When you see these notes from the internet marketing expert Eben Pagan and world famous master trainer Wyatt Woodsmall’s Advanced Learning and Teaching Seminar you’ll forever have the template for the perfect opening to a presentation

Hey You,

It’s Lewis a.k.a. Nerd #2.

If there’s one universal principle that has and will always ring true till the end of time when it comes to getting a group of people to anxiously anticipate what you’re about to teach them it’s that of making a “Big Entrance”.

And no, I don’t mean coming out on stage on a Harley or having pyrotechnics exploding all over or having half-naked chicks dancing on the stage and ending their choreographed dance in a way that allows you to walk in between them like this scene from Coming To America . . .

 

More likely than not, you’re not gonna have all of this at your disposal.

Unless you’re a mega-celebrity, you’re gonna walk out in front of a group (or be put in front of them online via webinar or on the phone line through a teleseminar) and all you’re gonna have is a microphone and the words you plan on speaking.

And the first words in the first 3 minutes that come out of your mouth set the tone for you either crushing this presentation and having people wanting to kiss your mother and father for having blessed the planet by smushing genitals with each other and creating you . . . or wishing they could be anywhere but in your annoying, boring, and rambling presence.

Who Are You?

I believe that if you’re still with me you’re a person who’s got a gift to share with an audience who feel like kids who are lost and are looking for answers – an audience who feels like this at heart…

 

A Great Somebody
by Adrienne Sealy Hardesty

I am a serious child
I am a serious child with serious goals.
My life is destined to be filled with positivity.

I am a worker.
If it takes hard work I will do it.

I am a clean somebody.
I know that if I lie down with hogs I can come up with mud
So, I will keep my mind, my body, and my character clean.

I am intelligent.
My brain is a storage place.
I will fill it to the brim with knowledge, and look forward with hope of what tomorrow will bring.

I am a child hero.
I don’t spend time wasting time because I know there is room at the top for me.

I am the GREATEST somebody there is.

Start LEADING me now, teacher.
Start GUIDING me now, teacher.
Start PRAISING me now, teacher.

AND you will see me rise to the highest heights.

. . . an audience looking for a stern but loving parent in you to plug into and take them to the promised land.

This is what I mean by making a “Big Entrance” is saying right off the bat what excites the six different.

So with this said, lets dive into the 4 Master Steps To Getting Your Audience’s Full & Excited Attention . . .

1st Step: Provide a Context

This needs to be both positive and negatively based.

You establish what your training is and isn’t. You want to provide a sexy context that reinforces to people why they’re there and get them excited about it all over again. You’re essentially reselling the seminar. Your first sale was getting them to buy a ticket but depending on how early you started marketing for your online or offline event, that may have been weeks ago, maybe even months.

That’s no good.

You want to get people re-lathered up for what’s in store for them. If you don’t do this you’re begging for them to be disappointed which not only leads to people gossiping negatively about you but to them also asking for their money back.

That’s no good. 

2nd Step: Set Up a Group Identity

One thing to keep in mind is that people learn by contrast – by what it isn’t vs. what it is.

Again, this is a call to sell the audience. This time though it’s your job to sell them on an identity they want to embody. So you’d say something like…

“I see before me a group of people who came here for all the corners of the planet – in some cases flying thousands of miles to be in this room because they wanted to be, do, and have more enlightened sex, because they knew that if they learned how to have enlightened sex, they’d experience ecstasy mere mortals know nothing about, because they knew that if they mastered the art of having enlightened sex their sex partners would worship them and be grateful to have them in their lives, because they knew that if they could have enlightened sex they’d never have to worry about being an inadequate lover ever again.”

You do your best to lay down a description of the person your audience wants to become. You want people to hear what you’re saying and be nodding their head with agreement and getting all wet thinking about what life is going to be like when they earn this identity by giving their full attention and action to making it reality.

Both this step and the first can be only a few sentences. It can be very quick but it’s very important to do these.

3rd Step: ONE OF THE GREATEST DISCOVERIES YOU WILL EVER MAKE – The Six Motives You Need To Harness

Motivation is simple.

People like to complicate it and write long ass books or courses about it but you’ve understood it at its essence your whole life.

1) Motivation revolves around two things: Carrots and Sticks

You motivate a donkey to move forward one of two ways. You dangle a carrot in front of its nose so that it chugs forward in pursuit of it or . . . you whip its ass cheeks so that it goes forward to get away from the sting because it doesn’t like feeling pain. Humans pretty much operate the same way.

We only do things for two reasons: To get something we want… or to move away from something we don’t want. So to motivate people you either give them carrots or give them something they don’t want.

And what Wyatt has found is that it’s approximately a 50/50 breakdown: Half the people are driven towards what they want and half the people are driven forward by avoiding get their ass kicked.

It’s hardwired in us to rail against using the motivation that’s the opposite of our favored style which is why we shut down when people try to motivate us using the one we don’t like.

“Move Towards” people are the Carrot People

Beating people who move towards what they want to achieve pisses them off and when this has been done to them, they lurk in the wait for the opportunity to even the score.

So these people don’t like to be beaten with sticks but they also don’t like to beat others with sticks and herein lies the problem.

“Move Away” people are the Stick People

The only thing that moves Stick People is by threatening them and beating them with something they want to avoid. And when you beat these people with the promises of doom and gloom, you have to be congruent and you’ve got to have compelling sticks.

Of course no one wants to admit being this way and that’s why it’s popular to attack this strategy and make this persuasion strategy wrong. Joe Vitale does this in his Hypnotic Writing book. It sounds nice, but you really want to pay attention to is the actions of the market – their behavior out in the wild – not their opinions.

You want a prime example of why you’d be dumb and naïve not to believe this?

The April 15th Tax Deadline.

Do you think if the government merely preferred that you pay by that day with zero stick being waved that smacks down the people who don’t comply, that everyone would just naturally fall in line?

HELL NO! They’d laugh at the government and call them a bunch of hippie liberal douches and tell them one of the three great lies, “The check is in the mail.”

There’d be approximately 50% less money coming in. I trust in that statement as much as I trust the fact that Tuesday comes after Monday.

People like to judge whether something is true or false based on how they feel about it. That’s not accurate thinking. That’s living in delusion.

This is why I error on what I see playing out in the world and the expert opinion of one of the preeminent authorities in the world on the topic of human motivation – Wyatt Woodsmall.

This is why it’s so important, if you’re working one-on-one with someone, to know if they’re a carrot or a stick person. If you use the wrong method, you aren’t going to get anything but resistance from them.

And if you’re working with an audience you need to weave in both of these elements into your presentation.

2. You’ve Got To Know What Kind Of Carrots and Sticks To Use

David McClelland is a Harvard psychologist and Wyatt calls him the leading expert in the world on motivation.

He believes people’s action comes from one of three motives: Power, Affiliation, and Achievement.

Power:

So what do “Power” people want? Control. Obedience. Domination.

And this Power can be used for both good and evil. Two examples: Hitler vs. Gandhi. Both of these men were driven by getting “Power” but used it towards two entirely different ends.

So there’s moving away from Power which manifests as moving away from being powerless – not wanting people to control you.

Affiliation:

Affiliation motivation is centered around getting the approval of others. The way this manifests in a moving away person is avoiding being dis-liked.

Achievement:

These people want to get things done. They’re task oriented. Accomplishments are priorities for them.

And the moving away motivation here is avoiding failure because there’s nothing worse than failing.

Wyatt gives the example of working with the Olympic divers and shows what behavior and beliefs arise in each of these types. I’ll tell the example from the stand point of a boxer.

One of the six motivations below is you. Which one will it be?

Power Fighters

Move Towards Power:

For these people there’s nothing more fulfilling than to see the refereeing stopping a fight because you’ve knocked your opponent out cold and to look down upon the glazed eyes of the person you’ve crushed, to see that look of dazed confusion and to realize that through your supreme will to win, conditioning, and dominant skills that you have defeated them. There’s no greater feeling than this. And you believe this person will never ever think to step to you again because you’ve embarrassed them in front of people they love and taken them down a notch and put them below you, at your feet, and you hope they stay there.

Move Away Power:

This all about being driven to do whatever you can to make sure no one defeats you because there would be nothing worse in the world to look up from the canvas to see some asshole standing on the ropes beating his chest playing to the crowd after he knocked you out and realize they beat you – how degrading, how humiliating. And you’ll do whatever it takes to make sure no one gets over on you like that because it’s unbearable, the thought of being defeated.

Power people are competing with other people and they’re driven towards winning. It’s all about defeating, dominating, and controlling. It’s you imposing your agenda on your world.

These people are junk yard dogs in boxing because they’re out to win at all costs. They’re the people that come at you like you stole something from their mom.

Achievement Fighters

Moving Towards Achievement:

These people don’t compete with the other fighters. They compete with themselves. They set goals, they train long, they train hard, they develop the skills. In boxing they take on the best opponents out there.

For these fighters, there’s no greater feeling than to set a goal (win or defend your title), to work hard, to plan, to discipline yourself, to do what it takes in order to get ready for the fight and to succeed in getting or defending your title belt.

You may finish dead last but you’ve won in your eyes if you’ve achieved your goal because winning isn’t about who won or lost; winning is how you do in respect to how you did in regards to the goal you set.

And if you happen to beat everyone else, that’s okay but that’s not what it’s about. It’s about achieving your goal

And because these people are more skilled, they may beat the “Power” driven fighter on any given day.

Moving Away From Achievement:

This kind of fighter feels there’s nothing worse than failure because you’ve got nobody to blame except for yourself.

You didn’t train hard enough, you didn’t plan well enough, you didn’t study your opponent hard enough, you didn’t fight hard enough, you set the goal but you failed to meet it. It’s your fault and all you can do is swear “Never again will you fail to meet your goal”.

You learned your lesson that you need plan better, you need to train harder, you need to fight harder because failure is the one thing in life that is completely unacceptable.

Affiliation Fighters

These are the athletes coaches usually have the hardest time dealing with.

Moving Towards Affiliation:

This fighter feels that there’s no greater feeling than to stand in the ring and to look out at the fans of the faces of the fans who’ve come to watch you fight. Once you’re fighting and you connect with a perfect punch combination that staggers your opponent you hear the greatest noise you could ever hear – the crowd roaring in excitement – and you know you’ve brought joy to the hearts of your fans. You get this acknowledgement that they appreciate your performance and you take it all in. And that love from the fans keeps you going back into the ring over and over and over again because bringing joy to the hearts of people is what life is all about and nothing else can match it.

Moving Away Affiliation:

This fighter is driven by the fact that no one likes a loser.

Here you fought this great fight but the audience applauded more for the other guy than they did you  and you realize fans are so fickle. They like me but they like the other guy better. No one is telling you how awesome you are, everyone is over there congratulating him. You’re alone, a loser, it’s terrible, nobody likes you. Your own momma doesn’t even like you. Your own dog doesn’t even like you.

Because these people are playing to the fans and the judges, they occasionally win and beat the power fighter who’s all about control or the achievement diver who lacks style and power.

Those Are The Six Motives

Now when you’re trying to motivate an audience that’s made up of all these people, you’ve got to simultaneously touch on each of these points rapidly in a short period of time.

For the sake of showing you how this strategy can work across the board for any kind of information you’re teaching, here’s an example of how someone speaking to a group of Alcoholics Anonymous newcomers (people who’ve recently given up drinking booze) could use this sequence for selling these six different types of people on the message inside the big blue book that holds within it the Blueprint for Living Sober and Happy and Fulfilled . . .

“Now there’s people out in the audience who know what life is all about. It’s about control. It’s about domination. It’s about influence. It’s about getting other people to do what you want them to do. And this book is going to give you the secrets for how to do that. Once you learn these secrets, you’ll be able to control anyone. Unlimited power awaits you.

Tragically, there are some of you her who don’t have control – you don’t have control over yourself, you don’t have control of other people. Other people are dominating you, controlling you, kicking sand in your face. Is that what you want? Do you want to go through life this way? If not, then you better get this book. Otherwise you’re destined to live a life of impotence.

There are some of you that are hard workers, high achievers, and you succeed in doing amazing things because you’ve learned the secrets to success. You’ve learned what it is to plan, to work hard to accomplish. And if you want to accomplish even more of that which you’re capable of, this book will tell you the secrets of how to do that. It will give you the keys that unlock the kingdom of success.

Tragically, there are some of you who are failures. You’ve failed at almost everything you’ve done. You fail in almost everything you try. You set out to do something and you fail miserably. You ARE miserable. You are a failure but do you want to go through your life as a failure? Do you want everyone to see you as a failure? Well, in that case, you’d better get this book because if you FAIL to get this book, then you’re going to FAIL at learning how to stop being a FAILURE.

Many of you in this room are here for one reason; you’re here because you care about other people because you’re one of the people who understand that the most important thing in the world is reaching out to the heart of another human being and lifting them up and empowering them, helping them, and assisting them. There’s no greater feeling in life. And once you do it with one person you would like to do it with more and more people because believe me the world needs empowerment and if that’s your true goal, then you need to read this book because it’s going to tell you how to do that; how to reach out to the hearts of others, how to motivate them, how to lift them up, and how to empower them and show them how to be popular, how to be liked, and how to let other people live in peace and harmony with each other.

Now some of you are losers. Nobody likes a loser. People don’t want to be around you. People avoid you. You’ve probably noticed that when you walk into a room, people either shudder, leave, or worse . . . they don’t even acknowledge your existence. When you’re walking down the street, people you know cross the street because they dread your company because you lack the interpersonal skills, the basic skills that allow you establish positive relationships. So you spend more and more time alone. You spend more and more time sitting in your room all by your lonesome. You’d love to go out and meet people. You’d love to reach out and connect with other people but when you reach out there’s nothing there because you don’t know how to establish relationships and connect with other people. Thank God this book is available.”

SOLD!!!

Now you probably aren’t trying to get people to stop drinking alcohol, but can’t you see how this sequence directly carries over to anything you could offer to a mixed breed group of people? Good! I thought you would.

Did you find yourself massively disagreeing with one and identifying with another? Well, you can now see how easy it is to turn off the majority of an audience when you only come from your preference.

When I came across this strategy, I was floored. I knew I had to share it with you. You should’ve heard the room going crazy applauding cheering on this section.

This is just one of those strategies that once it’s been rammed up against the common sense part of your mind, you wonder where the hell it’s been all your whole life.

Maybe you even think back to all the times you ever presented something to an audience and wished you would have this guideline handy then and reminisce on what could have been. Well, those days of only influencing 20% or so of the audience are DONE.

MAKE A BIG ENTRANCE ACTION STEP:

1) Context: Take a piece of content that you’d be teaching and take the context and start with the sentence that states what kind of training it is, and what it isn’t.

2) Identity: Next, set forth the identity for the audience to aspire to. “I see in front of me someone who wants …” and then describe what they want in terms of what you’re offering and what’s possible in sexy terms so they’ll be compelled to want to hear about it. And then tell what it’s not because we learn best by contrast.

3) Motives: Use the six motives and lay them out quickly like you see here. You don’t have to go long with this. You shouldn’t go long with it.

4) Connect: But the most important thing to focus on is connecting each motive to what you’re going to teach. You’ve got to tell them that what you’re teaching is the vehicle to them meeting that motive. Example, if they don’t learn the topic you’re teaching, they’re gonna be loser for the rest of their life and die alone. But if they do learn it, women are gonna be throwing their panties at them and men will want to hoist them onto their shoulders.

Err on the side of laying this on thick. Don’t pussy foot around with the consequences of not taking action. And do it fast because you’ve got 5 others groups you don’t want to lose.

You should be able to say this in less than 2 minutes.

The key sentence at the end is, “If you don’t want that and you want this, then you’ve got to pay really close attention to what you’re about to learn because that’s what’s going to help you avoid this and get this.”

Following this sequence should leave you with a group of pumped up students with alert focus. If this isn’t true for you, you dropped the ball somewhere in the sequence. Take responsibility for this and figure out where you went wrong and fix it.

What Did You Learn?

Remember that “LEARNING = BEHAVIOR CHANGE”.

This is the root of any exercise you take action on – figuring out how your behavior can change and setting up conditions that make this change inevitable.

We love to sit and theorize about concepts and principles we heard but that’s not what changes our life. What takes to quantum leap breakthrough experiences is hearing something and putting it into action and living life at the next higher result of doing so.

This theme has been beat up on since the very first hour of the seminar and this is session 13, I think the 3rd day of the event, and when asked to come up and give feedback about what they learned, people were still clinging to their tendencies to skirt around and avoid making decisions about actions they could take to make their life better and instead just sit there and blab about the realizations they had.

Eben won’t let them off the hook though. He made it mandatory that you note how your behavior was going to change as a result of hearing what they have – realizations they’ve come upon, or . . . how it already has changed and how this is going to continue to happen.

So an example of a learning you could walk away with from this session is, “I’m going to spend at least one hour preparing my ‘Six Motives’ for any piece of content I’m going to use to communicate.”

This is what I promise to do with each of my blog posts that I write. And yes, there’s a part of me that’s whimpering right now because I’ve “committed” myself to something rather than just continuing to fly by the seat of my pants.

If you have any questions or feedback based on todays topic, always feel free to leave it in the comments section below or in private in the orange “Feedback” tab you see to the right on this page or send me a private email.

Talk soon,

Lewis LaLanne a.k.a. Note Taking Nerd #2 a.k.a. L.L. Cool Nerd

PS. If you want to learn more on the topic of whipping your audience into a frenzy so that they’re open to the idea of opening their wallet for you, you definitely want to see these notes on the internet marketing expert Eben Pagan’s Live Conversion Summit by clicking here now <—–

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