Behind The Revenue

Chad Kodary (00:01.934)
What's going on everybody. We are on another episode of behind the webinar, uh, behind the webinar, behind the revenue, uh, webinar is going to be stuck in my head. Probably a topic that we'll talk about a lot, uh, during today's, uh, today's podcast. I have Ron Douglas on with me from webinar con Ron, uh, just to add a little bit of context to kind of who you are, what you do is quick elevator pitch. What is it that you do? Who do you serve? Um, and then we're just going to dive straight into it.

Ron Douglas (00:31.748)
Great, great. Well, thanks for having me on your show, first of all. And for purposes of today's call, we're gonna talk about WebinarCon, which is an educational seminar company. We throw the number one event for people that do webinars with their marketing, people that wanna learn about webinars, people that wanna do cross promotions related to webinars, they come to our event. We also have virtual events and we have masterminds and trainings and courses and things like that. So.

We're an educational seminar company related to the topic of webinars.

Chad Kodary (01:05.742)
Awesome. And you are, this is also with a NIC, right? And he's a NIC is, is involved in a webinar con. Yeah. Cool. Yep. He's going to be coming on here, I think next week. Um, so that should be a fun, uh, fun episode as well. So just once again, for context, what does webinar, is it just, if I own a business and I want to start doing webinars within my business, your events are the one to go to, right? To, to learn how to create webinars or.

Ron Douglas (01:10.796)
Yeah, Onyx, Onyx and Gal. Onyx and Gal, the legend, yeah.

Chad Kodary (01:34.51)
Do you maybe only work with people who are already doing webinars and kind of like optimizing them?

Ron Douglas (01:39.652)
Yeah, well, we're expanding the event this year for, well, it's always been for people that want to learn about webinars, but up until this year, it's just been mostly for people that already had webinars that were looking to do cross promotions and things like that. But we're expanding it to anyone that has a product or service, as an expert influencer or has a business that can benefit from webinars and wants to learn how to apply a webinar funnel to their business to get more leads to.

warm up those leads to make them ready to purchase, to demonstrate what they have to offer in an online short period of time within an hour or two, you can really build a bond with your audience, get them to know, like, and trust you and your products and get sales calls or convert sales right online. So that's what we specialize in helping people do. We also write webinars for businesses as well.

Chad Kodary (02:34.222)
Wow. What is your role in the company? Cause I think it's a couple of you guys, right? It's you, on Nick. And I think there's a couple of them. I think like three or four of you guys, right? And webinar con you and on it. Okay. And what's your role in the company? What do you actually like? What's your day to day? What do you do?

Ron Douglas (02:42.148)
Oh, right now it's just me and Onik. It's just me and Onik this year. Yeah.

Ron Douglas (02:50.5)
I'm more on the operations side, marketing and operations, I would say, is my role. I'm the co -owner of the company. So a little bit of marketing, some copywriting, operations, working with the team to get stuff done, the schedule and plan the events, things like that.

Chad Kodary (03:10.19)
Now do you do webinars as well? Are you the one jumping on doing live webinars?

Ron Douglas (03:12.708)
Yes, yes, I have a separate business where I do webinars, I promote webinars. So that's a whole separate conversation. But yeah, definitely. I've been doing webinars since 2010.

Chad Kodary (03:23.598)
So how do you like for somebody that just wants to do, cause I, you know, just also for some context for myself, I've been doing webinars for about six years now when we started, uh, DashClicks.

Um, we converted from, you know, having our agency to having like this software and fulfillment company for marketing agencies. So our goal was, well, how do we bring on new agencies? And then how do we get those agencies to know, like, and trust us? Um, and I started dabbling into the world of webinars. The first year we opened DashClicks, probably after about like four or five months. Um, I set a goal for myself and I was like, okay, I want to do one webinar a week and I want to do it for 52.

a week straight. So for one year, I want to just bang out one webinar a week. And I want to see if I can build momentum by doing like this weekly webinar thing with our audience. And this, believe it or not, this wasn't most people will do webinars to get new users. We were doing webinars for our existing users to try to get them to buy more stuff, right? Or things like that. Just get them to know, like entrust us more. Um, and I started doing that. And I remember the first webinar that I did, uh, there was like 10 people that showed up.

Um, and, uh, for those of you guys who've ever done webinars, you know, when you're in the room, especially I was doing them on zoom, right? So I couldn't see anyone. So just me in a room with 10 people and the chats open, um, it's uncomfortable at the beginning, right? Especially your first couple of webinars. Uh, and then as I started doing them, you know, fast forward six months to a year, we were getting about five to four to 500 people live on a webinar pretty much every single week. Right. And they were learning.

You know, different tactics on how to scale their agency and what tools to use and retention and all this, you know, this agency related topics that we were talking about for, for those people. Now, I don't know if things have changed. Um, I don't do webinars as much. In fact, um, the last webinar I did was actually two weeks ago and that was the first webinar I did on like eight months. So I, I, you know, it's, it became a production because I had to go into the studio and shoot a whole webinar, right. And create a slide decks if I needed to, right.

Chad Kodary (05:31.598)
It's very tough to do a webinar live webinar once a week. What, what do you see that's happening and trending right now in the webinar space for businesses or are they one, are they using webinars to try to primarily generate new leads in sales? Like maybe through like Facebook ads, you know, running traffic, Facebook ads to a landing page and running them through a webinar. Or do you see a lot of people doing webinars with their existing audience?

Ron Douglas (05:55.524)
Well, I see both really. I mean, well, the one thing I would say just piggybacking off what you said, your list and your followers will pretty much adapt to whatever you consistently do. Right? So you said you started with just 10 people on and before you know it, you had 500 people coming on. If you're consistently doing them, they're like, okay, that's what we're doing. Let's, you know, let's, I don't want to miss this because it seems like this is what he's focused on. So your list will adapt. I would say it's, um,

Chad Kodary (06:08.174)
Very true.

Ron Douglas (06:24.502)
Webinars are not easy to pull off, right? Not easy to pull off, but once you can do it successfully and do it properly, there's no better audience that you build from a webinar because you're actually on with them, right? So imagine, you know, you have a local business and then you go down to the community center and have a presentation and people come from the community and, you know, they're with you during that presentation, you know, once a month or something.

Those are your people now. Now they're coming in, they know you, they're coming into your shop. Well, it's similar with a webinar, right? You have these people on with you, with a live event, they get to know, like, and trust you. You answer their questions, you speak directly to them, you call their name, those becomes your people. Now you have a bond with those people. Now when you send an email to those people, they remember you, they know you. And even the people that don't attend the live webinar, the webinar, I like to say, becomes...

Chad Kodary (06:55.744)
Oh yeah, dude. Yeah.

Ron Douglas (07:20.74)
a decoy becomes a thing that, okay, I missed that. Now I wanna watch it on demand, right? Just like you miss your favorite show, but now you're like, you're aware of it and you're like, well, I gotta spend some time to go back and watch that. Cause I heard it was good or I heard, I didn't wanna miss it, but at least I have it on demand. So people will watch the replay. So it's a lot of times the webinars, the decoy for the people that wanted to watch it, but couldn't make the time.

but now they're eager to watch the replay. So the replay becomes a whole marketing sequence in of itself. So, you know, people are still running as the webinars is difficult though, because, you know, like the main thing is, you know, you could run, you could run what's called an evergreen webinar that plays just in time or plays every half an hour and people could watch it all day long. And it's like a simulated live. You could have people on their live.

Chad Kodary (07:53.132)
Yep. And the encores and all that stuff.

Ron Douglas (08:14.328)
answering the chat box and interacting with people, but you don't necessarily have to be on there. Just take your best presentation and then run it as an evergreen automated webinar. And then, you know, what's difficult these days though, is to get people to buy right on that webinar via cold traffic, right? So what a lot of people do is they get people to get on the phone. So they sell something, a higher ticket item, and they close people on the phone or use the webinar to get people to book an application. That's working still with.

Chad Kodary (08:31.022)
Very hard. Very hard.

Ron Douglas (08:44.068)
with paid traffic. The other thing with webinars, it doesn't have to be a front of the funnel, top of the funnel type thing. It could be, you know, you sell a lower ticket product or you have a VSL or have something you give away for free. And then you, those people use that, those people to put them on a separate, you know, webinar. And then that becomes a middle of the funnel type of thing. You can do that as well. You could also sell webinars, right? So you can sell.

a workshop where people actually pay a nominal fee upfront to get on the presentation with you. But then, you know, you want to add a little bit more content to it. You want to stretch it out a little longer, give them the money's worth. But it's really the same concept. It's just a webinar that people are paying to attend an online educational presentation. So there's many different ways you can take it, but it's still a super powerful tool to engage with an audience and bond with an audience. And then.

position what your big opportunity is that you're selling them and get them to see it and actually demonstrate like here's what the opportunity is, here's what our solution is, here's what our product can do and have that platform where you have their attention, you have a captive audience that you're marketing to, you're selling to online. So it's still super powerful, people are doing it. I mean, my buddy, Jason Flatlin, I think he holds the record now for...

product launches, right? And I think they did $54 million in webinar sales in one year, a couple of years ago with their product launch. And they just did a product launch where they had a bunch of JV partners promoting these webinars. And they came on live, knocked it out and had a record year for that launch.

Chad Kodary (10:10.286)
Yeah.

Chad Kodary (10:27.534)
Jason crushes it man. I actually just saw Jason recently at the traffic and conversions after party event in Vegas. Great guy.

and super, super smart. I've seen a lot of his trainings on webinars and implemented them and a lot of stuff that we're doing. Um, and I know you said, so I want to touch on one subject and dive a little bit deeper. I know you were talking about, uh, evergreen webinars, um, which is something that everybody always wants to, everybody wants to automate everything in life, right? Um, we're, we are, we do, um, we do it in a different way. And once again, I feel like we've taken the concept of webinars and we use it in a different approach. I don't know if it's the best way, but I know it works for us.

Like for us as an example, we tried a couple different things with webinars. We use webinar fuel to automate our webinars, right? You could use any software, there's tons of them, but that's just one that we fell on that works good for us.

We, right now, like we had an issue where demos, we would get a lot of, uh, incoming demos that are coming into our platform, right? They want to request a demo half hour, 45 minutes, show me how the software works. You know, uh, how does your process work? All that good stuff, right? We, what we ended up doing is I did a live webinar. Uh, it was a 45 minute webinar that I did, and I did it live showing people how our software platform works. Also when you're doing something live, it's so much better, especially when you're getting the recording of it.

because you're, you're, you're talking, you're, you're like talking with people versus talking to like by yourself in a room. It's like awkward. Right. So I always perform better when I have people, there's comments coming in, questions are being asked. There's like engagement happening. Right. Um, and then what we did was we, we took that demo and we put it into webinar fuel. And now we do on demand demos that people can watch at any time, or they can schedule a demo if they want. But we have about like 50, 60 % of our users.

Chad Kodary (12:19.854)
You know, they might not want to wait to speak to somebody until tomorrow or our next available booking date. So the watch our on -demand demo. And at the end of the on -demand demo, we have one of our packages that we sell, which is one of our lower ticket, you know, 997, uh, that comes with access to the software and some other goodies and courses and stuff that they get. Right. Uh, and we convert this is to, I would call this more of like warmer traffic. Cause these are people who are already on our website and are watching it or in the platform and are watching it. So it's definitely not cold.

but we're converting at like a 12 % on that. And that's a, that's a crazy, that's a super high conversion rate, but that once again, just for context, it's to a warm audience. We've tried running evergreens to cold. I personally could not crack the code on it. It was very difficult for me. We've done, uh, we actually believe it or not, that same exact webinar, we tried to run it to a cold audience with some different like landing pages and some more like.

Ron Douglas (12:52.94)
There you go.

Chad Kodary (13:16.95)
informational ads. So they're not just coming straight into like a random demo, right. And that didn't convert basically at all. We like ran a couple thousand dollars on it and we just, we stopped it. We couldn't, we couldn't get it to work. So evergreens are, are, are very hard. You said it, you said like webinars are very hard to like kind of crack the code for me. I've always had trouble cracking the code on the cold webinars. We crush it on hot, warm webinars, right? Cause even though going back to the beginning of this podcast where I said, like I was doing a webinar once a week,

We would sell things like we would immediately after the webinar, we would see a spike in sales. Even if I wasn't making any offers, a lot of it, like, think about it. If I'm doing a webinar every week for 52 weeks, how many times can I make an offer every single week to the same audience? Because those people kept coming on and that group kept building. Right. So it kind of becomes like salesy and cheesy and like, I didn't want to make an offer. So I would indirectly sell them like the vehicle that they would need to do this tactic. And that would be like one of the tools inside of DashClicks. Right. So I'm like,

Indirectly selling them the thing that they need in order to do that, to have that outcome. And you would see sales spike within 24 hours of me doing that webinar. Right? So I just use it in a different context. How have you been able to, or do you run cold webinars right now? Like your fate, like the traditional Facebook ads, the cold webinars, are you doing that in any of your businesses?

Ron Douglas (14:34.788)
Yeah, yeah, I run. So my model with one of my businesses is a little different. But what you said is really consistent with what I was saying about like, it doesn't have to be top of funnel, but it's still a powerful tool because you're getting like really good conversions and you know, for your warm audience. So it's just a matter of looking at the warm audience and say, what did I do to warm them up? You know, and then try to like, you know, do that again and get them on your webinar that way. But you know, so.

I'm more into Legion, right? So webinars are great for Legion and I'm more into building lists that are enamored with me, that know my story, that trust in my recommendations. So webinars are great for that. I still run automated webinars. I still run traffic to these automated webinars. I do.

Chad Kodary (15:24.94)
Is that primarily what you're doing? Is it automated? Like you're not, you're not, you do them obviously live one time recorder and then you'll automate them from there.

Ron Douglas (15:31.556)
Yeah, yeah, I still run automated webinars and I don't care if I don't turn a profit on day one or even, you know, month one, because I'm building these leads and after they go through my process, maybe they're not into my product, but you know, now I'm promoting other people's webinars. So I do a lot of cross promotions with different products and maybe they're into another product. So through the course of the year, I just look at how many leads I built, how much money I made from those leads and I look at how much each lead is worth to me and I'm...

Chad Kodary (15:49.486)
I see what you're saying. You're just trying to build a list.

Ron Douglas (16:01.156)
willing to pay, you know, as long as I can get the leads for less than that, I'm doing pretty good. So I'm not really concerned about like break even on the first day or first week or whatever. I just want those leads. Yeah. Yeah.

Chad Kodary (16:12.014)
That's a unique way to look at it for sure. You're and so as an example, let's just say one of your businesses that you're running, um, is it just, you're running straight up ads to a webinar opt in page and they watch a webinar.

Ron Douglas (16:23.95)
Yep, ask for a registration page to an automated webinar and then I follow up. So, you know, the webinar actually becomes, I like to say the webinar becomes a video sales letter during the replay sequence, right? So you can extend the replay sequence. Most people just have like a three, three day, five day replay sequence. You can extend that out. This is something I learned from Onyk as well as like...

He has this thing called extend the funnel. So you can extend that webinar sequence out. You could take the webinar, break it into three shorter videos. You could turn it into a PDF. You could, you know, take highlights from the webinar. You can get people from that, attended that webinar into a group, you know, get the people that bought the product, talking about how great it was in the group. And then the other people see that and want to buy the product. So there's a lot of different ways you could take it. Once you have those leads, you know, once you have that presentation that people feel like, okay, I want to see this. You could.

do different things with it, you can create a hybrid. So I do, you know, I create a sales page out of it. So I take the webinar replay, but also have a summary of everything that's in the webinar, kind of like a sales text copy below that webinar. So I create like a hybrid sales page from the webinar. So, I mean, it still works. I mean, you might not, you could, I mean, if it's really a numbers game, right? So if you have an offer that's like, you know, $2 ,000 and you can get it to sell directly.

online, you know, clicker order at the cart, then you could make the numbers work right up front. But if you have, you know, an offer probably like $1 ,000 to $1 ,500, it's a little bit more difficult to make those numbers work with the traffic that, it depends on what niche you're in too. You know, like.

Chad Kodary (18:03.502)
hard, dude. Yeah. Well, I see just like you said, traffic depends on like traffic costs in general are going up. At least I don't know for us to go like this. I think it's like a normal thing, right? Like for we run a lot of Facebook ads, Facebook in in IG. I remember, you know, when we we tried webinars back in the day, even in our agency, we would run webinars for some of our clients that we were working with, not necessarily for us, because we weren't we weren't really doing webinars.

Ron Douglas (18:17.348)
Right.

Chad Kodary (18:31.854)
But dude, I remember webinar cost being like two, $3 and opt -in and now it's, it's higher than that. It's like five, $10, $15, you know, depending on the verticals and the audience and all that stuff. Like, and people don't understand, like when, when I say webinar costs is like, I'm getting like 10, $15 and opt -in, but when you have a nine 97 product that you're trying to sell, like those numbers, if you have like a 2 % conversion rate on a cold, a cold webinar, like that's. That's not like those numbers are not going to work. They're not going to be profitable unless you're.

you're selling them like super higher ticket items on the back end, right after they buy that, that initial course or whatever the heck you're selling them for nine 97. So like,

Ron Douglas (19:09.764)
Yeah, you could reverse engineer the numbers based on what your lead costs are and how many people show up to your webinar. And, you know, so I mean, we could run an example of what it is. So I mean, if you have a 2 % conversion on a $1 ,000 product, that means for every 100 people you make in 2000. So how much does it cost? That's like, that's $20 a, you know, well, not everybody that registers is going to come on your webinar. Right. So you have to run the numbers to see what your...

Chad Kodary (19:32.11)
We'll show. Yeah.

Ron Douglas (19:36.526)
registration rate is, what your show rate is, and then you can reverse engineer to see if it's going to be profitable for you. But you also have to consider how many people, what percentage of people are going to buy. So if you have a 2 % right on the webinar, which is pretty good actually on cold traffic or a thousand dollar offer. You have to consider how many people are also going to buy on the replay sequence. Maybe you double that on the replay sequence. So, you know, maybe for every, you know, a hundred people you registered, you're making $4 ,000.

Chad Kodary (19:37.038)
Do you?

Chad Kodary (19:50.126)
For cold, it's not bad, yeah.

Ron Douglas (20:06.052)
when they go through the whole replay sequence. So it's just a numbers game, right? But my opinion is like, if you're not really concerned about, if you don't need the money to break even right then, then you could do pretty good knowing the long -term course of those leads, the long -term value of those leads and how it's gonna make you money and how you're acquiring customers and building your brand.

Chad Kodary (20:06.414)
So.

Chad Kodary (20:28.366)
So I have a couple of questions for you because these are fun topics for me. One, uh, um, what the, let's say some of the webinars that you're running and you see some of the people running inside of your guys's program. Are you doing, uh, on demand replay or on demand webinars or are they, you know, three times a day or once a week, like, or how are you doing? Cause that affects the show up rate like crazy, right? We've, we've played around with a bunch of different options. What do you think that works the best right now?

Ron Douglas (20:55.108)
Right, well with cold traffic and just running ads to it, we're doing evergreen automated webinars that run every 15 minutes. And that works. I mean, cause they get a opportunity to see it multiple times. So we'll do like just in time, like watch it now or watch it at noon Eastern or watch it at 8 p .m Eastern. So those would be like the three different options that we tested.

Chad Kodary (21:20.268)
Yeah, so you give like three different times or just in time.

Ron Douglas (21:23.204)
Yeah, we tested those three and they work pretty well. And you know, what's cool about, what's cool about webinar con and a lot of agencies actually go to webinar con to meet clients because those are some of the best clients. You know, these guys are spending money on webinars, they're running traffic there, you know, newbies don't tend to come to webinar con. It's like high level people. It's like the cream of the crop of the industry of people that run webinars. So, um, I forgot what I was going to say. So we were talking about, uh,

Chad Kodary (21:26.03)
What's like normal?

Ron Douglas (21:53.088)
See ya.

Chad Kodary (21:53.55)
Yeah, like show up rates. Like, let's just say, like, if you run that, like, uh, you're talking about having like a just in time and then like two or three other options, right? What's like normal show up rate that you would be okay with on a cold webinar? What's kind of like you shoot for? Yeah. Like just in time.

Ron Douglas (22:06.66)
On a Never Go Just In Time webinar, I mean, you can get 50, 60 % of them to show up, because it's like happening right there. The challenge is to get them to stay until the offer, right? So you have to.

Chad Kodary (22:19.182)
And how long are your webinars usually like one, two hours?

Ron Douglas (22:22.532)
It's about, so I get to the pitch within 45 minutes and then I have like a Q and A, so it might go an hour and a half, two hours, but with cold traffic and with evergreen webinars, I like to get to the point. I actually tell them upfront that there's an offer. One of the things I do, and this is like an insider, I remember what I was gonna say, I'll go back to it. One of the things I do, and this is like one of the insider secrets that I use is, so for my offer, I have a coupon code.

Chad Kodary (22:40.)
Really?

Ron Douglas (22:51.108)
And I give them the coupon code within the first 10 minutes. And I'm like, I'm gonna show you how to use this coupon code, but I wanted to make a great offer because I appreciate you guys coming on my presentation. This offer, this coupon code is good for the rest of the night, whatever it might be. And I give it to them, here's the coupon code, jot this down. So now they have this coupon code in their pocket and they're like, okay, what am I supposed to do with this? So they're like, eager to use it, right?

It's like, you know, like my wife loves coupon codes, right? I mean, Macy's every week they send me, yeah, everybody, right? And it's like, when you have it, even if you weren't intending on spending money, you kind of are trained to like want to use it. Like I have this discount, this is a deal. So that's what I do. And it kind of helps to lock people in to, and helps them to, when they see the offer, they're expecting it. They're looking forward to seeing what it is and not like surprised by it. And not like saying, oh, you're just trying to.

Chad Kodary (23:26.254)
Who does it? Everybody, yeah. Everybody likes to save money.

Ron Douglas (23:49.644)
sell me something, this wasn't about like the free thing or whatever. So that works. And the thing I was gonna say is, so a place like WebinarCon is a place where people go to share these type of ideas. And a lot of the value comes just from interacting with the people that are there at the bar and whatnot and learning little tips like this that could change your funnel. I mean, if you could get a webinar, a recorded presentation to start bringing in leads profitably.

and you're able to scale that. That's how Onyk, you're talking about having Onyk on your show. I'm sure he'll talk about, I know he wants to talk about compliance, but I'm sure he'll talk about webinars if you ask him. That's how he was able to scale so big, by having that set up, having an evergreen webinar, running traffic to it. Once you have that, it's like being able to print money, right? So it just takes a little bit of time to tweak it, you know, a little bit of time and money to invest in and test it. But once you have it, it's just gold. So.

Chad Kodary (24:25.646)
Yeah, he's...

Chad Kodary (24:46.222)
it first of all uh... i agree with you thousand percent uh...

I want to get back into the game of doing cold webinars, uh, just running traffic. I do like what you said, because I think us as marketers and maybe we need to change our perspective on things, but you said that you're not looking for that, like initial, like immediate return, right? You're doing it for the long run and you just like at the end of the year, dude, it's like, did I fucking make money doing this or did I not? Right? Like what's the deal here? Right. Um, I like that because I, I, it's funny because I had a conversation. This is a, I think a perfect example to show of this.

I had a conversation with an awesome lady this morning who's been following DashClicks for four years, but she has not used this yet. She's been using like another, uh, one of our competitors basically for four. And she's got a big agency, a pretty decent size agency. It'd be a good account for us. Right. But she hasn't used DashClicks for four years. And then four years later, she realizes that, you know,

I don't think we saw like an email blast or like we had like a new feature that came, whatever happened, it triggered this person to become now a buyer. Right. And that person was on our list for four years. And that got me thinking this morning and it relates to what you're saying is like, dude, you just lead to like build these lists because not everybody purchases immediately. A lot of people might want to just be in your world for a couple of months and see what you're all about before that trust, like whatever you want to call that gate goes down for them. And they're like, okay, like,

This is a cool dude. Like I believe in his vision. I believe in his company. Like the software is awesome is his education is great. Like, let me just now it's time to whip my credit card out and make that initial purchase and really jump deeper into his world. So for you, like you're, you're building that list, right? And what are you, what are, what are some of the things talk, talk to me about the back? Cause you obviously, if you're building a list, you have to be doing some stuff on the backend to be able to sell these people. Are you just as like everybody hitting your list is you just there.

Chad Kodary (26:43.18)
Are you doing like daily emails or you, do you have a setter that's reaching out to them? Are you sending them text messages, voice drops? Like what are you actually doing on the backend to like keep your list warm and engaged and all that stuff.

Ron Douglas (26:55.94)
Right, well we send consistent, frequent emails. We do...

Chad Kodary (27:00.814)
How frequently, by the way, because I know there's, there's a whole topic of like, should I email too much? And then you have like the grand Cardone's of the world where it's like, dude, I'm hitting my email. It's like 10 times a day. Cause if they're not buying, they ain't going to buy anyways. Right? Like there's so much controversial topics about how frequently you should email your list. What do you, what do you do?

Ron Douglas (27:21.54)
Yeah, well, I will say I aim to do every day. And during periods of my life when I was super motivated, I would do every day. Right now I'm in the process of bringing on somebody that's gonna be my, I'm gonna train them on the email side. When I have a promotion going on, it's every day, sometimes twice a day. I mean, with webinars, there's a kind of built in expected type of thing. Like, oh, you missed the webinar, here's the replay.

And then you could take, what I like about webinars too is you could take content from the webinars and feature those in the email. So you're not just hitting them like, ah, watch the replay, watch the replay. You can say, hey, here's what one of the main things we covered in this webinar. Here's what it's like. There's kind of summarized it in the email to give some value and then say, hey, if you want to watch the whole thing, go watch the replay. So you can use each item or each topic or Q and A's or.

or case studies of different things from that webinar as content to justify mailing every day, especially when you have a deadline coming up for them to watch the replay. So with that.

Chad Kodary (28:28.014)
How long is that usually like your replay sequence? How long do you said that you leave it open for? Is it 10 days? Yeah, that's usually.

Ron Douglas (28:33.252)
I like to leave it open for 10 days. So I like to, the first five days is one deadline. I have another deadline after that for five other days. And you could remove bonuses. You can do different things, but you wanna, I like to have at least two deadlines in the sequence. And so I also, another thing we do is we have coaching as well. So we have a product, $1 product, and we have coaching on the back of that. So everybody that buys the product,

gets a strategy call and then we offer, hey, if you wanna work with us one -on -one, we can coach you and then I have outsourced the coaching to a couple of different sources that do the coaching. So that's another kind of higher end, higher ticket item that helps us make the numbers work long -term. And the other way we monetize it is, as I mentioned, we do cross promotions. So within a 10 day, 15 day sequence, if people haven't bought...

my product, then we start moving them onto other webinars. And we tend to do webinars a couple of times a month, and we'll put people on those webinars to maybe they like somebody else's product. Maybe they wanna buy that. Maybe that hits home with them. But what I like about what you said about the lady four years later, man, you were able to capture that lady's attention for four years. She's opening your emails four years later. So it just shows you the value of an email list, right? It's like, you never know when people are gonna buy.

Chad Kodary (29:39.47)
live.

Chad Kodary (29:51.886)
Four years, dude, that's crazy.

Ron Douglas (29:58.756)
but you get so many people on your list, people are buying all the time. You know, might've been somebody from three years ago, two years ago, a year ago, a month ago, but somebody's always buying from that pool of people because you're constantly adding new people to it. So it kind of builds on itself.

Chad Kodary (30:13.134)
Is your list, is it primarily business owners? Is that who you have on your list? Cause like for us, it's 100 % marketing agencies, right? So like we know when we're, you know, when we're dishing out these content or products or cross promos, like we know obviously like, okay, this product will work perfect for marketing agencies. We can push it out, right? We're not going to start selling like bicycles to like marketing agencies, right? So like, is that what your list is? You just have a list of business owners and you know, like what products just.

these people will eat up basically.

Ron Douglas (30:43.332)
Yeah, yeah, I have a few different lists. I mean, one of the lists is the webinar con list. Those are high level online marketers, agency owners, business owners that are interested in webinar tactics. And I have another list. Those are people that are professionals that are just looking to either supplement their income online or leave their jobs and find a way to monetize their knowledge or do something online that makes sense, build their own email list, different things like that. So those are two separate lists. One is more.

make money online, biz -op, the other one is more, yeah.

Chad Kodary (31:14.734)
Yeah. We're kind of like the new BB a bit up. Very cool. And you just, and you said you send out an email a day. You try to, if you can, and this email a day is just going out to everybody. I'm assuming that are outside of like a 10 day window of you, you know, them being in a webinar or something like that. You just, you have a daily email list that's going out or daily email blasts.

Ron Douglas (31:35.172)
Yeah, well, those two different, those are two different groups. So for the webinar con folks, I don't really send a email every day. You know, usually when we have a promotion or have something cool to share, I'm not really trying to hit them with, you know, offers all the time. I'm just really trying to get them to come back to our event or come to our virtual events. So with the other, the other lists, yeah, once they go through the sequence, we want to email them every day, but it's a two separate lists. Right. So those guys get. Yeah.

Chad Kodary (31:48.462)
Yeah.

Chad Kodary (32:01.614)
Yep. For the, let, let's say for like the, the, the bizop list that you have, the ones that you do email every day, are you physically sitting down every day and writing an email or do you, have you like written 365 emails that you just have like on autopilot and just kind of doing its thing.

Ron Douglas (32:18.436)
I have a collection of emails that I've written over the years. I've been writing emails for a long time. So sometimes if I'm inspired to write something new, I'll write something new. If there's something going on in my life that I wanna share for some milestone that I've achieved or some new case study, new success story I wanna talk about, I'll write the email myself. Other times I could just take emails. Sometimes I just say, here's a...

Chad Kodary (32:24.59)
I'm sure.

Ron Douglas (32:45.764)
the top 10 ways to do X, Y, Z. And I could use AI to write that email, right? I just put my own intro, put my own conclusion, and then have the list of things with their description and different things. I could just grab that right from AI. My wife helps out with writing emails. So we have a bunch of different publications, right? We have one in the cooking space that my wife handles. And that goes out three, four times a week with recipes and stuff like that. We have a PLR.

lists where we sell private label products and whatnot. And we talk about different, we promote other people's affiliate offers, private label offers and things like that. So, so always emails going out. I don't always write them myself, but I'm pretty good at writing them. And I haven't fully replaced myself in the business yet, but it's something I enjoy doing, right? If I mean my ideal life is just to have that webinar running, running traffic to it, building my list. And then just.

Chad Kodary (33:17.998)
label stuff.

Ron Douglas (33:44.548)
send one email out a day and then go play with my kids or go have ice cream, you know what mean? Like go to the movies, yeah.

Chad Kodary (33:47.502)
sales come in. That's a dream dude. Yeah. A hundred percent. I think one of the things that I'm trying to do this year is how do I, how do I take more of my time working in the business kind of out and just be focusing on top level stuff. And like you said, like go play with my kids, go have fun. Like I don't need to be involved in, in doing the day to day. Um, so much.

So I want to go to I want to go to webinar con really quick. And by the way, for those of you guys who are thinking of attending webinar car, actually webinar con, I actually attended webinar con. It was a virtual version that you guys did a couple of years ago.

Um, and it was awesome, dude. I think it was right around the era. Like I told you when I was starting to like really just try to play around with webinars and, um, I was, I think it was like two or three years into webinars. And, you know, for those of you guys who are doing webinars, webinars take some time to get dialed in. It's almost like this, like, I don't know. It's just, there's so there's all these like metrics and numbers and like all of these things, like you're saying for like, if the numbers work, right? Well, there's a lot of numbers that you need to learn and you need to make the, make sure that that all from a top level view is working.

perfectly, right? In order to make your offer. Yeah, 100%. 100%.

Ron Douglas (34:57.06)
But that's with anything else too, right? If it's VSL, you gotta know your numbers and look at the video statues like a Wistia or something to see when people are dropping off and exiting the page and opt -in rates to watch. It's all type of applications after they watch your thing or conversion rates. It's pretty much the same, right? It's like, it's just a matter of having a good presentation, right? A good presentation around a topic, around something that people wanna know about.

around a problem that they're desperate to solve or some type of goal that they have, and then crafting a presentation that is about them and resonates with them. And whether you're doing a webinar or VSL or whether you're doing YouTube live or whatever it might be, it's the same thing. It's just being able to talk to people in a way that gets your message across and captures their attention.

Chad Kodary (35:50.798)
some of these big players in the webinar space that are, you know, we're talking about having thousands of people live on a webinar, you know, you're doing big numbers. Like is there, is there like a secret sauce to this thing? Like how do you get 10 ,000 people or even a thousand, 5 ,000 people on a webinar and are they doing this live or are they legit? Like just sending them to the repo or not the replays, but an evergreen version.

Ron Douglas (36:13.284)
just, either you're spending a lot of money on traffic or you're having a bunch of people promote your webinar to have an audience. It's just a number -rich game, right? It's just a matter of, you know, tapping into audiences that are large enough to enable you to justify that, that it's just like anything else, right? It's just like, you know, if you were throwing an event at Madison Square Garden, how do you, you know, pack the stage? You got to promote it. You got to get the word out. You got to reach enough people and you know, by reaching enough people, you'll have enough people to be able to pack that event. So.

Yeah, it's people doing webinar launches. I mean, I feel somebody like Tony Robbins or somebody, you have those audiences already. And it's just a matter of reaching out. If you're somebody that just runs a ton of traffic and you want to spend a lot of money on getting those people to all show up at the same time, you know that 30 % of the people that register are actually going to show up. So it's just reverse engineer that you want to get a thousand people or 10 ,000 people to show up. You need to get 30 ,000 people registered, whatever it might be. So.

Chad Kodary (36:43.342)
How do I get?

Chad Kodary (36:49.774)
They're there already.

Ron Douglas (37:12.676)
It's just a matter of knowing how many people are gonna show up and reaching out to the number of people to justify making those numbers work.

Chad Kodary (37:22.862)
One other thing that I'm interested in is, uh, you're, you, you, I know you said a couple of times, like cross promoting, right? So if somebody like myself, if I want to get other people to either one, uh, cohost a webinar with me or like, how does that whole process even work? Are you like, when you do that, are you jumping on the webinar with me? And we're like, cohosting it. I'm just kind of going through the presentation and pitching at the end. And you're like, you know, you're with me kind of the whole time, or how does that, you know, what's like the process.

Ron Douglas (37:46.724)
Right. That's a good question. And being in the industry, doing this stuff so long, I kind of assume people know certain things, but that's a really good question. So, I mean, it's, if you have a product, software, whatever it might be, you have what's called an affiliate program. Do you guys have an affiliate program? Okay. 40 % recurring. That's, you know, that's generous. So you find affiliates that have your audience that want to make that.

Chad Kodary (38:00.334)
Yeah, let's say DashLix. Let's use it as an example. We do. Yeah, we have 40 % affiliate recurring for life.

Ron Douglas (38:14.756)
40 % recurring on your software and then say, hey, you know, notice you have this offer, you have this audience, would you mind if I do a presentation for your audience? By the way, you know, we pay, we have this recurring offer that pays 40 % for life and your audience would appreciate this presentation. It's a good fit for you guys. I mean, that's what people do when they come to WebinarCon, right? They say, I had this thing and it's good to know your numbers too, right? It's like, I know for every...

100 people to get on, I'm gonna get, with warm traffic that you endorsed, I'm probably gonna get 5 % of them or 10 % of them to buy or whatever it might be. So knowing those numbers, it makes it attractive for people to say, okay, sure, I'll promote this webinar. So the way it typically works is, the way it works with me is, I run webinars all the time. So I have my own go -to webinar account, I have my own Zoom account. So I'll host your webinar and I'll bring you on to my platform.

And I'll introduce you and I'll even recommend the product. And then I'll just, you do your presentation and then I'm on there typically with you. If it's a live webinar and you know, a certain point you make your offer, I come in and I say, Hey, this is a great offer. I've seen this product. I've seen the results. It works. I recommend you guys getting it. And then, you know, you make yourselves and then I'll run my replay sequence or I'll run your, you know, I'll run a replay sequence for your offer that we just promoted.

and we'll have a whole marketing campaign. So that's typically how it works. Another way it works these days is say if I'm promoting your webinar, maybe you have a recorded presentation. So a lot of times what people will do is they'll record an intro, add it to the front of your presentation, and then we'll just run that as a simulated live webinar. You don't have to lie to people and say it's live, but if people ask you, you'll have somebody on the chat.

Chad Kodary (40:00.654)
Mm.

Chad Kodary (40:08.426)
Not yet.

Ron Douglas (40:11.876)
answering the questions like, we're here with you live, what can I help you with? You know, that type of deal. And then you can run it that way. I mean, a lot of my presentations are like that kind of pre -recorded. Yeah, it works. It definitely works.

Chad Kodary (40:20.334)
That's what we do for the whole demo thing. I told you it's a prerecorded demo. That one. And then how many people like, like when you run these, these, you know, these, uh, kind of paid like a affiliate endorsement or whatever you want to call them. Um, how many people usually show up to one of your live webinars? Like, let's say I wanted to do this with you. How many people would, if you wanted to do it as well, uh, how many people do you usually get on alive?

Ron Douglas (40:46.596)
I mean, I could get 200, 250 people on live. I'm doing webinars, you know, twice a month, right? So a lot of times these days with my lists, because they're so accustomed to getting the replay that, you know, you'll get thousands of people watching it on a replay. So like I mentioned, sometimes the webinar is a decoy, right? So it depends on how hard I wanna push it. If I wanna incentivize it, like, hey, we're giving these free gifts or free bonuses for attending the webinar.

Chad Kodary (41:00.366)
They don't show up to live, yeah. Yep.

Ron Douglas (41:15.236)
If, um, you know, I really get behind it and just go all out and this is the next big thing, but you can't really do that too much, right? Because you start to lose credibility. If the next big thing is happening every two weeks, you know, so yeah, I mean, the other, the other thing I was going to say is like, um, logistically with the webinars being, I have my own platform. I tend to run the webinars to my platform and I control the registration page, but there's people that will let you.

Chad Kodary (41:28.974)
Yeah, that makes sense. I think Dashlex just is a shameless...

Ron Douglas (41:42.114)
you know, affiliates that will let you control the registration page, collect the leads yourself, and they'll just promote to your registration page and on your webinar platform. And you could run it like that. And sometimes they'll come on and do an intro or sometimes they'll just be like, you know, I just want to run traffic to this and let you do your thing. So.

Chad Kodary (41:49.262)
Yep, that hit the list.

Chad Kodary (42:00.558)
Yeah, a lot of times we've, we've done that a couple of times with affiliates where they just, they'll do an email blast or sun traffic or whatever it is. Um, I like the first way better because it's more like I'm the one hosting the web. Like it's not me physically, like you were the one hosting the webinar and it's me like coming on and also just, you know, just teaching for a little bit. And, uh, it's like that endorsement feels like a little bit more natural versus like, Hey, go check this out. Here's the link. Right. A hundred percent.

Ron Douglas (42:23.588)
Yeah, that definitely converts better to do it that way. Yeah.

Chad Kodary (42:29.23)
I as a shameless plug here while we're live on the podcast, I think dash leaks would be a good offer for that biz op list. Maybe we should talk after. I think it might be an opportunity.

Ron Douglas (42:39.202)
Yeah, you can check it out.

Chad Kodary (42:41.58)
All right. So I know we're, we're getting to the end here. Is there, you know, is there any place, uh, that Ron, if they want to get in touch with you, I know you're probably going to say webinar con, right? Uh, where, where is a good place? Tell them what, what website, if they, I'm sure people are going to be all hyped up about webinars after this, where do they go? What do they do?

Ron Douglas (42:53.092)
Yeah.

Ron Douglas (42:59.716)
Yeah, yeah, definitely. Webinarkon .com, right? Con .com, Webinarkon .com. Or we have a group on Facebook called Webinar Marketing Group you can join. If you wanna learn about just making money online and stuff like that, you can go to rondouglas .com and sign up for my emails there. And that's it. I mean, our next event is gonna be in -person event. It's gonna be at the Ritz Carlton in Orlando, November 11th through the 13th.

Chad Kodary (43:21.102)
Awesome.

Chad Kodary (43:26.446)
Really?

Okay, I'm in South Florida, I might have to actually come. So that would be good. All right.

Ron Douglas (43:31.972)
Yeah, yeah, you gotta come through, man. Yeah, it was a blast last year, man. We had a good turnout, some really good people there. That was the first time doing it in Orlando. Prior to that, it was in Austin. So we had such a great time in Orlando. We're coming back. Great resort. What was crazy is like, Ritz Carlton is typically like $1 ,000 a night, but our group rate for people that joined WebinarCon last year, I think it was 269 a night. And this year, I believe it's like 300 and change. So.

Chad Kodary (43:44.748)
Alright man.

Chad Kodary (43:59.406)
How many days is the webinar on?

Ron Douglas (44:02.532)
It's the three day, it's a three day event. So yeah, 11th through the 13th.

Chad Kodary (44:05.558)
Wow.

Love it, dude. Well, I'll be out there. So if you want to hang out with me, come out there, whoever's watching. All right, Ron, thank you so much, brother. We appreciate you. Webinarcon .com. If you want more information on how to join the next webinar event coming out here in shortly in November. And we appreciate you, brother. And we'll see you on the next run. All right, man. Have a good one.

Ron Douglas (44:27.492)
Thanks so much.