,110 of rubbish I've got and look at how glamorous and superduper 147 00:08:16,110 --> 00:08:19,560 sexy there one is. And yet realistically, mind got the 148 00:08:19,560 --> 00:08:23,970 hits. And it's like when I look at your paper theme that you've 149 00:08:23,970 --> 00:08:27,780 got your paper template that you show your students, man, you 150 00:08:27,780 --> 00:08:30,750 probably get students saying, Oh, but that's only basic. But I 151 00:08:30,750 --> 00:08:33,870 look from the point of view and think think to myself, Well, I 152 00:08:33,870 --> 00:08:37,170 see compared to what and is it doing the job isn't getting the 153 00:08:37,170 --> 00:08:39,300 point across? And is it converting? And if it's 154 00:08:39,300 --> 00:08:40,500 converting Shut up? 155 00:08:40,950 --> 00:08:44,070 Robert Plank: Right. And it's funny, because I mean, you know, 156 00:08:44,070 --> 00:08:46,170 back when you were getting started, there was so many of 157 00:08:46,170 --> 00:08:50,250 like, you know, the have the flash intros and the splash page 158 00:08:50,250 --> 00:08:52,620 and all kinds of you know, he said, like, the music and the 159 00:08:52,620 --> 00:08:56,370 animations. And today, the equivalent of that are all these 160 00:08:56,790 --> 00:08:59,310 these fancy WordPress sites, you know, and you see, like, they 161 00:08:59,310 --> 00:09:02,250 have all these tabs, and it says, there's this big orange 162 00:09:02,250 --> 00:09:05,550 button that says Download Here opt in here, and it looks good. 163 00:09:05,790 --> 00:09:09,030 But pretty much everyone I know who has one of those fancy 164 00:09:09,030 --> 00:09:12,510 looking sites, I mean, a converts but not as well as 165 00:09:12,720 --> 00:09:16,470 these direct response sales letters that look ugly, but make 166 00:09:16,470 --> 00:09:17,310 more money, right? 167 00:09:17,489 --> 00:09:20,129 Unknown: Yeah, I agree with you with a lot of it because I think 168 00:09:20,129 --> 00:09:24,179 to myself, basically people on the internet are buying one 169 00:09:24,179 --> 00:09:27,449 thing solution to a problem. And if you can solve the problem in 170 00:09:27,449 --> 00:09:30,509 a cost effective way with the best service, the best support, 171 00:09:30,779 --> 00:09:34,169 they don't really care half the time if the website hasn't got a 172 00:09:34,169 --> 00:09:37,109 sexy little thing sitting on the side and a big banner sitting 173 00:09:37,109 --> 00:09:40,409 across the top as long as it gets a point across that solves 174 00:09:40,409 --> 00:09:42,719 a problem and they've got something they can deal with. 175 00:09:42,749 --> 00:09:44,729 Usually they just go ahead and do something. 176 00:09:45,540 --> 00:09:47,880 Robert Plank: And not only just, you know convince me that you 177 00:09:47,880 --> 00:09:50,820 can solve the problem, but if I can actually figure out how to 178 00:09:50,820 --> 00:09:53,280 buy from the freakin thing then Oh man. 179 00:09:54,960 --> 00:09:58,080 Unknown: Yeah, I was in London the other day doing a seminar as 180 00:09:58,080 --> 00:10:01,860 I said to you, and I actually He went to one page, it was through 181 00:10:01,860 --> 00:10:04,050 one of the Warrior Forum specials. And I thought, Hey, 182 00:10:04,050 --> 00:10:07,050 this looks alright, I got to the guy's page. And it was awesome. 183 00:10:07,050 --> 00:10:09,810 It was a WordPress plugin kind of thing. And I was looking at 184 00:10:09,810 --> 00:10:12,480 it, I thought this was really good. You know what, there was 185 00:10:12,480 --> 00:10:18,390 not a buy button on the page. And I'm thinking, oh my gosh, 186 00:10:18,450 --> 00:10:21,510 and you know, sitting near cash in my hand will in Pay Pal ready 187 00:10:21,510 --> 00:10:25,350 to buy it. I'm thinking man, some people put so much time and 188 00:10:25,350 --> 00:10:28,080 effort into the copy time and effort into headline, the layout 189 00:10:28,080 --> 00:10:31,170 and the fancy sexy buttons, they forget to put the most important 190 00:10:31,170 --> 00:10:32,640 thing is boring now or opt in? 191 00:10:33,180 --> 00:10:35,880 Robert Plank: Oh, yeah. And it's funny, because even if all you 192 00:10:35,880 --> 00:10:39,240 had was a headline and a couple of bullet points, and a buy 193 00:10:39,240 --> 00:10:43,140 button, that's better than the most beautiful, most descriptive 194 00:10:43,140 --> 00:10:45,090 sales that are ever with no Buy button. 195 00:10:45,420 --> 00:10:48,390 Unknown: Yeah, well, I agree with you. And it's like, it's 196 00:10:48,390 --> 00:10:50,580 like, I've seen some of your stuff you put out there with 197 00:10:50,580 --> 00:10:54,090 their headline, bullet points, opt in, etc. And I know they 198 00:10:54,090 --> 00:10:57,810 convert because you've shown me and yet, I've seen these really, 199 00:10:57,810 --> 00:11:00,960 really long sales letter. And people say, Well, are they long? 200 00:11:01,140 --> 00:11:03,630 I think well, there's no to me. There's no such thing as long 201 00:11:03,630 --> 00:11:06,450 sales letters. But there are such thing as boring sales 202 00:11:06,450 --> 00:11:10,560 letters. I mean, copy to me words on a page to me should be 203 00:11:10,560 --> 00:11:14,220 like a ladies ladies skirt should be long enough to cover 204 00:11:14,220 --> 00:11:17,130 everything but short enough to be revealing. You have to figure 205 00:11:17,130 --> 00:11:20,760 out okay, how long should it be? How short should it be? What's 206 00:11:20,760 --> 00:11:24,210 my point? Am I solving the problem? And am I telling is 207 00:11:24,210 --> 00:11:27,000 there a call of action? Call to Action to tell the person 208 00:11:27,000 --> 00:11:30,360 Listen, go to the bottom filling your name filling this and go or 209 00:11:30,360 --> 00:11:33,090 go to the bottom by now you have to do what are you going to miss 210 00:11:33,090 --> 00:11:33,330 out? 211 00:11:33,870 --> 00:11:36,570 Robert Plank: Yep. And you got to have something up there to 212 00:11:36,570 --> 00:11:38,670 adjust it. You can adjust the net right? 213 00:11:39,060 --> 00:11:40,710 Unknown: No, definitely not. You have to. 214 00:11:41,220 --> 00:11:44,160 Robert Plank: So how the heck did you get from being a web 215 00:11:44,160 --> 00:11:47,100 designer to being this guy who speaks on all these stages 216 00:11:47,100 --> 00:11:47,850 around the world? 217 00:11:48,450 --> 00:11:53,100 Unknown: Abroad the promoters? In what way? No, I'm just 218 00:11:53,100 --> 00:11:53,460 joking. 219 00:11:55,260 --> 00:11:57,570 Robert Plank: Knowing you would believe it. Yeah. 220 00:11:57,600 --> 00:12:01,500 Unknown: Well, I told Brett McFaul who runs the world 221 00:12:01,500 --> 00:12:05,850 Internet Summit. I was working with Peter Sun marketing and 222 00:12:05,850 --> 00:12:08,490 Australian Peters, a big marketer in Australia. Well, 223 00:12:08,490 --> 00:12:10,530 he's all over the world. But anyway, I was working for him 224 00:12:10,530 --> 00:12:14,610 doing copywriting and I talked to Brett McFaul one day. And I 225 00:12:14,610 --> 00:12:17,250 didn't know but Brett was about to start the world Internet 226 00:12:17,250 --> 00:12:20,550 Summit with Ted Suber. And Tom ha. Anyway, I was on the phone 227 00:12:20,550 --> 00:12:23,460 to Brett. And he saw I've done this copy now what do you think 228 00:12:23,460 --> 00:12:25,890 of it and Brett's like a leading copywriter? And I said, Well, I 229 00:12:25,890 --> 00:12:29,820 don't know. I think it sucks. And that's, I got to meet Brett. 230 00:12:30,120 --> 00:12:33,090 And anyway, so I'm coming to Sydney soon. Nice. I wanted to 231 00:12:33,090 --> 00:12:36,090 come and visit me. And here's me telling the guy that term and 232 00:12:36,090 --> 00:12:38,850 1000s and 1000s of dollars, right and copy that his copy 233 00:12:38,850 --> 00:12:41,850 sucks. And really when I look back at it, it was just my ego 234 00:12:41,850 --> 00:12:46,050 talking. And I put out a product, I put out this little 235 00:12:46,050 --> 00:12:48,810 script that I got a guy to write for me called number one 236 00:12:48,810 --> 00:12:53,100 position which helped help people get into the search 237 00:12:53,100 --> 00:12:55,890 engines by having different key phrases all over the place. And 238 00:12:56,100 --> 00:12:58,530 it doesn't really work now anywhere near as much. But 239 00:12:58,890 --> 00:13:01,320 anyway, I showed Brett that and he said, right. That works 240 00:13:01,320 --> 00:13:04,380 really, really well. And I kept on begging him and begging him. 241 00:13:04,380 --> 00:13:06,930 I said, Man, I should show this at your upcoming world into IT 242 00:13:06,930 --> 00:13:09,810 Summit. He said No, Dave, we've got Armand Morin, we got all 243 00:13:09,810 --> 00:13:12,420 these really good people from overseas. I said, Yeah, but give 244 00:13:12,420 --> 00:13:15,270 me give me a break. Man. Let me let me do something. He said, 245 00:13:15,270 --> 00:13:17,610 No, no, no, no, we've got all these guys from America and they 246 00:13:17,610 --> 00:13:20,370 rocked the house, man. Yeah, you know, we don't need you. And I 247 00:13:20,370 --> 00:13:23,430 said, No, you do need me. That's the thing. So anyway, I must 248 00:13:23,430 --> 00:13:27,600 have told him 100 times. And so he gave me a guest spot in the 249 00:13:27,600 --> 00:13:31,170 lunch break. And I had 30 minutes and I end up going for I 250 00:13:31,170 --> 00:13:34,020 think it's 50 minutes or something like that. And I sold 251 00:13:34,020 --> 00:13:36,540 nearly all the crowd because I really happy and I think it was 252 00:13:36,540 --> 00:13:40,620 my nervous enthusiasm that got me over the line. Then Then he 253 00:13:40,620 --> 00:13:43,650 said to me when I was in the car park, he said, listen, when we 254 00:13:43,650 --> 00:13:47,070 have people in the audience talking to us about speakers, we 255 00:13:47,070 --> 00:13:50,460 need to kind of pull you aside and talk to you. And I said, Oh, 256 00:13:50,460 --> 00:13:54,840 no, he's my claim to fame gone. And he said, I say Okay, shoot, 257 00:13:54,840 --> 00:13:57,660 like you shoot from the hip, man. Just tell me what happened. 258 00:13:57,960 --> 00:14:01,680 He said, We had so many people talking to us. And he stopped 259 00:14:01,680 --> 00:14:04,170 like they're pregnant pause. And I said, Come on, man just told 260 00:14:04,170 --> 00:14:07,110 me. He said we had so many people talking to us about you. 261 00:14:08,130 --> 00:14:10,740 We'd like to invite you to Nashville, Tennessee to talk. 262 00:14:12,840 --> 00:14:17,370 And I said, Oh my gosh. And at the time, the only thing I can 263 00:14:17,370 --> 00:14:20,760 think of stupid me the only thing I could think of I turned 264 00:14:20,760 --> 00:14:24,750 around and said to Britt Can you help me with the airplane fare. 265 00:14:27,720 --> 00:14:30,840 And he's just big professional on stage and I'm in Britain and 266 00:14:30,840 --> 00:14:34,740 I'm quite sure we can help you dive. But the thing is, it just 267 00:14:34,740 --> 00:14:39,030 went from there. And I got on stage with like legendary guys 268 00:14:39,030 --> 00:14:42,570 like Carmen Morin and tetsubin Paul, colleague in Britain full 269 00:14:42,570 --> 00:14:46,080 time hire get on stage for these guys. And at first must be my 270 00:14:46,080 --> 00:14:49,050 first three or four seminars. I was telling them all I know this 271 00:14:49,050 --> 00:14:51,450 and you don't know this, but I look back at it now. And I'm 272 00:14:51,450 --> 00:14:54,870 thinking man, I don't even know how I lost my first few gigs. 273 00:14:55,410 --> 00:14:59,340 Right. So So I went from the web designer who was basically out 274 00:14:59,340 --> 00:15:02,610 of work to the Go out to around the world teaching people. And 275 00:15:02,670 --> 00:15:05,130 don't get me wrong when you're on those big stages, as you 276 00:15:05,130 --> 00:15:09,060 know, I mean, you really have to start researching big time 277 00:15:09,060 --> 00:15:11,730 finding out people's problems, getting the solution or 278 00:15:11,730 --> 00:15:14,400 otherwise the promoters get a solution, and it's someone to 279 00:15:14,400 --> 00:15:15,120 replace you. 280 00:15:16,080 --> 00:15:17,910 Robert Plank: Right. And that's something that you keep 281 00:15:18,480 --> 00:15:21,300 mentioning a couple of times on this call is that I mean, it's 282 00:15:21,300 --> 00:15:23,610 all about, you know, helping people and finding their 283 00:15:23,610 --> 00:15:26,340 solution. And I can't tell you how many sales letters or 284 00:15:26,340 --> 00:15:29,430 products I see where someone says, you know, hey, look at 285 00:15:29,430 --> 00:15:32,280 this WordPress plugin, I've gotta look at this SEO tool I've 286 00:15:32,280 --> 00:15:35,670 got, and I say, Well, you know, that's nice. But it doesn't 287 00:15:35,670 --> 00:15:38,670 excite me, it doesn't get me to the top 10 And Google or it 288 00:15:38,670 --> 00:15:42,780 doesn't, you know, get me, you know, all of this extra traffic. 289 00:15:42,780 --> 00:15:45,660 So you know, what, how can you solve my problem? And I'll pay 290 00:15:45,660 --> 00:15:46,200 attention? 291 00:15:46,650 --> 00:15:49,230 Unknown: Yeah, so you're looking for the, well, you're looking 292 00:15:49,230 --> 00:15:53,070 for the Why do I need it? What's in it for me? And the guy just 293 00:15:53,070 --> 00:15:56,220 hasn't convinced you or the lady hasn't convinced you? Because 294 00:15:56,490 --> 00:15:58,530 it's a nice sales letter. But that's about it. They haven't 295 00:15:58,530 --> 00:16:00,750 sold you on why it solves your problem. 296 00:16:01,050 --> 00:16:03,690 Robert Plank: Yeah, and a lot of them are just too close to, to 297 00:16:03,690 --> 00:16:06,030 the product. And I mean, and you made a good point, with the 298 00:16:06,030 --> 00:16:09,180 nervous enthusiasm. It's kind of like, I mean, you need both, you 299 00:16:09,180 --> 00:16:11,280 know, you know what I mean, you need to see it from their point 300 00:16:11,280 --> 00:16:14,100 of view, just to know that you're on the right track. But 301 00:16:14,100 --> 00:16:16,710 also, you need to, you need to have some kind of an ego because 302 00:16:16,710 --> 00:16:19,350 otherwise, you're just chickened out, and you go and cry in a 303 00:16:19,350 --> 00:16:21,270 corner and not even go on stage. 304 00:16:21,450 --> 00:16:23,790 Unknown: It's true. Well, it's like you when you came to 305 00:16:23,790 --> 00:16:26,910 Thailand, and you spoke at our event, I was thinking Robert 306 00:16:26,910 --> 00:16:29,760 Young wonder how he will go, because I know he's awesome on 307 00:16:29,760 --> 00:16:32,040 webinars and everything. And when you got in front of the, 308 00:16:32,580 --> 00:16:35,640 the audience, my audience, I mean, you're a natural, you and 309 00:16:35,640 --> 00:16:39,180 Lance are both natural, you're, I don't know, because you're in 310 00:16:39,180 --> 00:16:41,940 the industry, because you've actually talked to so many 311 00:16:41,940 --> 00:16:44,580 people because you do a lot of newbie stuff, because you've 312 00:16:44,580 --> 00:16:47,460 talked to so many people each and every day, hundreds and 313 00:16:47,460 --> 00:16:50,370 hundreds and hundreds of webinars after a wall. I mean, 314 00:16:50,430 --> 00:16:53,160 it doesn't matter if you're live in Thailand, and you and you 315 00:16:53,160 --> 00:16:56,100 live in the United States, etc. The world is so small, and we 316 00:16:56,130 --> 00:16:59,910 all seem to be encountering that everyone's got the same wants, 317 00:16:59,910 --> 00:17:03,210 desires, needs, etc. And I mean, I take my hat off to you, 318 00:17:03,210 --> 00:17:06,270 because you've gone awesome for your age. I mean, you're 319 00:17:06,270 --> 00:17:06,900 incredible. 320 00:17:07,650 --> 00:17:09,960 Robert Plank: I'm still not moving as fast as I want it to 321 00:17:09,960 --> 00:17:13,410 go. But But I mean, but that's kind of a good point is that? I 322 00:17:13,410 --> 00:17:16,200 mean? Sure. I mean, sure it is might be kind of scary to speak 323 00:17:16,200 --> 00:17:20,190 on stage, or you might not know your whole subject, well then 324 00:17:20,190 --> 00:17:23,130 run some webinars, if you do plan on speaking on stage, you 325 00:17:23,130 --> 00:17:26,100 know, run some webinars, teach a small group of people and just 326 00:17:26,100 --> 00:17:29,760 get your subject really down so that when, when it comes time 327 00:17:29,760 --> 00:17:32,850 to, you know, if you are presenting it, for example, like 328 00:17:32,850 --> 00:17:35,880 the world Internet Summit, or some other event, that we're 329 00:17:35,880 --> 00:17:37,530 having fun, you know what I mean? And I mean, 330 00:17:37,530 --> 00:17:41,130 Unknown: if you know, you know what made me very, very smug. 331 00:17:41,130 --> 00:17:43,320 I'm not trying to be full of myself on a search. You know, 332 00:17:43,320 --> 00:17:46,350 what made me really smart when it comes to answering questions. 333 00:17:46,560 --> 00:17:49,770 People say what, who was it was one of your mentors? Was it 334 00:17:49,770 --> 00:17:53,640 Armand was a Ted was it prepping for? No, it wasn't? You know, 335 00:17:53,640 --> 00:17:56,760 the funny thing and this is no suck up. That funny thing is my 336 00:17:56,760 --> 00:17:59,700 students because as you know, when you when Lance get on 337 00:17:59,700 --> 00:18:03,750 calls, and sometimes we think call it a stupid question, and 338 00:18:03,750 --> 00:18:08,070 yet that stupid question might be asked 10 times by different 339 00:18:08,070 --> 00:18:10,830 people. And after a while, you think, well, if it said once and 340 00:18:10,830 --> 00:18:14,190 stupid, that if it said 10 times, well, it's not stupid, 341 00:18:14,310 --> 00:18:17,190 and I have to include it in my course. So what I've come up 342 00:18:17,190 --> 00:18:20,400 with now, I know that I'm a lot smarter than a lot of guys who 343 00:18:20,400 --> 00:18:24,150 get on stage or do coaching, because my students have given 344 00:18:24,150 --> 00:18:26,820 me the ammunition to be able to go out there and help others. 345 00:18:27,270 --> 00:18:30,990 Oh, yeah. No, no, no, I know that with you. And Lance, 346 00:18:30,990 --> 00:18:33,930 because I see the same kind of thing. What's your niche? Who 347 00:18:33,930 --> 00:18:36,210 are your target? And what's the problem? How are you gonna solve 348 00:18:36,210 --> 00:18:38,760 it? What's your headline? What's your call to action, you're 349 00:18:38,760 --> 00:18:42,510 doing exactly the same thing. And yet, I see people starting 350 00:18:42,510 --> 00:18:45,900 each and every day, and I'm frustrated. Because I think to 351 00:18:45,900 --> 00:18:48,900 myself, Man, it's a proven formula, you solve a problem, 352 00:18:48,900 --> 00:18:52,560 you give them what they want, in a way that the it's unbelievably 353 00:18:52,560 --> 00:18:56,040 afford the best backup support, etc. And yet, they're not doing 354 00:18:56,040 --> 00:18:59,760 it. So why not? I don't know, probably because it's stupid, 355 00:18:59,760 --> 00:19:01,620 but it's really good for you and me, because we can get more 356 00:19:01,620 --> 00:19:02,250 sales. 357 00:19:02,549 --> 00:19:06,479 Robert Plank: Right. But I mean, that's such a good, good point. 358 00:19:06,479 --> 00:19:09,869 Because I mean, I've seen people like Arman's, you know, take out 359 00:19:09,869 --> 00:19:13,589 a flip chart and say, you know, go one person at a time and say, 360 00:19:13,649 --> 00:19:16,499 ask me a question, and he'll write down you know, 2030 361 00:19:16,499 --> 00:19:20,219 Questions like, what's an opt in page? How do I choose my 362 00:19:20,249 --> 00:19:22,829 keywords for Google? And at first when I saw that I was 363 00:19:22,829 --> 00:19:25,679 thinking man, like how does how does Armand not you know, pull 364 00:19:25,679 --> 00:19:28,439 his hair out by you know, hearing all these newbie 365 00:19:28,439 --> 00:19:32,789 questions, but I mean, the your biggest your biggest crowds, 366 00:19:32,789 --> 00:19:35,159 your newbies, so I mean, no matter what niche it is, whether 367 00:19:35,159 --> 00:19:37,799 you know, it's it's internet marketing, or it's golfing, or 368 00:19:37,799 --> 00:19:40,559 it's self help, or whatever, I mean, the the newbie questions I 369 00:19:40,559 --> 00:19:43,469 mean, that's going to be, you know, your products, your stage 370 00:19:44,009 --> 00:19:44,579 presentation. 371 00:19:44,579 --> 00:19:47,339 Unknown: Yeah. Sean children's John Childers, who basically 372 00:19:47,339 --> 00:19:49,649 taught Armand and taught a lot of other guys how to speak from 373 00:19:49,649 --> 00:19:52,709 the stage and, and he also helped me a lot. John Childers 374 00:19:52,709 --> 00:19:55,949 said, there's one thing no matter what industry, no matter 375 00:19:55,949 --> 00:20:00,449 what niche, that's the hardest thing. And I'm Sydney thinking, 376 00:20:00,539 --> 00:20:03,599 Oh, no, no. And he said, You know what is getting started. 377 00:20:03,809 --> 00:20:07,439 And that's where you Lance myself armored, etc, really 378 00:20:07,439 --> 00:20:10,079 pushed to people who aren't getting started so we can help 379 00:20:10,079 --> 00:20:13,649 solve the problem. So I think if we can solve problems if we can 380 00:20:13,649 --> 00:20:16,889 help people, and if we can help them in a way that they really 381 00:20:16,889 --> 00:20:20,279 truly know they need us. Well, I don't know. We've done a job, 382 00:20:20,279 --> 00:20:20,579 Robert. 383 00:20:21,180 --> 00:20:23,640 Robert Plank: Yep. And I think that I mean, it really can't be 384 00:20:23,640 --> 00:20:24,780 that simple, right? 385 00:20:25,500 --> 00:20:27,750 Unknown: Yeah, I don't think it's hard. But the main thing 386 00:20:27,750 --> 00:20:32,310 is, which I had to adjust, and I'll perfectly admitted to you 387 00:20:32,310 --> 00:20:36,480 here. When I first started, it was ego. And I thought I knew 388 00:20:36,480 --> 00:20:39,810 everything. And the thing is anyone listening to this call 389 00:20:39,810 --> 00:20:44,010 today or tonight or wherever? I think to myself, drop your ego, 390 00:20:44,010 --> 00:20:47,850 your ego ain't your Amigo, what you have to do is ask a 391 00:20:47,850 --> 00:20:52,410 question, shut up, listen, and truly listen with two ears and 392 00:20:52,410 --> 00:20:56,670 one mouth. And actually, if you don't know the answer, go and 393 00:20:56,670 --> 00:20:59,760 find it out, solve it and put it into your database or your 394 00:20:59,760 --> 00:21:04,320 frequently asked questions. And another thing which you and I 395 00:21:04,500 --> 00:21:09,780 shared ages ago, when people are writing their sales page, on the 396 00:21:09,780 --> 00:21:13,650 left hand side of the page, say a foolscap piece of paper, I 397 00:21:13,650 --> 00:21:17,280 write all the questions like you said, Armand does, personally 398 00:21:17,340 --> 00:21:20,550 and then on the right hand side, I'll solve them. I'll put it 399 00:21:20,550 --> 00:21:23,160 together. And instead of calling it a frequently asked questions, 400 00:21:23,160 --> 00:21:26,160 since page, I'll have it, it's my sales page. Because all the 401 00:21:26,160 --> 00:21:30,390 smoke screens, the objections, every single thing is actually, 402 00:21:30,450 --> 00:21:33,180 you know, put together on that page. And if I get any more 403 00:21:33,180 --> 00:21:36,330 through my support desk, I'll add them in as well. 404 00:21:37,020 --> 00:21:39,390 Robert Plank: Right. And so and that's really cool. Because that 405 00:21:39,390 --> 00:21:42,570 just comes down to now which questions am I going to going to 406 00:21:42,570 --> 00:21:45,750 ask first to make it all flow? But I mean, your your customers 407 00:21:45,750 --> 00:21:48,330 or your future customers have already written most of your 408 00:21:48,330 --> 00:21:49,410 sales copy for you. 409 00:21:49,710 --> 00:21:52,830 Unknown: Yeah, exactly. Exactly. And I noticed when you did a lot 410 00:21:52,830 --> 00:21:56,670 of your speed, copy that same kind of things. I mean, Robert 411 00:21:56,700 --> 00:21:59,490 might present a different a David and David might be 412 00:21:59,490 --> 00:22:02,190 different, a lance, etc. But at the end of the day, if it's 413 00:22:02,190 --> 00:22:05,070 working, if people are making money, people are solving 414 00:22:05,070 --> 00:22:07,770 people's problems and helping cetera doesn't matter, affiliate 415 00:22:07,770 --> 00:22:11,250 marketing, local business, whatever. Bottom line is, if the 416 00:22:11,250 --> 00:22:13,860 job is getting done, and people are happy and small and putting 417 00:22:13,860 --> 00:22:15,960 money in the bank, well, we've all done our job. 418 00:22:16,589 --> 00:22:20,069 Robert Plank: Yep. I can't put it any better myself. So 419 00:22:20,099 --> 00:22:23,249 Unknown: I mean, you can't and it looks good sign, alright, you 420 00:22:23,249 --> 00:22:23,429 know, 421 00:22:23,970 --> 00:22:28,710 Robert Plank: I've kept my ego down, but it's not my idea. So I 422 00:22:28,710 --> 00:22:32,850 guess I'm so anyone listening to this, I mean, you can have an 423 00:22:32,850 --> 00:22:35,880 ugly sight. And if you have a site that looks like crap, but 424 00:22:35,880 --> 00:22:39,240 actually collects opt ins, or actually has a buy button or 425 00:22:39,240 --> 00:22:42,960 actually gets sales, then you know, that's to start with, and 426 00:22:42,960 --> 00:22:45,930 you can improve it. And as long as it makes money, I mean, I 427 00:22:45,930 --> 00:22:49,800 mean, who really cares, right? So what David did was, he 428 00:22:49,800 --> 00:22:54,150 started out by just getting paid for doing something and by 429 00:22:54,150 --> 00:22:58,080 solving someone's problem, and you know, just repeating what 430 00:22:58,110 --> 00:23:01,380 worked for him. So he got started with doing web design, 431 00:23:01,380 --> 00:23:03,330 and did all kinds of stuff, and eventually got to the point 432 00:23:03,330 --> 00:23:06,090 where he had a piece of software. But his problem was 433 00:23:06,090 --> 00:23:09,330 that not enough people were able to look at the software. So he 434 00:23:09,330 --> 00:23:13,710 went out and, you know, spoke to one guy and did his best to get 435 00:23:13,710 --> 00:23:17,250 himself on stage almost didn't make it but you know, actually 436 00:23:17,310 --> 00:23:19,860 was able to get in front of the stage of, you know, all these 437 00:23:19,860 --> 00:23:23,160 people, all these strangers, demoed his software and one 438 00:23:23,160 --> 00:23:26,850 thing led to another. And I think that you guys out there, 439 00:23:26,850 --> 00:23:31,620 as long as you are figuring out what people need to get started, 440 00:23:31,620 --> 00:23:34,170 no matter what niche you're in, you know, what are their 441 00:23:34,170 --> 00:23:36,630 problems? What are their questions, what kinds of things 442 00:23:36,630 --> 00:23:40,950 keep coming up over and over again, that's what your product 443 00:23:40,950 --> 00:23:43,980 should be about, whether it's a membership site, or a book or a 444 00:23:43,980 --> 00:23:47,250 piece of software. And that's what you should use to write 445 00:23:47,250 --> 00:23:50,460 your sales letters. And I think I mean, that's, I think that's 446 00:23:50,460 --> 00:23:53,640 really what it all comes down to is that if you just keep if you 447 00:23:54,120 --> 00:23:56,490 just think you have a bunch of stuff to throw at people, well, 448 00:23:56,490 --> 00:23:58,680 that's not necessarily going to be what they need. But as long 449 00:23:58,680 --> 00:24:01,380 as you're answering their questions, if one person has 450 00:24:01,380 --> 00:24:04,710 this question, you can pretty much bet that 1020 100 people 451 00:24:04,710 --> 00:24:08,340 have the same question. And I mean, that the internet's big, 452 00:24:08,340 --> 00:24:11,340 but it's also kind of small, right? Because we can't always 453 00:24:11,340 --> 00:24:14,940 find people can easily find the solution to how do I get a 454 00:24:14,940 --> 00:24:18,630 domain name? How do I get a website, so you need to make 455 00:24:18,630 --> 00:24:22,140 something that you can pass her on over and over that way you 456 00:24:22,140 --> 00:24:24,840 don't like David's friend where they even had to call them on 457 00:24:24,840 --> 00:24:27,930 the phone 10 times a day, you could just make a product or 458 00:24:27,930 --> 00:24:30,270 have some kind of a coaching program where you can say, Here 459 00:24:30,270 --> 00:24:34,320 you go, here's how to do it. So David, if people want to know 460 00:24:34,320 --> 00:24:37,020 more about, you know what you're up to what you're doing, where 461 00:24:37,020 --> 00:24:37,710 should they go? 462 00:24:38,490 --> 00:24:40,620 Unknown: Yeah, the best thing for him to go to is getting 463 00:24:40,620 --> 00:24:43,830 started on the internet.com. Or they can go to David 464 00:24:43,830 --> 00:24:48,510 cabinet.com. And I'm starting up a brand new site in about two 465 00:24:48,510 --> 00:24:51,960 weeks time, which is going to be the best coaching program. And 466 00:24:51,960 --> 00:24:55,350 yet by all means, I'd love to get your people onto a call with 467 00:24:55,350 --> 00:24:58,440 you. And I'll even give them a special discount just to help 468 00:24:58,440 --> 00:25:01,710 them out because anyone is a friend of yours and lanters is 469 00:25:01,710 --> 00:25:04,470 friend of ours. So I mean, yeah, I'm more than happy to share 470 00:25:04,470 --> 00:25:05,730 anything. All right, 471 00:25:05,760 --> 00:25:08,160 Robert Plank: perfect. Let's do it and then same to you. So 472 00:25:08,160 --> 00:25:11,880 that's David kavanaugh.com. And then a little easier to spell 473 00:25:11,880 --> 00:25:15,810 getting started on the internet.com Thanks for being 474 00:25:15,810 --> 00:25:16,290 here, David. 475 00:25:16,950 --> 00:25:19,170 Unknown: And thank you very much for having me and I look forward 476 00:25:19,170 --> 00:25:22,500 to helping you and any of your students with any questions or 477 00:25:22,500 --> 00:25:25,260 answers they want. So thanks very much for having me aboard. 478 00:25:30,089 --> 00:25:33,419 Robert Plank: This is Robert plank from DF Why podcast.com 479 00:25:33,419 --> 00:25:37,169 forward Slash Free. Me and my team are super excited to jump 480 00:25:37,169 --> 00:25:41,009 into your podcast whether it already exists, whether it's 481 00:25:41,009 --> 00:25:44,339 brand new, whether it's just in the idea stage, set up a call 482 00:25:44,339 --> 00:25:47,189 and contact us today claim your free gift at Def Why 483 00:25:47,189 --> 00:25:50,819 podcast.com/free And we will see you there