Graham Cochrane (00:03.392)
If you travel for work, podcasts, speaking, masterminds, networking, you're probably doing it wrong. Most entrepreneurs are traveling for free when every trip could be a profit center. Case in point, I made $90,000 in three hours on a trip to Vegas that had nothing to do with selling. And today, I'm gonna show you the simple framework behind it so you can turn any trip, meet up,
or event into a revenue generating opportunity without adding more work, being salesy, or building another funnel.
Graham Cochrane (01:12.494)
So a couple of months ago, I was out in Las Vegas for a couple of podcasts. I was invited on Ryan Pineda's podcast and Omar El-Takrori's podcast and I was able to sync them up to be on the same day, because I'm like, hey, I don't live anywhere near Vegas, so if I'm gonna come out there, let's bang them out in one day. So that was a miracle in and of itself. But I knew I was going to be flying all the way across the country, I live in Florida, to Las Vegas.
just to do two podcasts with two amazing people that could potentially grow my business because they have big audiences, but there's never a guarantee. And even if it does grow my business, I know I'm gonna have to be away from the family and spend time away from my business and pay to fly there and stay in a hotel and eat some food. I don't wanna lose money on this deal. It just was killing me to think about flying out there and actually having to pay to be out there.
I want to get paid for my time. And so I was thinking back to something that I heard Myron Golden talk about years ago, which is having an anyway offer, meaning I'm going to be in Las Vegas anyway. So why don't I create an offer out of this? Why don't I create a profit center out of this expense? Why don't I create an opportunity to make money, not just spend money? So the thought that came to me was,
I'm flying in on a Sunday night. I've got a podcast in the morning and a podcast in the early afternoon. And then I could potentially try to catch a last minute flight back East, but those flights, they run out because you're going from West to East and it's, it's later. And I was like, if I'm just going to stay there one more night anyway, I'm going to have to eat dinner anyway. And as an introvert, I probably would just order room service or eat at the hotel restaurant, but why not?
create an opportunity to do two things. One, to pay for my trip. And two, meet some cool people. So what I decided to do was something I'd never done before, which was host a mastermind dinner. And what I did was, big picture, invite five of my followers, fans, clients, whomever, whoever's listening to me, to come have dinner with me and mastermind for three hours.
Graham Cochrane (03:39.82)
So what I did was I came up with the idea of like, let's do a dinner. How many people would be too many for us to have an intimate setting? Because I want to create a powerful coaching experience. Masterminding is really getting around in a room and putting our heads together. But one of the more powerful things you can do as a coach, if you are a coach, is to create a opportunity for hot seats where these people can be on the clock and say, okay, Graham or whomever.
This is my challenge. This is what I'm struggling with right now in my business or whatever my issue is that you speak into. What are you seeing? And then I can dive right in and coach them. I charge a lot for private coaching. $25,000 an hour for private coaching. So I knew that this would be valuable and I also knew that proximity to me would be valuable and the idea of having a dinner makes it less awkward. It makes it less of a...
what's gonna be happening, what room are we gonna be sitting in? It's an environment everybody understands. dinner. And what does food do? Food relaxes you, food puts you in a state of openness. The walls come down, there's relationship, there's connection, right? We call this in the Christian world fellowship, right? It's such an old word. But you get to be together and bond because we have this universal need and love for food and conversation always comes around the dinner table.
So meals are a powerful thing for human beings. And so it's a double whammy of, so I could have a dinner, we could eat and have time to laugh and connect. And by the time we're wrapping up the eating portion, we could just jump into hot seats. And I was deciding that eight people around a table is probably the, there's a reason why tables of eight are typically where it caps out. That's probably the most you can have for a good conversation. So if I'm one person, that means I was only gonna open up seven spots. And so I decided,
hey, I'm gonna be in Vegas, they have great restaurants, how about I book a private dining room at a really nice restaurant? And that way we can have a quiet place to have our dinner, it can feel exclusive, we can have our own dedicated wait staff. And it's gonna cost me money and the meal, there's gonna be food and beverage minimum if you do a private room. I'm not saying you should do this, I'm gonna tell you what I did and I'm gonna tell you the principle behind it. So just hold your horses if you're like, I don't like dinner, I don't like Vegas, I don't like, I get it. You don't have to do any of this.
Graham Cochrane (06:01.677)
I'm gonna show you what I did and then there's principles behind it. So I thought it'd be cool to book a restaurant, get a private room, pay the food and beverage minimum. So I called a bunch of restaurants, figured out what restaurant had a private dining room small enough that was not overkill for me, because then I would have to pay a huge food and beverage minimum and I don't have 25 people, I knew it was gonna be eight max. So found a restaurant that would do a smaller room, lower food and beverage minimum that would be appropriate for us, got to pick the menu, all of that.
reserved all that. But then what I did was put together a Google Doc. I didn't even build a website for this. I didn't build a landing page. I didn't build a sales page. I just wrote up a Google Doc. And I was like, I'm gonna just do this the most simple way possible. So I created a Google Doc and I said, basically, do you want to dinner with me in Vegas? And I'm selling seven tickets to a private three hour dinner mastermind in a high end restaurant in Las Vegas, private dining room, all food and drink included.
and three hours of masterminding and coaching with me, where I charged $25,000 an hour for coaching, and so I made the ticket price $3,000. That felt appropriate value-wise for what I'm bringing to the table, so that's where I landed on that price. And I framed it as I'm not teaching you, there's no training, this is deep dive with me, open.
intimate conversation and coaching whatever you want to talk about we're gonna talk about ask me anything sit next to me and like let's just be friends and I Figured that's what I'm selling. I'm selling the opportunity for transformation Because you're not selling the dinner, right? They get a dinner included which is nice is expensive but I'm selling the opportunity for transformation the opportunity for access to me and the opportunity to connect with other like-minded people that paid to be in the room, so
when you pay to be in rooms, traditional masterminds, you're not just paying for the transformation or the person that's running the mastermind, you're also paying for the other people that person curates. And so I was creating a mini version of that. So I offered seven seats, and then I was like, hey, I've got three weeks to sell this thing before the podcast, so I'm just gonna get on, I'm gonna use my email list, send a couple emails, I'm gonna get on Instagram and mention it to my people on Instagram, and just, if you want it, just comment this word, or here's the link to the Google Doc.
Graham Cochrane (08:25.267)
And it was as simple as that. I created an offer in Kajabi, $3,000, limited it to seven, and my goal was just to sell. I knew if I sold two, it would cover my flights, my first class flights, my hotel stay, and dinner. So two was like the minimum I wanted to sell, that means I would break even on the trip, which is great, because then I would be able to at least go on the trip for free, cost-wise, and have a nice dinner.
I still have to pay for my time. So that's where the rest came in. So want to sell more than two, but two is my minimum. I ended up selling five. So five people paid me $3,000. Turns out none of them are from Las Vegas. Fascinating. They flew in from Connecticut, Alabama, California, all over. One from Florida, maybe. I was from Florida. Anyway, we all came in. No one's from Vegas. We all came to Vegas.
They had to book their flights. They had to probably stay a couple nights in hotel and pay the $3,000 for dinner with me. I'm telling you, this is how powerful your, the trust you build with your people can lead to moments like this. So, now I've made $15,000, okay? We have the private dining room. The food's amazing. The wait staff's amazing. We're laughing, we're having a great time.
people are getting to know each other. It's awkward. They don't know each other. They know me from YouTube, but I don't know them. They're coming in. After we've had a meal, after we've some drinks, after we've laughed and talked, tell me about your kids, tell me about your husband, tell me about your wife, tell me about what you do, where you're from, your business. Now we have some history. Then I'm like, all right, let's just do some hot seats, which is what I wanted to do. You don't have to do it this way, is what I wanted to do. So I put everybody on the clock. think I gave everybody 25 minutes and I had told them in advance, come with the number one challenge.
you have in your business right now, the number one thing you want breakthrough around. And that's how I framed it, because I like hot seat coaching. I like coaching around one challenge to give them one powerful insight or one breakthrough. That's the goal. Not to give them a lot of advice, but to land on one insight, one breakthrough that can shift everything for them related to the problem they're having. notice what I did. I'm gonna be there anyway. I gotta have dinner anyway.
Graham Cochrane (10:47.415)
How can I monetize that experience and create an environment that people would want to come to with as little effort as possible my part? So I didn't build a funnel. I didn't build a sales page. I didn't rent a venue. I just booked a private room in a restaurant. You don't even have to do that. But I did that and I put together a Google Doc. Okay, now in the room, we've got the room, we've got the vibe, we got to know each other. Then we did these hot seats. Everybody got a breakthrough.
And that's partially because of the room and the energy and how relaxed everyone is. But also I'd like to think I'm a good coach and I do this every day, every week. So I know how to create these environments where people can get breakthrough. I know what questions to ask. So I just did my thing. The thing I would do for my $100,000 clients, my $250,000 VIP day clients, my group coaching clients. Again, I charge $25,000 an hour for coaching. I just brought all of that.
for only the 3,000 that they paid, right? So even 25 minutes of being on the clock, every single one of them walked away with a powerful insight and breakthrough. But here's the secret sauce. You're like, Graham, that's $15,000. That's not $90,000. I you said you made 90,000 in three hours. Okay, because the ticket wasn't the only thing I was offering. They already bought that. That covered my flights and my hotel and I made a little bit of money. But once I have people in a room,
and we've built some trust and I've created some breakthrough and it's this immersive, deep, intimate environment, that is the absolute best selling environment for something else. So the whole goal was to blow their minds, serve them powerfully so that at the end of the evening I could make them another offer, which was framed as, hey, if this has been valuable to you and you've gotten a
had a great experience and I've been able to serve you powerfully. Wouldn't it be awesome if this didn't have to end? Imagine what your business could look like if we spent a year together. A year. And so what I offered was one of my group coaching programs. A $25,000 program.
Graham Cochrane (13:04.391)
And I made them some sweet offers, because it's actually more than $25,000, but I offered, I gave them 48 hours to decide to join this program that's closed at the moment. You can only join this program when I open it. I said, I'm going to open it for you, and I'm going to do two things. I'm going to sweeten the pot. So I explained the offer, because the offer alone is amazing. But what I'm going to do is I'm going to offer to buy back your ticket.
So you spent $3,000, I'm gonna take $3,000 off the price of this program. So it's actually a $27,000 program. I'm take $3,000 off so it's 24. I'm gonna buy back your ticket so that this whole dinner was free.
If you have that kind of, if someone paid to be in a room with you and then you offer something else, offer to buy back their ticket or a portion of their ticket if the numbers make sense. It is a powerful psychological deal. It's a discount functionally, but the way you frame it is way more powerful. It costs 27K, but I'm gonna buy back your dinner, buy back your ticket to this event so this becomes free. Okay? Because now they're like, well, do I want this experience that I just had to be free or not free?
This is my only opportunity for this to become free. So it creates really cool urgency and it's incentivized them to make a decision. And then I also offered them something crazy, which I probably didn't have to do, which was I was gonna offer them each a one-on-one coaching call valid at $25,000. Just because they came. Just because I felt like I wanted to do that, I got to know these people, I like them, they're not crazy, I'm willing to do that. Okay? If they took me up on this $27,000 off.
And I gave them 48 hours to decide. was like, don't worry about it right now. Here's a little card I had printed up with a QR code for the special link for them. I was like, go think about it, no rush. You got 48 hours for this deal, otherwise the deal closes. Walked away. Now, here's the amazing thing. Of those five people that came, one of them was already in this program. He was already a client of mine. So he couldn't even take me up on that deal. So I still offered him...
Graham Cochrane (15:14.541)
the free one-on-one call and $3,000 off something else. But I really only had four people to sell to. Of those four people, three people said yes two days later, in the final hours as they're figuring it out. So I added an additional $75,000 on top of the 15 I had already made because I made another offer while I was there. Are you tracking how powerful this is?
Graham Cochrane (15:44.248)
So let's zoom out, what did I do? I went from I'm going to fly all the way to Las Vegas from Tampa, Florida, spend two nights in a hotel, pay for Ubers, pay for meals, and be away from my family for two days. And it's costing me, and I'm in the hole, but I fly first class and stay in nice hotels. It's gonna cost me something. I go from that potential reality and hoping that I make money on the back end that these podcasts drive.
eyeballs and clients and things like that and hoping and praying that it's worth my time, which I've done a lot of that instead and turn that into a $90,000 three hour experience, which of course pay back my flights, pay for the dinner at the restaurant and the hotel. So my profits a little less than that, but I'm net positive over 85 grand. Do you see what I'm saying here? This is the power of viewing your travel
viewing your events you're going to, viewing where you're going as not just the thing, but an opportunity to serve people at a high level and pay for everything for free. So you can get your travel comped and paid for simply by turning them into these types of events. But this doesn't just apply to your travel. The bigger principle is...
You wanna create selling environments that sell for you and everything is a potential selling environment. So some selling environments that are great to sell your high ticket things are dinners, like I did a dinner mastermind, small meetups, doesn't have to be dinner, it could be a cocktail hour, it could be a meetup in a bar, it could be a meetup on a lawn, could be a meetup, like you can do meetups anywhere, you're the same people getting in a room, VIP days, okay?
You can offer some VIP days and then sell into group coaching programs from that. it doesn't have to end on that one day. Workshops, you can do workshops for people and then sell continuing coaching on the back end. Many retreats, I've done this too where I've sold tickets, I sold a $75,000, excuse me, $7,500 ticket to a private mastermind with five guys that came to my Airbnb here in Tampa. And that paid for the whole weekend.
Graham Cochrane (18:01.485)
chef, food and everything, coaching, hot seats. It's like an extended version of the dinner mastermind. It was like a weekend mastermind. They paid 7,500 bucks, but I upsold them into a $54,000 coaching program. And two people said yes. So that became a $150,000 weekend or whatever. It's like, you could do a mini retreat and like, do you want this to end or not? Put them in your group coaching programs. You can even do this on Zoom. You can do this in a...
a webinar or a challenge where you're creating immersive transformation and that's the key. The immersion creates the conversion. Not your sales tactic, not your copy, not your words, not how slick you are, not the way you bust objections. It's the environment that does the selling for you. The more immersed they are with you, the easier it is for the conversion to happen. Immersion is more powerful than information.
Immersion is more powerful than information people buy from a place of clarity, okay? Clarity that you're the best solution to the problem clarity about what their problem is and what the solution is Clarity and they get insights about themselves right people buy from a place of clarity clarity comes from immersion
the more they're immersed with you, the more clarity they're gonna get. Like you're the secret sauce to your business. I hope you know that by the way. So the more time people spend with you, the better. That's why the more time people spend with me, the better. That's why I do long form content like this. That's why I write books. That's why I have five day challenges where people come spend one to two hours a day with me for a week. Why? Because I know the more time they spend with me,
The more transformation they get, the more they trust me, know me, like me, the more they realize they need me more than I need their money, the more likely they are gonna buy. So people buy from clarity. Clarity comes from immersion. Immersion comes from the environment. And I would say a single three hour experience beats 30 videos, right? A single day long intensive beats, know, reels and TikToks a hundred fold over the year.
Graham Cochrane (20:09.431)
deeper, more focused, intense, longer immersion is gonna create a higher conversion. So if you have an expensive thing to sell, you need more immersion. Does this make sense? So we're taking the idea of having selling environments, immersion creating the conversion, and then combining them with the idea of Myron Goldin's anyway offer. I'm gonna be there anyway, I'm gonna be doing it anyway, why not make an offer? So wherever you already travel, any trips you have coming up, could you turn them into a profit engine?
Could you turn them into a profit center?
Are you already speaking at a conference? Even if you're getting paid and you're going to be in that city for a couple of nights, why not host your own mastermind dinner the night before or the night after? Or come in a day earlier, stay a day later and sell tickets to your own mastermind dinner, right? Are you going to be in town for a podcast, like an in-person podcast or even
You can even turn a family trip into this if you want to go fly somewhere nice with your family. Like let's say you want to go to Puerto Rico and you want to go to the Ritz, Dorado Beach, Puerto Rico, one my favorite properties in the world. And you're like, you know what? I would like this family trip to be paid for. That would be awesome. And not only would I like this trip to the Ritz, Dorado Beach, and Puerto Rico to be paid for, I'd like to make a lot of money too instead of not making money. So here's what I'm going to do.
How about we extend the vacation a little bit longer, and I do the normal vacation I was gonna do with the fam. Let's say it's five days. I'm gonna extend it by two days, and on those two days, I'm gonna host a mini retreat. The family can stay, or they can fly home or whatever, but I'm just gonna extend it a little bit longer, host a retreat, sell tickets to that, and that's gonna cover our whole trip.
Graham Cochrane (22:03.137)
And then on that retreat, I'm gonna upsell into my group coaching program. And that's gonna make us even more money. So now I'm gonna get the whole trip paid for that I was gonna be at anyway with my family, not take away from family time, just extend everyone's travel a little bit. Or again, I could fly down a couple days earlier, stay a couple days later, but bookend it with something else to get that trip paid for and make money on the backend. And create an incredible experience for my clients. Does this make sense? So, leverage your calendar. You already can see where you're traveling. What could we turn into?
an event or an experience that you could get paid for. And just, if you live under the rule, don't travel for free, see what your brain does with that. Don't travel for free, don't travel for free. Okay, well what does that mean? How could I not travel for free? I have to travel. I have to pay to, not only am I not traveling for free, I actually have to pay to travel. But what if your rule was I don't travel for free? What would that create? What kind of solutions would you come up with? What kind of anyway offers would you create?
Myron does this brilliantly by the way. I was literally speaking at one of his events in Southern California and the only reason he put on the event was because he was going out to do a podcast with Lewis Howes, the School of Greatness. And so he's like, if I'm gonna fly all the way to California and he only flies private, so it's gonna cost him over a hundred grand for his jet fuel, I'm not gonna pay to come out and be on your podcast for free. So I'm gonna host a two day event.
And he created an event called Wealth Accelerator Live and he sold tickets to it, had a couple hundred people come in. And then at that event, he sold one of his $27,000 offers. And I watched the whole thing. The homeboy did over 700 grand or so in that event. And that paid for the whole trip. And good, good thing because when we were about to land in California, he got a text that Lewis had to cancel the podcast on him because of a family emergency. So.
Myron would have flown all the way across the country, private, 100 grand in the hole, for literally no reason, and he'd have to turn around and go back. But because he doesn't travel for free, he creates anyway offers, like I'm encouraging you to do here, he came out way on top, multiple hundreds of thousands of dollars. Something to think about. So, if you zoom out even more than this whole traveling for free, maybe you don't like to travel, maybe you don't want to do any of stuff. Let's pull the principle out one step further.
Graham Cochrane (24:24.929)
because really the principle behind traveling for free, behind what I did specifically in Vegas, is this. And this will change your business and your life. So lean in, ready? Get this. Always have a next step.
Always have a next step. This is the underlying principle of everything we've been talking about today Your content on the internet should always invite them to take a next step Download my PDF guide come to my free webinar Buy a ticket to my upcoming challenge buy my book Don't just create content have a next step in that content in the description in the pinned content in the caption in the video itself and they're like
always invite them to the next step from your content, right? You wanna train yourself to say, this thing leads to this thing, and this thing leads to this thing. No dead ends, never have a dead end, okay? So content leads to an invite. If you have an event, there should be a next step after the event. If you sell tickets to event, that's not the product, that's not the offer, that is a selling environment to sell the next thing. And even if that event is a product,
and it is an offer and you make good money on it, which most people don't make money on events, but even if you did, you're creating the most immersive environment possible, especially if it's an in-person event. Why would you not sell something? And not only that, not only because it could be an easy environment for you to sell, don't let them walk away without a next step. The best way to serve people that came all the way across the country or the state or the city to your event is to give them a next step. What do they do as they leave here? That next step could be a course, it could be another event, it could be a...
It could be one-on-one coaching. It could be your group coaching. It doesn't matter what it is you decide but give them a next step if You host a dinner sell a program if you have a webinar sell tickets to a challenge So a webinar is like a 45 minute Environment so a little bit of immersion sell a ticket to an event like a five-day challenge Which is even deeper emergence now they comes from a free event to a paid event and in that challenge the paid event sell a high ticket group coaching program
Graham Cochrane (26:34.921)
in that group coaching program, offer private one-on-one coaching or a VIP day that's even higher. You see how everything leads to something else. Now all these are offers. You don't have to buy the thing. The people don't have to take the next step, but you always want to extend an invitation to the next step so that it signals to people who know that now there is a next step, I need to take it. And the people that don't have the money or the time or the desire to take it right now, at least know there is a next step if and when the time is right. Does that make sense?
Always have a next step, no dead ends. Okay? If you can think like that, now you're starting to think not linearly, you're starting to think multiplicatively. A multiplying mindset of I'm not just gonna sell this one thing and deliver, I'm gonna sell a thing and deliver and then sell another thing and deliver and then sell another thing and deliver and they all lead up to more things. Okay, run with that, let your mind get crazy.
Let's land the plane by going back to what I practically did. If you're interested in this whole dinner mastermind thing, anytime you travel, practically speaking, here's how to do it. Practical takeaways will make this real summary form for you. Number one, start small. Think five to eight people. If you're doing a dinner, tables of eight is the most you wanna do. So if you're doing a bigger dinner mastermind with lots of people, then really you're not doing one-on-one coaching with those people. You're actually creating an environment for them
where they can talk to each other and you can bounce around. But even then you don't have tables of eight or smaller. There's something about eight. But start small, five to eight. Charge between $500 to $3,000. It just depends on your niche. It depends on the of what you bring to the table. Deliver transformation, not dinner. They get dinner thrown in, but really what they're paying for is transformation. So deliver transformation. Make the environment the value, okay?
Make it beautiful. Make it the people in the room valuable. Facilitate conversations that are valuable. Because think about this, there's different ways to create value. One simple way, my gosh, that can change your life to create value for someone is to do the most powerful thing that nobody seems to do anymore. You know what that is? Ask them questions about themselves. tell me, Susie, where do you live? Have you grown up there?
Graham Cochrane (29:00.045)
Okay, are you married? Like how long you've been married to your husband? Do you have any kids? Oh, what are your kids excited about? What are you excited about right now? To ask them about their lives and then get them to ask each other and ask them in front of other people. Let them celebrate the thing about them they're excited about in front of other people at the table. That is a simple way to create value for them by honoring them, asking them about their lives, drawing a...
positive attention to them and positioning them amongst their peers now as someone who is valuable and worth listening to. And we know they're valuable and worth listening to. Why? Because you, the host that everybody values enough to pay to be there, is valuing them and saying, wait, let's listen to Suzy. She's really cool. Listen to what she's doing with her children. Listen to what she's doing with her business. Listen to what her idea was. Listen to this funny story she told me. See how that just simple way of honoring people by...
highlighting them and their successes and they're just caring about their family, their kids, their lives, can create value. That is one of the things you're selling. You're creating an environment that's valuable to them. I paid for a lot of nice food. I allowed them to get anything they wanted from the bar. Not everybody drank, but I wanted the people that did drink to say, hey, do you want a nice bottle of wine? Do you want a cocktail? Like whatever you want. It's hospitality. That's value. You know what's amazing is these people were amazing because people who pay, pay attention.
people who paid a lot of money are gonna be your most committed people and the most grateful people. At the end of that dinner, you know what everyone did? We were down in the lobby of the hotel, like no one wanted to leave waiting for Ubers. And you know they continued to do repeatedly? They thanked me for dinner. They thanked me for dinner. Grant, thank you so much, this was so nice. Why were they thanking me? They functionally paid for the dinner, right?
I got to eat for free because they pay, I didn't pay to be there, they paid to be there. And yet they were thanking me because really what they were saying is thank you for the opportunity, thank you for hosting us. They're like the food was amazing, the conversation was amazing, the environment was beautiful, everybody kind of dressed up, they put on their best, they just felt like it was a special evening. And it really, really was. And what's amazing is because they paid money to be there and because they paid money to fly there and because they paid money to stay there and because they paid money to Uber there, they're in,
Graham Cochrane (31:22.557)
Easily four thousand maybe five thousand dollars at this point They're hanging on every word I say every word that other people say and they are dialed in because people who pay pay attention People who pay a lot pay a lot of attention. So guess what happened? They got breakthrough because they were expectant. They were in Intentional they had an intention for the evening. I am NOT coming all the way to Las Vegas and not getting my money's worth So guess what they got their money's worth because of their attitude
their expectation, their posture, their presence. They weren't on their phones. They weren't off in the bathroom. They weren't late. Do you see what I'm saying? They extracted the value out of it because they had skin in the game. They were committed. So even charging them creates an environment that is oozing value. Does that make sense? The pressure's not on you because you've created an environment that delivers value. And here's the thing. Offer the next step only after the breakthrough moment. So don't sell anything at the beginning.
Don't sell anything at the end, I mean in the middle, excuse me, only sell at the end. After they've had a great time, their bellies are full, they've had breakthrough, they've confirmed that this was a good decision to come. Now that that's happened psychologically, say, wouldn't it be cool if this didn't have to end? I wanted to offer you something, something that I don't think you could even refuse, something that I know you're want. No pressure if it's not a good fit for you, but I wanted to offer you something special.
And then bring in your high ticket group coaching program. That's probably the best thing to offer because if you're already doing it, it's scalable, doesn't matter if everybody says yes or nobody says yes, it doesn't cost you any more time. But you could offer one-on-one coaching. I've done that as well. It really depends on what you want to do. But offer the next step. Offer to buy back their ticket. Give them 48 hours to decide. And then overall, the most important thing is keep the vibe relational and relaxed. Don't sell hard. I didn't sell hard at all. I think I spent 60 seconds.
walking into the offer, I had printed up a card with a QR code, so I put it a little note card where I wrote a note to everybody, so they had it in their envelope. It's like there's a QR code in there, scan it for the link when you get back to your hotel room or whatever, when you get back home. It's as simple as that. It's as simple as that. I've done this in in-person weekend retreats, I've done this in Mastermind dinners. You can do this in any kind of environment where you've already created transformation and there's high immersion.
Graham Cochrane (33:50.958)
you're ripe for conversion and people are happy to pay. And then you can turn all your trips and all your events that you have to go to into profit centers, not expenses on the P &L. Now, one of the questions you might be having is, Graham, I don't have a good high ticket offer to sell at the end of that thing. It'd be a miracle for me to pull off the mastermind. think I could do it. I could do the whole Google Doc thing like you did. But what do I sell them on the back end of that? You need to sell them something, in my opinion, that's at least $10,000.
for a couple of reasons, but the most important reason is so that they get massive transformation and you get paid what you're worth. Because if you're selling transformation for less than $10,000, like your best stuff, you have grossly undervalued the transformation you're bringing and they're not gonna get great results. So if you need help building your own $10,000, $20,000, or even $5,000 offer, whatever you wanna do, you need to come to my 10K Offer Challenge. And it's happening next week. If you're watching this live, the next one's happening next week.
I'm gonna link to it below or go to 10koffertchallenge.com. Sign up, get a ticket and get a VIP ticket. The VIPs get to come an hour early each day. It's five days of live coaching with me and I'm gonna walk you through how to build your own high ticket offer in the next five days. Like literally you will walk away with your own new offer created. And not only created, it's gonna be an irresistible offer, because I'm gonna show you the secret to crafting irresistible high ticket offers. You're gonna feel confident selling it because it's gonna sell itself. And I'm gonna show you how to sell it.
without having to do one-on-one sales calls. All that in five days. But everybody gets that, but the VIPs get to come an hour earlier each day and do group coaching, hot seat style with me, like I just described in the Vegas dinner mastermind. You can come bring any question you want about your business and I can coach you on that. And it's only $297. I charge $25,000 an hour for coaching one-on-one. This is the best way at a fraction of that price to get my eyes on your business, my eyes on your offer, whatever you need.
So get a VIP ticket, they are limited, they do sell out every single time, so grab one of those before they're gone. And let's blow up your business, because the fastest way to blow up your business is to have a high ticket offer and then use it and sell it everywhere you possibly can, like maybe at your next dinner mastermind in the next city you're traveling to. So hit the link below in the show notes or the description.
Graham Cochrane (36:11.373)
Or go to 10koffertchallenge.com, get your ticket for the one that's coming up next week. And if you missed it, get the ticket for the next one coming up, because I'm doing these regularly. You don't want to miss one though. And get your VIP ticket before they sell out. I hope this blessed you today. I hope this helped you. I hope this got your wheels spinning. 90k in three hours while I just got to eat good food and hang out with really cool people. Absolutely worth it. You can do even better than me. I just put that together in three weeks without even trying hard. Imagine what you could do when you really perfect this thing. And imagine...
never having to pay for travel again. And imagine coming home from trips that you didn't have to pay for richer than when you left. Wouldn't that be a fun life? It is a fun life and it can be your life if you choose to make it your life. All right, my friend, have a great day. I'll see you on another episode real soon.
