November 6, 2024 • 42 mins
Unlock the secrets to mastering the art of pitching with insights from the dynamic Dr. Forbes Riley, a celebrated TV personality and entrepreneur. Discover how she transformed an unexpected opportunity with Body by Jake into a thriving career in television, shaping her expertise in selling and marketing. If you've ever dreamed of making your mark on TV or capturing an audience with your book, Forbes offers invaluable wisdom on breaking through the noise and capturing attention.
From crafting compelling pitches to leveraging public speaking for book promotion, this episode is packed with strategies to elevate your media presence. We explore the shifting landscape of television and infomercials, recognizing the enduring influence of strategic marketing and the increasing importance of digital platforms. With personal anecdotes from touring with industry titans and insights into the role of storytelling, we provide a roadmap for engaging with audiences and making a meaningful impact.
Join us as we delve into collaborative ventures and online entrepreneurship, showing how networking and family support can propel success. Dr. Riley shares exercises for honing your pitching skills, turning concepts into published works, and gaining visibility. As she gears up to launch her new book, "Pitch Secrets," Forbes invites listeners to engage with her masterclass, designed to empower and inspire you to achieve your goals. Whether you're an author, entrepreneur, or aspiring TV personality, tap into this treasure trove of knowledge and set yourself on the path to success.
Watch the free training: https://selfpublishing.com/freetraining
Schedule a no-cost call with our team: https://selfpublishing.com/schedule
Here are some links that might come in handy:
- Apply for a free book consultation
- Register for our free on-demand training
Must-watch episodes:
- SPS 044: Using A Free + Shipping Book Funnel with Anik Singal
- SPS 115: Using Atomic Habits To Write & Publish A Book with James Clear
- SPS 127: Traditional vs. Self Publishing: Which You Should Choose with Ruth Soukup
- SPS 095: The Five Love Languages: Selling 15 Million Copies with Gary Chapman
- SPS 056: How I Sold 46M Copies of My Self Published Book with Robert Kiyosaki
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:06):
Hey, chandler Bolt.
Here and joining me today is DrForbes Riley.
She's an award-winning, winningTV personality.
She's an entrepreneur.
She's the creator of the SpinGym Fitness Sensation Right here
, I've got one of them righthere Nice.
I love it.
If you're watching on theYouTube channel, you can see it.
She's this is a fun fact.
She's also I mean, obviouslyit's an incredible name but has
(00:29):
hosted over a hundredinfomercials.
With 20 years on shoppingchannels.
I'm super fascinated about that.
I got a bunch of questionsabout that.
She's been crowned the $2billion host.
She helps people get on TV andlook good on on tv, and so we
got a bunch to unpack here todayon how to get on tv, how to
land your first tv appearances.
(00:49):
A bunch of questions forbeswelcome I love it.
Speaker 2 (00:53):
Chanel, you know I'm excited to be here.
This is about a year and a halfin the making, so I am so
jazzed to finally be here withyou well, hey and this is the
inaugural I mean my backgrounddoesn't look as good as you this
is.
Speaker 1 (01:05):
We just moved into our first ever in-person office,
so we opened up an office herein Austin, texas, and so this is
the first podcast interviewI've done from the office.
So it's nothing fancy, but it'sa fun day for me as well.
Speaker 2 (01:19):
Well, I will tell you .
What's very impressive is yourtwo comma club over your
shoulder.
I have two of those and I'mvery proud of that.
That was one of my goals when Istarted this other part of my
career.
Speaker 1 (01:29):
Love it.
Speaker 2 (01:30):
Yeah, it screams like now you need a $10 million one.
Speaker 1 (01:34):
Yeah, well, let's start here.
I want to ask a bunch ofquestions about TV.
So we got a bunch of authorsthat listen to this who want to
get on TV to get publicity fortheir books, get publicity for
their business.
So let's maybe start there.
How did you first break into TVand what are some steps that
you recommend people take toland their first TV appearances?
(01:57):
All right.
Speaker 2 (01:58):
So do I have the ability to share my screen?
Can you give?
Yeah, I can.
You know I'm going to sharewith you my, my desire to be on
television.
I'm going to show you a littlevideo that I think will blow you
away is going to be very, verydifferent from yours.
Okay, because I did it in atime when there was television.
People are not watching TVright now, and that is a huge
problem.
You notice that there's not alot of television going on.
(02:19):
Well, I happened to be there tobe there, and it's something
about being first to market whentelevision was just starting.
I wanted to be an actress.
I had no desire to be amarketer or any of those things.
I just wanted to be JuliaRoberts and Sandra Bullock.
That would have been very nicefor me, and I was.
I worked on Broadway.
I starred DeChandler.
I'm sure you've seen my veryfirst feature film.
It's called Splatter University.
Not a joke.
(02:39):
I star in it.
It still plays, there's stillfans, and someone just wrote the
book about Splatter it's agraphic novel and asked me to
autograph it, which is kind offunny if you think about after
all of these years.
Right, and so I in the old dayswhen you're an actress and it's
really important.
One of the things that I doteach is I teach speaker
training, because how do you beon a podcast?
Is speaker training?
How do you get on stage?
And then how do you sell?
(03:00):
I stood next to Russell Brunsonat the 10X when he sold 3.1
million.
He had 90 minutes.
I only had 30 minutes and Isold a quarter of a million.
I will tell you, a lot of yourbig names out there don't know
how to sell and market andenroll, and that is one of the
things that I love.
So let me just show you thisreal quick.
I went into an audition, likeall my auditions, and there's
this sitting on the desk andit's a pen.
(03:21):
Now we've all seen Wolf of WallStreet, which did not exist way
back then.
I looked at the pen andChandler just like you, because
I think this is who you are,I've always been a little bit of
an out of the box thinker and Isaid to myself that literally
it said sell me this pen to thecamera and I thought all those
other actresses are going to sayit's purple, it fits nice in
your hand and sells for a dollar.
I just I knew that.
I said don't do that.
(03:42):
I had no training.
I looked at the camera and Isaid you know, guys, I was 15
and a half when I got to college.
I was really young.
I skipped a year of high school.
I was nervous, I was shy.
My mother used to write melonghand notes in a pen, just
like this.
I would run to the mailboxbecause I know that a pen like
this can reach out and touchsomebody's heart.
Here's what's crazy about that.
Jake of Body by Jake came outfrom behind the camera, grabbed
(04:06):
my fish and said you're going tomake me a lot of money.
He was launching this thingcalled Fit TV and I'm going to
share it with you just reallyquick, because you almost can't
believe it.
If you were not around duringthat time, you didn't know this
existed.
Wrong share.
Hang on, cause I'm very excitedto share this.
This is like if there wassocial media back then, I would
have been like you know.
Speaker 1 (04:25):
Total convenience 24 hours a day.
Now get ready for the latest insports fashion and exercise
gear on Fitness Plus.
Speaker 2 (04:34):
Hi, I'm Forbes Riley and today we've got a great
product for you.
Take a look at this.
Hi, I'm Forbes Riley and that's, by popular demand, the best
way to develop rock-hardabdominals.
Hi, I'm Forbes Riley andwelcome to Fitness Club.
That's the job I got.
Okay, and here's what's funnyabout that, and I'll move over
here.
I did this for five years.
No one there was no onboarding,no one taught me how to do this
(04:56):
or how to market.
None of that existed back in1990 and I just intuitively knew
there's a slam man and a toothwhitener and a bread maker and I
I just understood this conceptof pitching.
I don't actually know why.
Neither does Jake.
All I know is I was Jake's girl.
We shot five of these everyweek.
I did 1500 products in fiveyears and he sold the network to
(05:17):
Fox in 1993.
Get ready for this for a $500million Dang.
And then what happened was itwas the birth of infomercials
and, like you said, I've hostedover 100.
Well, I've hosted over 197 ofthem and the most famous one of
that, which you again, you don'tknow this unless I show it to
you, which is why I'm going onthe world tour to do this
because it's too wonderful.
(05:38):
I dealt with so many amazingcelebrities, but Jacqueline
Chandlerler, do you rememberthis?
Over 50 years, it is mypleasure to introduce to you a
couple of living, breathingtestimonials to the wonders of
juicing Elaine and Jack LaLanneso he was on television for 37
years.
Your grandmother loved him.
(05:58):
He was actually exercising in achair with his dogs and
black-and-white TV thatcial guys.
It ran 400 times a week in thiscountry, eight years around the
world, and it grossed us abillion dollars in sales.
This is all before the internet, I know.
I bring the history oftelevision, of infomercials, of
(06:20):
how Shark Tank happened, abouthow all of this gets product on
television.
So now, how does this translateto you?
Well, you've got a book.
There's two things that are theproduct, though that you don't
realize.
One is the book, it's prettyobvious, but two is you.
You are the product.
And I wake up, eat, live andbreathe.
This concept of pitching.
That's what I did with this pen, by telling the story and
(06:41):
exciting and engaging andenrolling somebody else.
And so now, since COVID hitabout almost five years now, in
March, we started a companydesigned to teach pitching,
because it's not a thing.
No one does this right.
You've heard of an elevatorpitch or an investor pitch.
Well, I wake up in the morning,chandler, and I'm like honey,
could you rub my neck If he says, yes, that's a pitch, I win.
(07:01):
Chandler Bolt said hey, forbes,would you be on my podcast?
Are you paying me?
No?
Well, so he did, wasn't, didn'tmake a sale.
He did a pitch and I said yes.
Why did I say yes?
Because it serves me.
Why did he ask me?
Because it serves him, and it'sa win, win.
And so I am delighted beyondall get out at this point of
this age in and this part of mylife.
(07:23):
I'm 64 years old and, come on,I don't look it right, you don't
look a day over 24.
Speaker 1 (07:33):
Well see, now I'm going to come back on Chandler's
show and I'm going to visit hisstudio and I'm going to help
all of his authors get on TV,but that's you know what.
Speaker 2 (07:37):
But subtly, my friend , that's a pitch.
Giving a compliment is designedfor the other person's ears and
this, giving a compliment, isdesigned for the other person's
ears and this is what I've beenvery good at.
You know I do.
I do a webinar on Sundays totell my life story because it's
been pretty tragic and traumatic, and one of the things that I
share is that I was a very ugly,awkward little girl.
Now I will tell you that a lotof who and how you become is
(08:00):
because of who you are whenyou're little, and I've done a
lot of work with people likethat and I'll tell you why
Because it inhibits you.
If you're somebody who sabotageswhat you do, or is stuck or
haven't written your chapter orhaven't pulled the trigger on
things, odds are it's not thatyou don't know you look at
Chandler and his success and allof his track record but
something's holding you back.
So I had a woman come to mejust recently this was
(08:21):
heartbreaking 53-year-old CEO ofa company.
She said they're going to fireme.
He said what did you do wrong?
She says I cannot get up andspeak.
I can't communicate what I'mdoing because my palms get
sweaty.
I get really upset and lasttime I just threw up and I said
but doesn't that seem odd to you?
She's like well, yeah, I saidwhat happened.
(08:45):
We found out that she's sevenyears old.
In second grade she does a bookreport.
She gets up to speak and shepees on herself and all of her
classmates laugh at her.
Her teacher does not help herand she made a decision in her
little brain at that age thatsaid I'm never doing this again,
I'm never speaking in public.
She forgot.
She said that the 53-year-oldwoman is traumatized because the
seven-year-old won't let herspeak.
We fixed that with one of mytechniques and I got to tell you
she's doing great.
And so same thing when it goesto promote your book.
(09:10):
You had a lot of desire, energyand drive to impact the world
with your message, but now yourjob is to sit on a couch on
television and what I ask peopleto do is go.
Okay, what are you doing there?
Odds are the newscaster or theTV host or whatever.
Even the podcaster barely wantsyou because you're not really
famous.
(09:30):
If you were super famous AlexRamosi, come on the show.
Oprah Winfrey, come on the showright.
So you've got this book andyour goal is there to serve his
audience.
So what I'm doing today is Icould tell you all about me, but
it's not really important whataudience.
So what I'm doing today is Icould tell you all about me, but
it's not really important.
What I'm thinking is what isChandler's audience?
What do you want most from meand how do I solve that issue
and help you?
(09:50):
That's what you get to do whenyou've got a book.
How do you serve the audienceso they're interested and they
thank the host for bringing youon.
Speaker 1 (09:59):
That's great.
I love that.
I've got about 17 follow-upquestions, but I'll start with.
I'll start with this one.
So what is the pitch?
You talked about, okay, gettinggood at pitching, and then you
also talked about serving theiraudience.
What is the pitch if you're notfamous and you've got a book
and you want to get on TV, like,how can people craft that in a
way that gets to a yes, okay?
Speaker 2 (10:21):
Well, first of all I would say stop wanting to get on
TV, the TV that I'm showing you.
Do you watch TV at all?
No, your mother does.
Or people in hotel rooms,people not even watching TV.
Just to be really clear, theydo for the news, and there's a
couple of news stations.
Why would you be newsworthyenough for them to take away
from the election and put yourbook on?
(10:41):
So, number one, your booksbetter be really impactful and
serve an audience.
So the most important thing youcan do is to take your book and
go.
Okay, everyone always says youcan't judge a book by its cover.
Yes, you can.
In fact, that's all.
You judge it by the cover ofyour book.
I have a new.
I have a couple of books lyingaround.
Here is all that we get to see.
So you get to say anything thatyou want.
(11:01):
There's a formula for pitching,there's two formulas, and I
teach those.
Not that I can give it all toyou right now.
If I could, I would be anabsolute genius.
But I will give you a free onething.
I'll give you a free gift.
Go to wwwfreegiftfromforbescom.
There is a template there forwhat I call one minute to
millions.
It is an introductory and,chandler, it's fascinating when
(11:24):
we go through this.
I do a bootcamp on this becauseit looks easy, it is simple,
easy, it's not.
So the first thing it says ishi, my name is.
And sometimes we forget tointroduce ourselves.
Chandler, you ever go to anetworking meeting and somebody
says, hi, my name is Rosalia,nice, to meet you.
And you're like, damn, what washer name?
Say your name, it matters.
Hi, nice, to meet you.
And you're like damn, what washer name?
(11:45):
Say your name, like it matters.
The second thing is I callsetting the stage.
You have a book in a genre andyou need to know what that genre
is and set the stage before yousay hi, I wrote a book because
I love it.
This happened to me and it'sall about me, but it's not.
It's all about the life lessonthe reader wants to take away.
I believe you never write abook for yourself.
You don't write it to write it.
(12:06):
You write it to be read, and soyou want to come up with the
hook, just like we all do indigital marketing.
What is that hook?
But the hook is about you.
So, chandler, I'll ask you thesecond prompt.
And, guys, this is a free gift.
You get to download the entiretemplate.
If you want to come to bootcampto have me work you through it,
I'm happy to do that, because Ithink nobody learns to swim
(12:27):
from a book, and I thinkpitching is a skill you must
practice.
So, chandler, if I said to youwe're at a networking event, I
say hi, nice to meet you.
What do you do?
What do you tell me?
Speaker 1 (12:40):
Say I help people write books that grow their
businesses.
Speaker 2 (12:43):
Say I help people write books that grow their
businesses.
Okay, so could you now?
My formula?
Has you do something a littledifferently?
It never has you say the word Ihelp, because I didn't ask you
who you help.
I asked you what you do, and Iwant to know conceptually what
you do, so I know how I'm gonnatalk to you next.
Congratulations that you dothat, but you do a whole lot
more.
What if I gave you three wordsI'm and I told you to say it
(13:06):
like this not I am, but I'mknown as I'm known as the
entrepreneurial book writer'sbest friend, whoa, whoa, what's
that?
And then you put in the nextprompt, which says because,
because I've helped over howmany authors?
Speaker 1 (13:25):
7,000.
Speaker 2 (13:27):
So imagine this, chandler.
You're like hi, my name isChandler Boat.
I'm known as theentrepreneurial book writer's
best friend Because, as someonewho's got over 7,000 published
authors and 50 million in sales,imagine what I could do for
your business, Mic drop.
Their response should always bewow, tell me more, give me your
card.
And in two sentences, you didwhat I watched you do on stage
(13:49):
in an entire hour.
Does that make sense?
This is how you and write thisdown guys watching.
Does that make sense?
This is how you and write thisdown guys watching, you excite,
you engage and you enroll.
And if that is your intentionnot to talk, not to tell, not to
teach those are very, in fact,I have to write that down, not
to talk, tell or teach the T'swe don't do, we don't talk, we
don't tell, we don't teach, weexcite, we engage and we enroll.
(14:18):
That's what pitching is allabout.
He's like wow, I just got hitby a storm here.
Speaker 1 (14:22):
I'm writing it down on my side too.
I love that Excite engage andenroll.
Don't talk, tell or teach.
So let's talk.
I know you said hey, forgetabout being on TV, but I think
we got a lot of people listeningwho are hey, but I want to be
on TV.
Speaker 2 (14:36):
So I would say to you okay, being on TV is nice.
In fact, I do another training.
I own a television studio wherewe film it Like it's a morning
show, cause I've hosted lots ofshows, because the truth is,
think about this for a secondwho's watching TV?
But they are going to yourwebsite and so it looks like
you've been on a nationaltelevision show and I'm happy to
(14:56):
talk to you about maybe a JVrelationship, because I
literally set it up to make itlook like you're on a television
show with an amazing interview,because I'm a pitch person, I
love interviewing people and Iknow where you're coming from.
That footage is what you want toleverage.
It's not about the TVappearance.
I mean, I went on with my spingym on the TV series the Doctors
(15:21):
.
We sold 38,000 that day, andthen not one more because the
show was over.
I took that videotape, though,and leveraged it all over the
place.
So if you want to make booksales, you want to be engaging.
First of all.
The cheapest, freest way to doit is right here on a podcast.
There's 500,000 podcasts, andI'm sure you teach a strategy on
how to get your book out to theworld.
I would start with podcasts,and if one of them is so hot,
that's what you would send to aTV producer going look this, we
(15:43):
put this on YouTube.
We got a half a million hits onit.
Your audience is going to wantit.
Odds are, they more likelyrespect you if you've got the
followers to what you're doingthan if you just want to get
your book on television.
Does that resonate?
Speaker 1 (15:58):
Yeah, that makes sense.
That makes sense and I thinkit's smart.
Speaker 2 (16:01):
It is.
It's definitely smart becauseno one's really watching
television.
It's great to have thatcredibility, but you want to get
the credibility in a lot ofdifferent ways.
Speaker 1 (16:10):
Right and to your point.
You use the TV bit to leverageit elsewhere, and so I think
it's pretty in alignment withwhat we teach, is that okay?
The TV spot is a credibilityplay and the podcast spot is
more of a book mover.
So if your goal is to sellbooks, podcasts do that, because
(16:30):
who listens to podcasts?
Well, learners and readers, andso they're more like.
So if you're trying to optimizefor just directly selling books
, cool, go on a bunch ofpodcasts.
If you're optimizing for thecredibility, the authority, all
that, obviously TV still holds alot of cachet, even if not many
people are watching it.
Speaker 2 (16:48):
Well, I'm going to give you a private link and I
would love to examine thisbecause, if we conclude that
having the footage is the mostimportant, we can get you the
footage because it's very hardto get on television.
Just so you know, it's hard forcelebrities to get on
television and they're all vyingfor their movies.
There are a lot of big bucks.
So odds are, unless you becomevery friendly with your local TV
(17:10):
person.
It's not going to happen out ofthe gate, but I may have a
solution for you and I'm goingto share it with you off camera.
Speaker 1 (17:16):
Cool.
What would you start if someonejust like hey, I'm dead set on
the TV route, Do you start local?
Speaker 2 (17:26):
Well, again I got to go back to.
What is it that you want fromthis, and is your topic so darn
interesting?
Do you have a book in mind thatyou think was tv worthy that
you just did give me some idea,let me.
Let me maybe see if I can pokeholes in it or elevate it up hmm
, uh, let's see, I would say.
Speaker 1 (17:46):
First one that comes to mind is a book called skip
the flip.
It's on real estate investingin flipping houses.
Okay.
Speaker 2 (17:54):
Okay, so the only do you think that's worthy of local
news?
Speaker 1 (17:59):
I think it could be yeah.
Speaker 2 (18:00):
Well, but you really see, I also spent almost 30
years on home shopping, homeshopping.
Let me get real about thecoaching here.
You have to sell on homeshopping $2,000 to $5,000 a
minute of your product.
So I'm not interested inproducts that you can't take
them on, because they just won'twork.
And the oddest things work,like, for example, taking on my
sphinx.
I sold 64,000 of these in oneday.
(18:22):
This has been a very longjourney, but home shopping is
designed to sell products.
Fitness is a good category andI don't sell the product.
Here's what I sell.
Chanda, lift up your right armEverybody watching.
Feel the bottom of it.
Is it a little nice and tightor a little bit of wiggly,
jiggly?
Yeah, oh, look at that littlesag there.
I'll tell you what.
You give me five minutes whileyou're sitting on a zoom.
Call my friend and we're goingto tighten that up.
(18:42):
Maybe you have a wife,girlfriend or mother and all of
a sudden I've got four salesfrom this one moment and all I
did was make you smile and godamn, I need one in pink, I want
one in blue, I'll give mygrandmother one in silver.
So now we're thinking realestate flipping.
You know, there's TV shows forthat.
If you can get a televisionshow done, but why would I put
you on?
Who are you and how does itserve my audience?
(19:05):
Because if it's moreself-serving for you to sell
your book or your course, tv isnot interested in that.
Tv is mass market.
They've got to get the mom anddad at home.
So if it was fix and flip forgrandmas or for seniors senior
flip and fix, that's a topicthat all of a sudden is like you
know what TVs are playing,right, and now that is something
(19:26):
so that seniors who have nomoney, or if you put out a book
that says, guys, the top 10secrets to get money on a
hurricane relief, guys, the top10 secrets to get money on a
hurricane relief, that's goingto sell right now on the news,
it's a flip.
It's like, okay, you thinkyou've got to have hooks in ads
for Instagram and for Facebook.
Speaker 1 (19:47):
You've got to have a real hook for television.
And so let's talk about that,coming up with the concept of
coming up with a hook for TV.
And I guess I'm sure it'sprobably different with the
infomercial world and the newsworld.
Now, sure, there's, I'm surethere's overlap of like the
hooks need to be good either way.
But how can someone say I'vegot a book on this thing?
How can people find the hookthat's compelling?
(20:09):
Because I think you just kindof did it with that fix, skip
the flipbook.
It's like oh, how can Ilocalize it to what's happening
right now with this hurricane?
Or how can I, you know,demographically target it?
Like, how do you think throughturning maybe a more generic
book into a specific hook that'smade for TV?
Speaker 2 (20:26):
Well, first of all, you know, with print on demand
you could literally change yourtitle and probably keep the
content pretty similar.
If it was fix and flip forseniors, I could get that on
television in Orlando, where thevillages are, and there's, you
know, a hundred thousand seniorswatching television, the
demographics.
And, by the way, there's not alot of infomercials out there.
Infomercials, again, is a dyingart because television died.
Infomercials were infamous forjust randomly being on in the
(20:49):
middle of the night.
I have a couple that still runand I will tell you why because
they are so urgent.
We're not there's.
I just saw an insole one that'sstill running, but you don't
usually see house cleanersanymore.
You see the MyPillow guy on Fox.
People love that quick twominute infomercial.
The one I'm doing is for a freeheart scan, because if you've
(21:10):
got heart issues and after the,after COVID vaccine, everyone is
suffering and then you upsellinto a cancer scan.
We took that company from about50 000 to about 50 million in
the last four years.
It is crushing it.
Because seniors are the onewatching television.
It airs in every hotel room, inevery.
You know people who are stillwatching soap operas or you know
(21:31):
the reality shows.
Again I would.
And again, I don't want to goagainst any of your teaching
being on television.
Rocks and more power to you.
I've done it a lot.
It's more trouble sometimesthey also want you to bring.
If there's an audience, youhave to pay for books for the
entire audience, Like if you geton a Tamara show or Sherry
Shepard.
That cost me a lot.
When I took this on the doctorsit was like a $10,000
(21:53):
investment to get my product outfor free to them, fly myself up
there, et cetera, et cetera.
I would say that I love thesethree words research, strategy
and leverage.
I would if you had a book andyou've got something unique
about your flipping, you justcan't say flip, there's too many
books out there about that.
What is your unique take onthis?
(22:13):
You flip for a, you know, undera certain amount of money, or
do you flip to be Airbnb's whatis topical right now, and hone
in on that.
And then I would.
If I were you and I had a bookand I have lots of different
books I would leverage theaudience that wants that book.
So I just spoke at two realestate conventions.
They would have loved if I hada flip and fix book that was
(22:36):
really tangible.
I did one in New Hampshire, onein Boston, they're everywhere.
Oh, I would get on a speakingtour about that book with real
estate professionals and there'stons of them, you know and
they're not doing as well asthey could.
So I just always think who'sthe book targeted to and let's
get it in their hands.
Speaker 1 (22:54):
I love that to, and let's get it in their hands.
I love that.
So let's shift gears a littlebit.
I want to come back to theinfomercial stuff here in just a
second, but you talked about umspeaking gigs.
So I feel like there's a lot ofparallel to getting booked on
tv and getting booked, uh, tospeak at an event.
How many speaking gigs are youdoing a year, and and how are
you primarily booking those?
Speaker 2 (23:15):
well, I'll tell'll tell you what hundreds I do.
Hundreds, virtually.
I was on a tour for two yearswith Deepak Chopra, les Brown,
grant Cardone, gary Vee I wasone of the only two females, it
was me and Sharon Lecter, theco-author of Rich Dad, poor Dad,
and how I got that one, whichis fascinating.
We were in Clubhouse, which wasa great medium for me, and
which is fascinating.
We were in Clubhouse, which wasa great medium for me, and one
(23:35):
night I just simply said there'snot enough female role models
out there.
I've got male speakers and upthe wazoo I've got Tony Robbins,
les Brown, zig Ziglar I couldgo down the list Gary V Where's
the women?
The next morning I had a phonecall in my box that said or a
phone call that said, hey, wouldyou be interested in joining
this virtual tour?
And every week, every month,they had 3000 audience for us.
(23:58):
It was pretty amazing and Ibuilt some low cost, affordable
courses and made a fortune.
Now, how do I continue doingthat?
Well, that's that, and I willsay you need to train to be a
speaker.
I train speakers and I'll tellyou what I do differently.
Three things differently.
One, I'm a Broadway actressVoice, posture, physical.
(24:20):
That is really important.
I don't know many peoplequalified to teach that who are
not Broadway actresses.
By the way, I have a new moviecoming out, just so you know, in
two weeks.
We shot this last year.
It's an action-packed Westerncalled Black Creek, if you like
martial arts.
It is a martial arts based kindof Western and I'm the bad girl
.
I own the brothel and createhavoc in town and get to wear
(24:42):
cool clothes.
That's launching October 9th inLos Angeles.
So that's part of my.
That's what I bring to my wholepackage.
The second thing is all thetechnique.
You need your signature story.
I have a thing called the indexcard system where you lay out
your stories and I tell people.
This is the most gratifyingpart about speaking.
The worst part of your life isthe best part of your speech.
(25:05):
Most people don't want to gothere, but that is why they're
hiring you.
That is why Nick Svesetchak,who walks out with no arms and
no legs, has an audience,because his message is if I can
do this, any of you can do this,and you can walk and you can
brush your hair.
I can't.
I've been through some massivetrauma in my life.
I share that on stage and Iinspire people to do similar
things.
(25:25):
So if you've had a reason towrite a book, you have even more
reason to be on stage.
Because here's, can I give youone of my tips?
All right, this is actually oneof my books.
One habit to thrive in apost-covered world.
Can I give you one of my tips?
This is actually one of mybooks.
One Habit to Thrive in aPost-COVID World.
I actually have the largestbook that you can print, at 820
pages.
I was going to say thatsucker's massive.
Well, this is a compilation bookthat we did during COVID and it
(25:46):
was a phenomenal journey.
I'm happy to share with you howthat happened one day but that
would be me and the publisherwho sadly passed away from COVID
, and it shattered me because wewere going to do an entire one
habit world and we were doing itand he died.
And I'm very sad about that, butI will tell you the people in
this book Forward by Les Brown.
(26:06):
There's tons of celebrities inthis book the guy who played
Hercules and the guy who createdUggs and Pictionary and we've
got pro wrestlers gold medal allin this book.
It was easy to sell this bookand make it a bestseller because
there was a lot of peoplepromoting it.
You're so good at getting booksdone.
I mean, I watched you and Ilove what you're doing and I
would love to have thisconversation because my
(26:28):
specialty is getting it out tothe world.
It hurts my heart.
I share a story about my dad.
He was an inventor, a magician,a mechanic and he was crazy and
I loved it and his garage wasfilled with things that he was
tinkering on.
I'm sitting there one day andit's a small little house that
we had one bathroom, threebedrooms, and he said to me
kiddo, how do I get my ideas outto the world?
(26:50):
I said, dad, I have no idea,I'm eight.
Well, when my dad died,something really tragic happened
.
All the guys came in to cleanout.
They took all of his tools andthey threw away most of the
things that were my inventiontoys and things we played with
because they were trash.
So the truth is, if you've evenwritten a book and you don't
get it out to the world when youpass, no one will care.
(27:11):
So I believe your job after youwrite it or during writing, is
figuring out whose hands doesthis deserve to be in?
And I'm here because Chandlerwas speaking on stage.
I was glued.
He's got a great style on stage.
I was glued.
So when I talk about the threethings that I do differently one
as an actress your speech, yourstanding, your communication
(27:31):
skills.
Two, the signature story, yourmission, all the things that go
into what the speech is.
And three, part of it's yoursocial media Is it all up to
speed?
When I go to your pages, do Iknow what you're doing?
Does it support?
Or are you one of those peoplewho I meet all the time, mr
Chandler, who are like, well,I've just written a book, but I
started a course and I walk dogsand I love cooking and it's all
(27:52):
over the place?
When you're promoting your book, focus on that.
It's the most important thingin the world at that moment your
message and getting it sold topeople.
Now one of the things I do onstage, because very often
there's two ways to be on stage.
They'll either pay you, and youcan get paid $10,000, $20,000
for your speech, which is what'sin your book.
You're not selling, you're justdelivering value.
(28:15):
If I were a fix and flipper andI knew some secret things, I
would be going to real estateconventions.
They're everywhere.
There's 50,000 people goingthrough there, there's a
thousand in an audience.
Get on stage with your messageand then say guys, you know what
?
Just so you know, I have a book.
Put it right here, touch it onyour heart this is a technique
and then point over there in theback table where you are.
(28:36):
By the way, I went toChandler's back table because I
really wanted to connect withthis man, and over there I will
not only be signing copies, Igot a couple to give away for
free, maybe first person whogets up there, but I would love
you to get the information ofthe book right over there.
I don't have enough, becausenobody wants to buy a book, but
(28:56):
they sure do want information,they sure do want to be uplifted
, they want to be connected.
So you're not selling the book,you're selling the reason they
want the book, and that is apitch.
Speaker 1 (29:07):
I love that.
I love that I'm putting my bookclose to my heart here.
What a money.
What event it was that you sawme speak at?
Speaker 2 (29:18):
I was the first one after after COVID.
It was at Ryan Pineda's eventin Los Angeles.
Yeah, oh, I never thought Ithought what you do is you know?
Let me share something with youabout books I've written.
I've been in compilation booksabout 30 of them, of all
different levels.
I did my own.
This one was a publisher whocame to me with an idea and he
wanted people to bring a habitand an unhabit.
(29:39):
And he said to me you know,compilation books can be very
expensive.
You can pay two, four $10,000to be part of a really quality
book.
He said the chapters are $450,only three pages long, and I
would need 100 authors to putyour picture on the back,
chandler.
I just started my onlinecompany about pitching the
Ultimate Pitch Academy and Isaid I'm going to get all of
(30:03):
them in 24 hours.
He said no, it takes three tosix months.
I said, no, you don'tunderstand.
I have very committed students24 hours watch this.
And I did.
And then I put my celebritiesin and I loved that JV
relationship because he was afinisher and I was a dreamer and
a visionary I love.
Yeah.
Do you have kids?
By the way?
I don't yet.
Oh well, one day when you domake sure you have enough to
(30:26):
employ and I'll tell you, can I?
How old are you?
Speaker 1 (30:32):
I am 31.
Speaker 2 (30:34):
Yeah, all right.
So I didn't have.
I didn't even get married.
I was 35.
I had my babies at 42.
Let me tell you something that'scrazy about life my daughter,
who was my best friend travelingaround because, again, I had a
very traumatic childhood and sowhen she was born, she and her
twin brother, she loved to comearound with me and do things at
home, hang out at home shopping,and I didn't really notice that
this little girl was takingnotes, six years old, sitting
(30:55):
backstage at home shopping and Iget off set.
We sold pretty well and she'slike mom.
I have to say I took some noteshere.
Your models weren't smiling.
Your host said this and I don'tthink you should be doing that.
I'm like you're six.
My producer doesn't say this.
Why are you saying this?
Well, who knows, we werecreating the entrepreneur of all
time.
She ended up being.
We should walk up to Russell.
Oh my God she ended up being.
She walked up to Russell.
(31:16):
Oh my God.
She was doing websites andcoding when she was 12 to about
15 and building websites andlanding pages for Les Brown and
Joe Theismann and other ones ofmy friends.
She'd come down at 17 doingCOVID, upstairs with her brother
and said mom, what are youdoing?
And I said nothing.
The world has stopped, I'm notdoing anything.
She's like my mom's doingnothing.
We're putting your pitch stuffonline.
(31:37):
I'm like kiddo, look I.
This was five years ago.
I said I don't, I don't knowhow the whole internet thing
works.
She said I gotcha Because whenshe she was with me when I did
my 10X speech with Grant Cardone, Russell spoke right after me.
She walks up to Russell atrehearsal and I have it on
YouTube and says Russell, niceto meet you, I love your
(32:03):
platform, but there's some bugsin it that you need to fix.
Well, next thing you know she'sa junior board of advisor at
ClickFunnels and we started acoaching company and I'm going
to share something with you guystoo.
You know, when you're standingat the base of a mountain, the
mountain looks really tall, butyou've seen people like Chandler
climb it.
That's part of what the ChukamaClub is.
You've seen lots of otherpeople.
Climate how do you climate thesame way?
You eat an elephant one bite orone step at a time, and we put
(32:24):
25 people in a room on the firstwebinar I ever did.
I'd never done one, although Idid infomercials and I had a
$1,000 pitching product that Iwas going to do for a month with
people, right, I thought it wasworth a thousand.
The next morning and I hope youappreciate this, chandler my
ClickFunnels used to have $1.98in it.
I like sold like three copiesof something and I didn't have
(32:45):
any idea how to set it all up.
She sets it up, we do thewebinar.
I call her the next morning.
I'm like what does the K standfor?
So what do you mean?
Zero yesterday Now it says 25 K.
What's the K?
It's like mom, you made $25,000last night.
You sold everybody in the roomyour product.
I'm like, dude, we did thatfour times in a row.
That's a hundred thousanddollars.
Six months later I had one ofthose plaques.
Speaker 1 (33:08):
Wow, that's.
That's a great kid.
Speaker 2 (33:12):
So I have a couple of them, just make sure, hey we're
almost at time here.
Speaker 1 (33:16):
I've got maybe a final question or two.
I'm just super curious on theinfomercial stuff.
What did you learn from allthat?
I mean what makes a because I'msure there's a lot of crossover
to speaking, to sell etc.
What makes a great infomercialthat actually converts?
Speaker 2 (33:35):
You know what, mr Chandler?
I'm sorry, we're in the right.
I hope I can find it right now.
Oh, I don't know where I put it.
I'm putting out a book for thefirst time with my name on it
just my name called PitchSecrets A to Z, for exactly that
reason, and there's a sectionthere about infomercials.
What did I learn?
How do you get someone'sattention in the middle of the
(33:55):
night?
I'm going to do a littleexercise with you Pick up
something on the desk.
I'm going to put Chandler onthe spot for all of his family.
All right, all right, so what?
Okay, that is interesting, Ifigured.
Yeah, I was like this might bean attention grabber.
All right, so pitch it to me,you get 20 seconds Go.
Speaker 1 (34:19):
Oh, this an incredible artisan.
Well, actually, I'm going toback up.
Speaker 2 (34:20):
I'm going to take a page out of your book.
Do you ever?
Speaker 1 (34:22):
need to write anything.
Bingo All right you win, allright you ever lose your pen,
okay.
Speaker 2 (34:26):
So what Chandler just did is exactly the first thing
we teach.
When you pick up a product,this is your natural inclination
is to say look, I have aproduct here, I love it.
It's amazing.
You're about ready to do that.
And what the teaching says isdon't tell somebody they need it
.
Don't tell someone howwonderful it is, get them to
want it.
So you did beautifully.
(34:46):
You immediately went wait asecond, what if you had
something sitting on your desk?
Cause you're always looking forthat pen.
That's why I pitched Spingemthe way I do any product.
I would if this was a mouseright.
And because what happened onhome shopping and this is one of
the things I learned I'll bepitching a product.
They'll whisper in my ear yousold out, go to a new product
and you're like oh no, I have arock here with a love thing on
(35:07):
it.
Boom.
And one of the principles in myformula is called Febit features
and benefits.
If I'm going to pick up thisimmediately, I'm going to go
okay, what's a feature benefit?
Hey guys, you know what.
You know what everybody needsin their life.
There's songs about it.
L-o, finish it for me, v-e.
We all need love in our lives.
Yeah, if you're sitting at adesk and you're working, I don't
know about you and yourcoworkers there's not a lot of
(35:27):
love going on.
So what if I is?
Don't tell people what theyneed.
That's the most important thing.
So how does this translate toyour book?
No one needs your book.
Own that, okay.
(35:47):
So if they don't need my book,how do I get them to want my
book?
So, hey guys, if you'resomebody in real estate, you
know, forget real estate.
You're somebody who'd like tomake more money passively.
Let me tell you something Ifyou're at all creative and
artistic and if you're not, youdon't want my book.
But you've got a little bit ofedge.
How you fix and flip.
There's a science to it, astep-by-step system, and I think
(36:10):
you can do it with no moneydown.
You want all of that.
It's right.
Here in this book I'll give youthe secrets.
That's how you do it.
We can do that with any bookyou've got.
I love it.
That's super interesting.
Well, do it with your book.
(36:30):
Pick up your book for a second,because you did it really well.
You totally hooked me.
So when you hold this book upfirst, it's a good title, it's
catchy, published.
I love it.
The Proven Now listen to thewords that he's used, which are
very NLP oriented the ProvenPath I don't want just a path
the Proven Path from Blank Page,which we've all stared at, to
10,000 copies sold that is agenius pitch right there.
Everything about that I loveand I can go through this step
(36:53):
by step.
The red is a really stop typething, the pencil is kind of fun
and catchy and I like it.
It's a proven system and I allwant to be published.
That's awesome.
So when you're on stage, youknow what to do.
You don't talk about the book.
You tell everybody in theaudience look, you've got a
story to tell and I know.
If you're standing at a blankpage, what if I told you I have
(37:13):
a proven system to get the ideasin your head published in a
book.
That's exciting gauge.
And then you enroll, go to theback of the room let's sign up,
let's get this done.
And so I hope for you would bethat we teach, or that you teach
your, your entrepreneurs who'vedone books the step-by-step
system to getting them seen,because published is not seen.
(37:36):
And now I need a book calledseen.
Speaker 1 (37:40):
Well, hey, I know a guy that can help you with this,
uh, with this book.
This has been awesome, maybemore and one of the more fun,
dynamic, entertaining interviewsI've done in a really long time
.
Uh, where can people go to findout more about you, your books,
your programs or whatever,would be most helpful.
Speaker 2 (37:59):
All right, so my name is very unique.
It's Forbes Riley.
Go to ForbesRileycom and everySunday and, guys, I'm crazy.
This is the part of my lifewhere I'm giving back.
I still do movies andtelevision and I have a great
career and I get paid about$50,000 to go into a company for
the afternoon and do what Ijust did with you.
Guys, I don't charge anywherenear that.
In fact, every Sunday for $19,and I know it's a crazy number I
(38:23):
would invite you to come meetme live and do what I just did
with Chandler.
We've got about 50 to 200 peoplecome to a room I teach a little
bit and then I work with peopleso you can start to change your
hearing.
That is calledpitchsecretsmasterclasscom and I
am there live and I love it.
It's two hours of my week and Ido it because when you get to a
(38:43):
point, when you get wildlysuccessful, all you want to do
to be happy is give back.
So if you want to step in orlean up, I love doing this.
It's my great joy to up-level,uplift and empower, obviously,
people who deal with Chandler,because writing books is my
heart.
Like I said, I've got a dozenof them.
I'm now releasing my very firstone we're almost finished called
(39:04):
Pitch Secrets.
And the funny thing is,chandler, I'm going to be doing
all the things I'm telling you.
I'm going to be doing the bookreadings, I'm going to be doing
the podcast, as much televisionas I can.
Again, I look at the title Now.
Why would a newscaster, whywould a morning show, want to
pitch secrets?
Well, what if the tagline wasthe true secret to getting
anything and everything you wantin life?
(39:24):
What does it have to do withpitching?
Well, that's good enough to getme on a show.
Speaker 1 (39:30):
Nice, I love that.
PitchsecretsmasterclasscomForbes.
This was fun.
Thank you so much.
Speaker 2 (39:37):
You are awesome, my friend.
Now I look forward to havingyou on my show so I can find out
more about you.
I have a weekly radio show thatairs on Wednesdays live all
over from iTunes to to VoiceAmerica, and I would love to
interview you and I'll putsomething out.
If you've got some authors whoare timely, who are great on
camera and have good messages,let's get them out and just give
(39:58):
them some publicity.
Shall we, let's do it, let's doit, thank you, bye you, thank
you.
Hey, chandler Bolt.
Here and joining me today is DrForbes Riley.
She's an award-winning, winningTV personality.
She's an entrepreneur.
She's the creator of the SpinGym Fitness Sensation Right here
, I've got one of them righthere Nice.
I love it.
If you're watching on theYouTube channel, you can see it.
She's this is a fun fact.
She's also I mean, obviouslyit's an incredible name but has
(00:29):
hosted over a hundredinfomercials.
With 20 years on shoppingchannels.
I'm super fascinated about that.
I got a bunch of questionsabout that.
She's been crowned the $2billion host.
She helps people get on TV andlook good on on tv, and so we
got a bunch to unpack here todayon how to get on tv, how to
land your first tv appearances.
(00:49):
A bunch of questions forbeswelcome I love it.
Speaker 2 (00:53):
Chanel, you know I'm excited to be here.
This is about a year and a halfin the making, so I am so
jazzed to finally be here withyou well, hey and this is the
inaugural I mean my backgrounddoesn't look as good as you this
is.
Speaker 1 (01:05):
We just moved into our first ever in-person office,
so we opened up an office herein Austin, texas, and so this is
the first podcast interviewI've done from the office.
So it's nothing fancy, but it'sa fun day for me as well.
Speaker 2 (01:19):
Well, I will tell you .
What's very impressive is yourtwo comma club over your
shoulder.
I have two of those and I'mvery proud of that.
That was one of my goals when Istarted this other part of my
career.
Speaker 1 (01:29):
Love it.
Speaker 2 (01:30):
Yeah, it screams like now you need a $10 million one.
Speaker 1 (01:34):
Yeah, well, let's start here.
I want to ask a bunch ofquestions about TV.
So we got a bunch of authorsthat listen to this who want to
get on TV to get publicity fortheir books, get publicity for
their business.
So let's maybe start there.
How did you first break into TVand what are some steps that
you recommend people take toland their first TV appearances?
(01:57):
All right.
Speaker 2 (01:58):
So do I have the ability to share my screen?
Can you give?
Yeah, I can.
You know I'm going to sharewith you my, my desire to be on
television.
I'm going to show you a littlevideo that I think will blow you
away is going to be very, verydifferent from yours.
Okay, because I did it in atime when there was television.
People are not watching TVright now, and that is a huge
problem.
You notice that there's not alot of television going on.
(02:19):
Well, I happened to be there tobe there, and it's something
about being first to market whentelevision was just starting.
I wanted to be an actress.
I had no desire to be amarketer or any of those things.
I just wanted to be JuliaRoberts and Sandra Bullock.
That would have been very nicefor me, and I was.
I worked on Broadway.
I starred DeChandler.
I'm sure you've seen my veryfirst feature film.
It's called Splatter University.
Not a joke.
(02:39):
I star in it.
It still plays, there's stillfans, and someone just wrote the
book about Splatter it's agraphic novel and asked me to
autograph it, which is kind offunny if you think about after
all of these years.
Right, and so I in the old dayswhen you're an actress and it's
really important.
One of the things that I doteach is I teach speaker
training, because how do you beon a podcast?
Is speaker training?
How do you get on stage?
And then how do you sell?
(03:00):
I stood next to Russell Brunsonat the 10X when he sold 3.1
million.
He had 90 minutes.
I only had 30 minutes and Isold a quarter of a million.
I will tell you, a lot of yourbig names out there don't know
how to sell and market andenroll, and that is one of the
things that I love.
So let me just show you thisreal quick.
I went into an audition, likeall my auditions, and there's
this sitting on the desk andit's a pen.
(03:21):
Now we've all seen Wolf of WallStreet, which did not exist way
back then.
I looked at the pen andChandler just like you, because
I think this is who you are,I've always been a little bit of
an out of the box thinker and Isaid to myself that literally
it said sell me this pen to thecamera and I thought all those
other actresses are going to sayit's purple, it fits nice in
your hand and sells for a dollar.
I just I knew that.
I said don't do that.
(03:42):
I had no training.
I looked at the camera and Isaid you know, guys, I was 15
and a half when I got to college.
I was really young.
I skipped a year of high school.
I was nervous, I was shy.
My mother used to write melonghand notes in a pen, just
like this.
I would run to the mailboxbecause I know that a pen like
this can reach out and touchsomebody's heart.
Here's what's crazy about that.
Jake of Body by Jake came outfrom behind the camera, grabbed
(04:06):
my fish and said you're going tomake me a lot of money.
He was launching this thingcalled Fit TV and I'm going to
share it with you just reallyquick, because you almost can't
believe it.
If you were not around duringthat time, you didn't know this
existed.
Wrong share.
Hang on, cause I'm very excitedto share this.
This is like if there wassocial media back then, I would
have been like you know.
Speaker 1 (04:25):
Total convenience 24 hours a day.
Now get ready for the latest insports fashion and exercise
gear on Fitness Plus.
Speaker 2 (04:34):
Hi, I'm Forbes Riley and today we've got a great
product for you.
Take a look at this.
Hi, I'm Forbes Riley and that's, by popular demand, the best
way to develop rock-hardabdominals.
Hi, I'm Forbes Riley andwelcome to Fitness Club.
That's the job I got.
Okay, and here's what's funnyabout that, and I'll move over
here.
I did this for five years.
No one there was no onboarding,no one taught me how to do this
(04:56):
or how to market.
None of that existed back in1990 and I just intuitively knew
there's a slam man and a toothwhitener and a bread maker and I
I just understood this conceptof pitching.
I don't actually know why.
Neither does Jake.
All I know is I was Jake's girl.
We shot five of these everyweek.
I did 1500 products in fiveyears and he sold the network to
(05:17):
Fox in 1993.
Get ready for this for a $500million Dang.
And then what happened was itwas the birth of infomercials
and, like you said, I've hostedover 100.
Well, I've hosted over 197 ofthem and the most famous one of
that, which you again, you don'tknow this unless I show it to
you, which is why I'm going onthe world tour to do this
because it's too wonderful.
(05:38):
I dealt with so many amazingcelebrities, but Jacqueline
Chandlerler, do you rememberthis?
Over 50 years, it is mypleasure to introduce to you a
couple of living, breathingtestimonials to the wonders of
juicing Elaine and Jack LaLanneso he was on television for 37
years.
Your grandmother loved him.
(05:58):
He was actually exercising in achair with his dogs and
black-and-white TV thatcial guys.
It ran 400 times a week in thiscountry, eight years around the
world, and it grossed us abillion dollars in sales.
This is all before the internet, I know.
I bring the history oftelevision, of infomercials, of
(06:20):
how Shark Tank happened, abouthow all of this gets product on
television.
So now, how does this translateto you?
Well, you've got a book.
There's two things that are theproduct, though that you don't
realize.
One is the book, it's prettyobvious, but two is you.
You are the product.
And I wake up, eat, live andbreathe.
This concept of pitching.
That's what I did with this pen, by telling the story and
(06:41):
exciting and engaging andenrolling somebody else.
And so now, since COVID hitabout almost five years now, in
March, we started a companydesigned to teach pitching,
because it's not a thing.
No one does this right.
You've heard of an elevatorpitch or an investor pitch.
Well, I wake up in the morning,chandler, and I'm like honey,
could you rub my neck If he says, yes, that's a pitch, I win.
(07:01):
Chandler Bolt said hey, forbes,would you be on my podcast?
Are you paying me?
No?
Well, so he did, wasn't, didn'tmake a sale.
He did a pitch and I said yes.
Why did I say yes?
Because it serves me.
Why did he ask me?
Because it serves him, and it'sa win, win.
And so I am delighted beyondall get out at this point of
this age in and this part of mylife.
(07:23):
I'm 64 years old and, come on,I don't look it right, you don't
look a day over 24.
Speaker 1 (07:33):
Well see, now I'm going to come back on Chandler's
show and I'm going to visit hisstudio and I'm going to help
all of his authors get on TV,but that's you know what.
Speaker 2 (07:37):
But subtly, my friend , that's a pitch.
Giving a compliment is designedfor the other person's ears and
this, giving a compliment, isdesigned for the other person's
ears and this is what I've beenvery good at.
You know I do.
I do a webinar on Sundays totell my life story because it's
been pretty tragic and traumatic, and one of the things that I
share is that I was a very ugly,awkward little girl.
Now I will tell you that a lotof who and how you become is
(08:00):
because of who you are whenyou're little, and I've done a
lot of work with people likethat and I'll tell you why
Because it inhibits you.
If you're somebody who sabotageswhat you do, or is stuck or
haven't written your chapter orhaven't pulled the trigger on
things, odds are it's not thatyou don't know you look at
Chandler and his success and allof his track record but
something's holding you back.
So I had a woman come to mejust recently this was
(08:21):
heartbreaking 53-year-old CEO ofa company.
She said they're going to fireme.
He said what did you do wrong?
She says I cannot get up andspeak.
I can't communicate what I'mdoing because my palms get
sweaty.
I get really upset and lasttime I just threw up and I said
but doesn't that seem odd to you?
She's like well, yeah, I saidwhat happened.
(08:45):
We found out that she's sevenyears old.
In second grade she does a bookreport.
She gets up to speak and shepees on herself and all of her
classmates laugh at her.
Her teacher does not help herand she made a decision in her
little brain at that age thatsaid I'm never doing this again,
I'm never speaking in public.
She forgot.
She said that the 53-year-oldwoman is traumatized because the
seven-year-old won't let herspeak.
We fixed that with one of mytechniques and I got to tell you
she's doing great.
And so same thing when it goesto promote your book.
(09:10):
You had a lot of desire, energyand drive to impact the world
with your message, but now yourjob is to sit on a couch on
television and what I ask peopleto do is go.
Okay, what are you doing there?
Odds are the newscaster or theTV host or whatever.
Even the podcaster barely wantsyou because you're not really
famous.
(09:30):
If you were super famous AlexRamosi, come on the show.
Oprah Winfrey, come on the showright.
So you've got this book andyour goal is there to serve his
audience.
So what I'm doing today is Icould tell you all about me, but
it's not really important whataudience.
So what I'm doing today is Icould tell you all about me, but
it's not really important.
What I'm thinking is what isChandler's audience?
What do you want most from meand how do I solve that issue
and help you?
(09:50):
That's what you get to do whenyou've got a book.
How do you serve the audienceso they're interested and they
thank the host for bringing youon.
Speaker 1 (09:59):
That's great.
I love that.
I've got about 17 follow-upquestions, but I'll start with.
I'll start with this one.
So what is the pitch?
You talked about, okay, gettinggood at pitching, and then you
also talked about serving theiraudience.
What is the pitch if you're notfamous and you've got a book
and you want to get on TV, like,how can people craft that in a
way that gets to a yes, okay?
Speaker 2 (10:21):
Well, first of all I would say stop wanting to get on
TV, the TV that I'm showing you.
Do you watch TV at all?
No, your mother does.
Or people in hotel rooms,people not even watching TV.
Just to be really clear, theydo for the news, and there's a
couple of news stations.
Why would you be newsworthyenough for them to take away
from the election and put yourbook on?
(10:41):
So, number one, your booksbetter be really impactful and
serve an audience.
So the most important thing youcan do is to take your book and
go.
Okay, everyone always says youcan't judge a book by its cover.
Yes, you can.
In fact, that's all.
You judge it by the cover ofyour book.
I have a new.
I have a couple of books lyingaround.
Here is all that we get to see.
So you get to say anything thatyou want.
(11:01):
There's a formula for pitching,there's two formulas, and I
teach those.
Not that I can give it all toyou right now.
If I could, I would be anabsolute genius.
But I will give you a free onething.
I'll give you a free gift.
Go to wwwfreegiftfromforbescom.
There is a template there forwhat I call one minute to
millions.
It is an introductory and,chandler, it's fascinating when
(11:24):
we go through this.
I do a bootcamp on this becauseit looks easy, it is simple,
easy, it's not.
So the first thing it says ishi, my name is.
And sometimes we forget tointroduce ourselves.
Chandler, you ever go to anetworking meeting and somebody
says, hi, my name is Rosalia,nice, to meet you.
And you're like, damn, what washer name?
Say your name, it matters.
Hi, nice, to meet you.
And you're like damn, what washer name?
(11:45):
Say your name, like it matters.
The second thing is I callsetting the stage.
You have a book in a genre andyou need to know what that genre
is and set the stage before yousay hi, I wrote a book because
I love it.
This happened to me and it'sall about me, but it's not.
It's all about the life lessonthe reader wants to take away.
I believe you never write abook for yourself.
You don't write it to write it.
(12:06):
You write it to be read, and soyou want to come up with the
hook, just like we all do indigital marketing.
What is that hook?
But the hook is about you.
So, chandler, I'll ask you thesecond prompt.
And, guys, this is a free gift.
You get to download the entiretemplate.
If you want to come to bootcampto have me work you through it,
I'm happy to do that, because Ithink nobody learns to swim
(12:27):
from a book, and I thinkpitching is a skill you must
practice.
So, chandler, if I said to youwe're at a networking event, I
say hi, nice to meet you.
What do you do?
What do you tell me?
Speaker 1 (12:40):
Say I help people write books that grow their
businesses.
Speaker 2 (12:43):
Say I help people write books that grow their
businesses.
Okay, so could you now?
My formula?
Has you do something a littledifferently?
It never has you say the word Ihelp, because I didn't ask you
who you help.
I asked you what you do, and Iwant to know conceptually what
you do, so I know how I'm gonnatalk to you next.
Congratulations that you dothat, but you do a whole lot
more.
What if I gave you three wordsI'm and I told you to say it
(13:06):
like this not I am, but I'mknown as I'm known as the
entrepreneurial book writer'sbest friend, whoa, whoa, what's
that?
And then you put in the nextprompt, which says because,
because I've helped over howmany authors?
Speaker 1 (13:25):
7,000.
Speaker 2 (13:27):
So imagine this, chandler.
You're like hi, my name isChandler Boat.
I'm known as theentrepreneurial book writer's
best friend Because, as someonewho's got over 7,000 published
authors and 50 million in sales,imagine what I could do for
your business, Mic drop.
Their response should always bewow, tell me more, give me your
card.
And in two sentences, you didwhat I watched you do on stage
(13:49):
in an entire hour.
Does that make sense?
This is how you and write thisdown guys watching.
Does that make sense?
This is how you and write thisdown guys watching, you excite,
you engage and you enroll.
And if that is your intentionnot to talk, not to tell, not to
teach those are very, in fact,I have to write that down, not
to talk, tell or teach the T'swe don't do, we don't talk, we
don't tell, we don't teach, weexcite, we engage and we enroll.
(14:18):
That's what pitching is allabout.
He's like wow, I just got hitby a storm here.
Speaker 1 (14:22):
I'm writing it down on my side too.
I love that Excite engage andenroll.
Don't talk, tell or teach.
So let's talk.
I know you said hey, forgetabout being on TV, but I think
we got a lot of people listeningwho are hey, but I want to be
on TV.
Speaker 2 (14:36):
So I would say to you okay, being on TV is nice.
In fact, I do another training.
I own a television studio wherewe film it Like it's a morning
show, cause I've hosted lots ofshows, because the truth is,
think about this for a secondwho's watching TV?
But they are going to yourwebsite and so it looks like
you've been on a nationaltelevision show and I'm happy to
(14:56):
talk to you about maybe a JVrelationship, because I
literally set it up to make itlook like you're on a television
show with an amazing interview,because I'm a pitch person, I
love interviewing people and Iknow where you're coming from.
That footage is what you want toleverage.
It's not about the TVappearance.
I mean, I went on with my spingym on the TV series the Doctors
(15:21):
.
We sold 38,000 that day, andthen not one more because the
show was over.
I took that videotape, though,and leveraged it all over the
place.
So if you want to make booksales, you want to be engaging.
First of all.
The cheapest, freest way to doit is right here on a podcast.
There's 500,000 podcasts, andI'm sure you teach a strategy on
how to get your book out to theworld.
I would start with podcasts,and if one of them is so hot,
that's what you would send to aTV producer going look this, we
(15:43):
put this on YouTube.
We got a half a million hits onit.
Your audience is going to wantit.
Odds are, they more likelyrespect you if you've got the
followers to what you're doingthan if you just want to get
your book on television.
Does that resonate?
Speaker 1 (15:58):
Yeah, that makes sense.
That makes sense and I thinkit's smart.
Speaker 2 (16:01):
It is.
It's definitely smart becauseno one's really watching
television.
It's great to have thatcredibility, but you want to get
the credibility in a lot ofdifferent ways.
Speaker 1 (16:10):
Right and to your point.
You use the TV bit to leverageit elsewhere, and so I think
it's pretty in alignment withwhat we teach, is that okay?
The TV spot is a credibilityplay and the podcast spot is
more of a book mover.
So if your goal is to sellbooks, podcasts do that, because
(16:30):
who listens to podcasts?
Well, learners and readers, andso they're more like.
So if you're trying to optimizefor just directly selling books
, cool, go on a bunch ofpodcasts.
If you're optimizing for thecredibility, the authority, all
that, obviously TV still holds alot of cachet, even if not many
people are watching it.
Speaker 2 (16:48):
Well, I'm going to give you a private link and I
would love to examine thisbecause, if we conclude that
having the footage is the mostimportant, we can get you the
footage because it's very hardto get on television.
Just so you know, it's hard forcelebrities to get on
television and they're all vyingfor their movies.
There are a lot of big bucks.
So odds are, unless you becomevery friendly with your local TV
(17:10):
person.
It's not going to happen out ofthe gate, but I may have a
solution for you and I'm goingto share it with you off camera.
Speaker 1 (17:16):
Cool.
What would you start if someonejust like hey, I'm dead set on
the TV route, Do you start local?
Speaker 2 (17:26):
Well, again I got to go back to.
What is it that you want fromthis, and is your topic so darn
interesting?
Do you have a book in mind thatyou think was tv worthy that
you just did give me some idea,let me.
Let me maybe see if I can pokeholes in it or elevate it up hmm
, uh, let's see, I would say.
Speaker 1 (17:46):
First one that comes to mind is a book called skip
the flip.
It's on real estate investingin flipping houses.
Okay.
Speaker 2 (17:54):
Okay, so the only do you think that's worthy of local
news?
Speaker 1 (17:59):
I think it could be yeah.
Speaker 2 (18:00):
Well, but you really see, I also spent almost 30
years on home shopping, homeshopping.
Let me get real about thecoaching here.
You have to sell on homeshopping $2,000 to $5,000 a
minute of your product.
So I'm not interested inproducts that you can't take
them on, because they just won'twork.
And the oddest things work,like, for example, taking on my
sphinx.
I sold 64,000 of these in oneday.
(18:22):
This has been a very longjourney, but home shopping is
designed to sell products.
Fitness is a good category andI don't sell the product.
Here's what I sell.
Chanda, lift up your right armEverybody watching.
Feel the bottom of it.
Is it a little nice and tightor a little bit of wiggly,
jiggly?
Yeah, oh, look at that littlesag there.
I'll tell you what.
You give me five minutes whileyou're sitting on a zoom.
Call my friend and we're goingto tighten that up.
(18:42):
Maybe you have a wife,girlfriend or mother and all of
a sudden I've got four salesfrom this one moment and all I
did was make you smile and godamn, I need one in pink, I want
one in blue, I'll give mygrandmother one in silver.
So now we're thinking realestate flipping.
You know, there's TV shows forthat.
If you can get a televisionshow done, but why would I put
you on?
Who are you and how does itserve my audience?
(19:05):
Because if it's moreself-serving for you to sell
your book or your course, tv isnot interested in that.
Tv is mass market.
They've got to get the mom anddad at home.
So if it was fix and flip forgrandmas or for seniors senior
flip and fix, that's a topicthat all of a sudden is like you
know what TVs are playing,right, and now that is something
(19:26):
so that seniors who have nomoney, or if you put out a book
that says, guys, the top 10secrets to get money on a
hurricane relief, guys, the top10 secrets to get money on a
hurricane relief, that's goingto sell right now on the news,
it's a flip.
It's like, okay, you thinkyou've got to have hooks in ads
for Instagram and for Facebook.
Speaker 1 (19:47):
You've got to have a real hook for television.
And so let's talk about that,coming up with the concept of
coming up with a hook for TV.
And I guess I'm sure it'sprobably different with the
infomercial world and the newsworld.
Now, sure, there's, I'm surethere's overlap of like the
hooks need to be good either way.
But how can someone say I'vegot a book on this thing?
How can people find the hookthat's compelling?
(20:09):
Because I think you just kindof did it with that fix, skip
the flipbook.
It's like oh, how can Ilocalize it to what's happening
right now with this hurricane?
Or how can I, you know,demographically target it?
Like, how do you think throughturning maybe a more generic
book into a specific hook that'smade for TV?
Speaker 2 (20:26):
Well, first of all, you know, with print on demand
you could literally change yourtitle and probably keep the
content pretty similar.
If it was fix and flip forseniors, I could get that on
television in Orlando, where thevillages are, and there's, you
know, a hundred thousand seniorswatching television, the
demographics.
And, by the way, there's not alot of infomercials out there.
Infomercials, again, is a dyingart because television died.
Infomercials were infamous forjust randomly being on in the
(20:49):
middle of the night.
I have a couple that still runand I will tell you why because
they are so urgent.
We're not there's.
I just saw an insole one that'sstill running, but you don't
usually see house cleanersanymore.
You see the MyPillow guy on Fox.
People love that quick twominute infomercial.
The one I'm doing is for a freeheart scan, because if you've
(21:10):
got heart issues and after the,after COVID vaccine, everyone is
suffering and then you upsellinto a cancer scan.
We took that company from about50 000 to about 50 million in
the last four years.
It is crushing it.
Because seniors are the onewatching television.
It airs in every hotel room, inevery.
You know people who are stillwatching soap operas or you know
(21:31):
the reality shows.
Again I would.
And again, I don't want to goagainst any of your teaching
being on television.
Rocks and more power to you.
I've done it a lot.
It's more trouble sometimesthey also want you to bring.
If there's an audience, youhave to pay for books for the
entire audience, Like if you geton a Tamara show or Sherry
Shepard.
That cost me a lot.
When I took this on the doctorsit was like a $10,000
(21:53):
investment to get my product outfor free to them, fly myself up
there, et cetera, et cetera.
I would say that I love thesethree words research, strategy
and leverage.
I would if you had a book andyou've got something unique
about your flipping, you justcan't say flip, there's too many
books out there about that.
What is your unique take onthis?
(22:13):
You flip for a, you know, undera certain amount of money, or
do you flip to be Airbnb's whatis topical right now, and hone
in on that.
And then I would.
If I were you and I had a bookand I have lots of different
books I would leverage theaudience that wants that book.
So I just spoke at two realestate conventions.
They would have loved if I hada flip and fix book that was
(22:36):
really tangible.
I did one in New Hampshire, onein Boston, they're everywhere.
Oh, I would get on a speakingtour about that book with real
estate professionals and there'stons of them, you know and
they're not doing as well asthey could.
So I just always think who'sthe book targeted to and let's
get it in their hands.
Speaker 1 (22:54):
I love that to, and let's get it in their hands.
I love that.
So let's shift gears a littlebit.
I want to come back to theinfomercial stuff here in just a
second, but you talked about umspeaking gigs.
So I feel like there's a lot ofparallel to getting booked on
tv and getting booked, uh, tospeak at an event.
How many speaking gigs are youdoing a year, and and how are
you primarily booking those?
Speaker 2 (23:15):
well, I'll tell'll tell you what hundreds I do.
Hundreds, virtually.
I was on a tour for two yearswith Deepak Chopra, les Brown,
grant Cardone, gary Vee I wasone of the only two females, it
was me and Sharon Lecter, theco-author of Rich Dad, poor Dad,
and how I got that one, whichis fascinating.
We were in Clubhouse, which wasa great medium for me, and
which is fascinating.
We were in Clubhouse, which wasa great medium for me, and one
(23:35):
night I just simply said there'snot enough female role models
out there.
I've got male speakers and upthe wazoo I've got Tony Robbins,
les Brown, zig Ziglar I couldgo down the list Gary V Where's
the women?
The next morning I had a phonecall in my box that said or a
phone call that said, hey, wouldyou be interested in joining
this virtual tour?
And every week, every month,they had 3000 audience for us.
(23:58):
It was pretty amazing and Ibuilt some low cost, affordable
courses and made a fortune.
Now, how do I continue doingthat?
Well, that's that, and I willsay you need to train to be a
speaker.
I train speakers and I'll tellyou what I do differently.
Three things differently.
One, I'm a Broadway actressVoice, posture, physical.
(24:20):
That is really important.
I don't know many peoplequalified to teach that who are
not Broadway actresses.
By the way, I have a new moviecoming out, just so you know, in
two weeks.
We shot this last year.
It's an action-packed Westerncalled Black Creek, if you like
martial arts.
It is a martial arts based kindof Western and I'm the bad girl
.
I own the brothel and createhavoc in town and get to wear
(24:42):
cool clothes.
That's launching October 9th inLos Angeles.
So that's part of my.
That's what I bring to my wholepackage.
The second thing is all thetechnique.
You need your signature story.
I have a thing called the indexcard system where you lay out
your stories and I tell people.
This is the most gratifyingpart about speaking.
The worst part of your life isthe best part of your speech.
(25:05):
Most people don't want to gothere, but that is why they're
hiring you.
That is why Nick Svesetchak,who walks out with no arms and
no legs, has an audience,because his message is if I can
do this, any of you can do this,and you can walk and you can
brush your hair.
I can't.
I've been through some massivetrauma in my life.
I share that on stage and Iinspire people to do similar
things.
(25:25):
So if you've had a reason towrite a book, you have even more
reason to be on stage.
Because here's, can I give youone of my tips?
All right, this is actually oneof my books.
One habit to thrive in apost-covered world.
Can I give you one of my tips?
This is actually one of mybooks.
One Habit to Thrive in aPost-COVID World.
I actually have the largestbook that you can print, at 820
pages.
I was going to say thatsucker's massive.
Well, this is a compilation bookthat we did during COVID and it
(25:46):
was a phenomenal journey.
I'm happy to share with you howthat happened one day but that
would be me and the publisherwho sadly passed away from COVID
, and it shattered me because wewere going to do an entire one
habit world and we were doing itand he died.
And I'm very sad about that, butI will tell you the people in
this book Forward by Les Brown.
(26:06):
There's tons of celebrities inthis book the guy who played
Hercules and the guy who createdUggs and Pictionary and we've
got pro wrestlers gold medal allin this book.
It was easy to sell this bookand make it a bestseller because
there was a lot of peoplepromoting it.
You're so good at getting booksdone.
I mean, I watched you and Ilove what you're doing and I
would love to have thisconversation because my
(26:28):
specialty is getting it out tothe world.
It hurts my heart.
I share a story about my dad.
He was an inventor, a magician,a mechanic and he was crazy and
I loved it and his garage wasfilled with things that he was
tinkering on.
I'm sitting there one day andit's a small little house that
we had one bathroom, threebedrooms, and he said to me
kiddo, how do I get my ideas outto the world?
(26:50):
I said, dad, I have no idea,I'm eight.
Well, when my dad died,something really tragic happened
.
All the guys came in to cleanout.
They took all of his tools andthey threw away most of the
things that were my inventiontoys and things we played with
because they were trash.
So the truth is, if you've evenwritten a book and you don't
get it out to the world when youpass, no one will care.
(27:11):
So I believe your job after youwrite it or during writing, is
figuring out whose hands doesthis deserve to be in?
And I'm here because Chandlerwas speaking on stage.
I was glued.
He's got a great style on stage.
I was glued.
So when I talk about the threethings that I do differently one
as an actress your speech, yourstanding, your communication
(27:31):
skills.
Two, the signature story, yourmission, all the things that go
into what the speech is.
And three, part of it's yoursocial media Is it all up to
speed?
When I go to your pages, do Iknow what you're doing?
Does it support?
Or are you one of those peoplewho I meet all the time, mr
Chandler, who are like, well,I've just written a book, but I
started a course and I walk dogsand I love cooking and it's all
(27:52):
over the place?
When you're promoting your book, focus on that.
It's the most important thingin the world at that moment your
message and getting it sold topeople.
Now one of the things I do onstage, because very often
there's two ways to be on stage.
They'll either pay you, and youcan get paid $10,000, $20,000
for your speech, which is what'sin your book.
You're not selling, you're justdelivering value.
(28:15):
If I were a fix and flipper andI knew some secret things, I
would be going to real estateconventions.
They're everywhere.
There's 50,000 people goingthrough there, there's a
thousand in an audience.
Get on stage with your messageand then say guys, you know what
?
Just so you know, I have a book.
Put it right here, touch it onyour heart this is a technique
and then point over there in theback table where you are.
(28:36):
By the way, I went toChandler's back table because I
really wanted to connect withthis man, and over there I will
not only be signing copies, Igot a couple to give away for
free, maybe first person whogets up there, but I would love
you to get the information ofthe book right over there.
I don't have enough, becausenobody wants to buy a book, but
(28:56):
they sure do want information,they sure do want to be uplifted
, they want to be connected.
So you're not selling the book,you're selling the reason they
want the book, and that is apitch.
Speaker 1 (29:07):
I love that.
I love that I'm putting my bookclose to my heart here.
What a money.
What event it was that you sawme speak at?
Speaker 2 (29:18):
I was the first one after after COVID.
It was at Ryan Pineda's eventin Los Angeles.
Yeah, oh, I never thought Ithought what you do is you know?
Let me share something with youabout books I've written.
I've been in compilation booksabout 30 of them, of all
different levels.
I did my own.
This one was a publisher whocame to me with an idea and he
wanted people to bring a habitand an unhabit.
(29:39):
And he said to me you know,compilation books can be very
expensive.
You can pay two, four $10,000to be part of a really quality
book.
He said the chapters are $450,only three pages long, and I
would need 100 authors to putyour picture on the back,
chandler.
I just started my onlinecompany about pitching the
Ultimate Pitch Academy and Isaid I'm going to get all of
(30:03):
them in 24 hours.
He said no, it takes three tosix months.
I said, no, you don'tunderstand.
I have very committed students24 hours watch this.
And I did.
And then I put my celebritiesin and I loved that JV
relationship because he was afinisher and I was a dreamer and
a visionary I love.
Yeah.
Do you have kids?
By the way?
I don't yet.
Oh well, one day when you domake sure you have enough to
(30:26):
employ and I'll tell you, can I?
How old are you?
Speaker 1 (30:32):
I am 31.
Speaker 2 (30:34):
Yeah, all right.
So I didn't have.
I didn't even get married.
I was 35.
I had my babies at 42.
Let me tell you something that'scrazy about life my daughter,
who was my best friend travelingaround because, again, I had a
very traumatic childhood and sowhen she was born, she and her
twin brother, she loved to comearound with me and do things at
home, hang out at home shopping,and I didn't really notice that
this little girl was takingnotes, six years old, sitting
(30:55):
backstage at home shopping and Iget off set.
We sold pretty well and she'slike mom.
I have to say I took some noteshere.
Your models weren't smiling.
Your host said this and I don'tthink you should be doing that.
I'm like you're six.
My producer doesn't say this.
Why are you saying this?
Well, who knows, we werecreating the entrepreneur of all
time.
She ended up being.
We should walk up to Russell.
Oh my God she ended up being.
She walked up to Russell.
(31:16):
Oh my God.
She was doing websites andcoding when she was 12 to about
15 and building websites andlanding pages for Les Brown and
Joe Theismann and other ones ofmy friends.
She'd come down at 17 doingCOVID, upstairs with her brother
and said mom, what are youdoing?
And I said nothing.
The world has stopped, I'm notdoing anything.
She's like my mom's doingnothing.
We're putting your pitch stuffonline.
(31:37):
I'm like kiddo, look I.
This was five years ago.
I said I don't, I don't knowhow the whole internet thing
works.
She said I gotcha Because whenshe she was with me when I did
my 10X speech with Grant Cardone, Russell spoke right after me.
She walks up to Russell atrehearsal and I have it on
YouTube and says Russell, niceto meet you, I love your
(32:03):
platform, but there's some bugsin it that you need to fix.
Well, next thing you know she'sa junior board of advisor at
ClickFunnels and we started acoaching company and I'm going
to share something with you guystoo.
You know, when you're standingat the base of a mountain, the
mountain looks really tall, butyou've seen people like Chandler
climb it.
That's part of what the ChukamaClub is.
You've seen lots of otherpeople.
Climate how do you climate thesame way?
You eat an elephant one bite orone step at a time, and we put
(32:24):
25 people in a room on the firstwebinar I ever did.
I'd never done one, although Idid infomercials and I had a
$1,000 pitching product that Iwas going to do for a month with
people, right, I thought it wasworth a thousand.
The next morning and I hope youappreciate this, chandler my
ClickFunnels used to have $1.98in it.
I like sold like three copiesof something and I didn't have
(32:45):
any idea how to set it all up.
She sets it up, we do thewebinar.
I call her the next morning.
I'm like what does the K standfor?
So what do you mean?
Zero yesterday Now it says 25 K.
What's the K?
It's like mom, you made $25,000last night.
You sold everybody in the roomyour product.
I'm like, dude, we did thatfour times in a row.
That's a hundred thousanddollars.
Six months later I had one ofthose plaques.
Speaker 1 (33:08):
Wow, that's.
That's a great kid.
Speaker 2 (33:12):
So I have a couple of them, just make sure, hey we're
almost at time here.
Speaker 1 (33:16):
I've got maybe a final question or two.
I'm just super curious on theinfomercial stuff.
What did you learn from allthat?
I mean what makes a because I'msure there's a lot of crossover
to speaking, to sell etc.
What makes a great infomercialthat actually converts?
Speaker 2 (33:35):
You know what, mr Chandler?
I'm sorry, we're in the right.
I hope I can find it right now.
Oh, I don't know where I put it.
I'm putting out a book for thefirst time with my name on it
just my name called PitchSecrets A to Z, for exactly that
reason, and there's a sectionthere about infomercials.
What did I learn?
How do you get someone'sattention in the middle of the
(33:55):
night?
I'm going to do a littleexercise with you Pick up
something on the desk.
I'm going to put Chandler onthe spot for all of his family.
All right, all right, so what?
Okay, that is interesting, Ifigured.
Yeah, I was like this might bean attention grabber.
All right, so pitch it to me,you get 20 seconds Go.
Speaker 1 (34:19):
Oh, this an incredible artisan.
Well, actually, I'm going toback up.
Speaker 2 (34:20):
I'm going to take a page out of your book.
Do you ever?
Speaker 1 (34:22):
need to write anything.
Bingo All right you win, allright you ever lose your pen,
okay.
Speaker 2 (34:26):
So what Chandler just did is exactly the first thing
we teach.
When you pick up a product,this is your natural inclination
is to say look, I have aproduct here, I love it.
It's amazing.
You're about ready to do that.
And what the teaching says isdon't tell somebody they need it
.
Don't tell someone howwonderful it is, get them to
want it.
So you did beautifully.
(34:46):
You immediately went wait asecond, what if you had
something sitting on your desk?
Cause you're always looking forthat pen.
That's why I pitched Spingemthe way I do any product.
I would if this was a mouseright.
And because what happened onhome shopping and this is one of
the things I learned I'll bepitching a product.
They'll whisper in my ear yousold out, go to a new product
and you're like oh no, I have arock here with a love thing on
(35:07):
it.
Boom.
And one of the principles in myformula is called Febit features
and benefits.
If I'm going to pick up thisimmediately, I'm going to go
okay, what's a feature benefit?
Hey guys, you know what.
You know what everybody needsin their life.
There's songs about it.
L-o, finish it for me, v-e.
We all need love in our lives.
Yeah, if you're sitting at adesk and you're working, I don't
know about you and yourcoworkers there's not a lot of
(35:27):
love going on.
So what if I is?
Don't tell people what theyneed.
That's the most important thing.
So how does this translate toyour book?
No one needs your book.
Own that, okay.
(35:47):
So if they don't need my book,how do I get them to want my
book?
So, hey guys, if you'resomebody in real estate, you
know, forget real estate.
You're somebody who'd like tomake more money passively.
Let me tell you something Ifyou're at all creative and
artistic and if you're not, youdon't want my book.
But you've got a little bit ofedge.
How you fix and flip.
There's a science to it, astep-by-step system, and I think
(36:10):
you can do it with no moneydown.
You want all of that.
It's right.
Here in this book I'll give youthe secrets.
That's how you do it.
We can do that with any bookyou've got.
I love it.
That's super interesting.
Well, do it with your book.
(36:30):
Pick up your book for a second,because you did it really well.
You totally hooked me.
So when you hold this book upfirst, it's a good title, it's
catchy, published.
I love it.
The Proven Now listen to thewords that he's used, which are
very NLP oriented the ProvenPath I don't want just a path
the Proven Path from Blank Page,which we've all stared at, to
10,000 copies sold that is agenius pitch right there.
Everything about that I loveand I can go through this step
(36:53):
by step.
The red is a really stop typething, the pencil is kind of fun
and catchy and I like it.
It's a proven system and I allwant to be published.
That's awesome.
So when you're on stage, youknow what to do.
You don't talk about the book.
You tell everybody in theaudience look, you've got a
story to tell and I know.
If you're standing at a blankpage, what if I told you I have
(37:13):
a proven system to get the ideasin your head published in a
book.
That's exciting gauge.
And then you enroll, go to theback of the room let's sign up,
let's get this done.
And so I hope for you would bethat we teach, or that you teach
your, your entrepreneurs who'vedone books the step-by-step
system to getting them seen,because published is not seen.
(37:36):
And now I need a book calledseen.
Speaker 1 (37:40):
Well, hey, I know a guy that can help you with this,
uh, with this book.
This has been awesome, maybemore and one of the more fun,
dynamic, entertaining interviewsI've done in a really long time
.
Uh, where can people go to findout more about you, your books,
your programs or whatever,would be most helpful.
Speaker 2 (37:59):
All right, so my name is very unique.
It's Forbes Riley.
Go to ForbesRileycom and everySunday and, guys, I'm crazy.
This is the part of my lifewhere I'm giving back.
I still do movies andtelevision and I have a great
career and I get paid about$50,000 to go into a company for
the afternoon and do what Ijust did with you.
Guys, I don't charge anywherenear that.
In fact, every Sunday for $19,and I know it's a crazy number I
(38:23):
would invite you to come meetme live and do what I just did
with Chandler.
We've got about 50 to 200 peoplecome to a room I teach a little
bit and then I work with peopleso you can start to change your
hearing.
That is calledpitchsecretsmasterclasscom and I
am there live and I love it.
It's two hours of my week and Ido it because when you get to a
(38:43):
point, when you get wildlysuccessful, all you want to do
to be happy is give back.
So if you want to step in orlean up, I love doing this.
It's my great joy to up-level,uplift and empower, obviously,
people who deal with Chandler,because writing books is my
heart.
Like I said, I've got a dozenof them.
I'm now releasing my very firstone we're almost finished called
(39:04):
Pitch Secrets.
And the funny thing is,chandler, I'm going to be doing
all the things I'm telling you.
I'm going to be doing the bookreadings, I'm going to be doing
the podcast, as much televisionas I can.
Again, I look at the title Now.
Why would a newscaster, whywould a morning show, want to
pitch secrets?
Well, what if the tagline wasthe true secret to getting
anything and everything you wantin life?
(39:24):
What does it have to do withpitching?
Well, that's good enough to getme on a show.
Speaker 1 (39:30):
Nice, I love that.
PitchsecretsmasterclasscomForbes.
This was fun.
Thank you so much.
Speaker 2 (39:37):
You are awesome, my friend.
Now I look forward to havingyou on my show so I can find out
more about you.
I have a weekly radio show thatairs on Wednesdays live all
over from iTunes to to VoiceAmerica, and I would love to
interview you and I'll putsomething out.
If you've got some authors whoare timely, who are great on
camera and have good messages,let's get them out and just give
(39:58):
them some publicity.
Shall we, let's do it, let's doit, thank you, bye you, thank
you.
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